Selection of Products for Exports


Selection of Products for Exports for easy marketing


Selectivity is the key to success in all spheres of life including export market. An exporter may wish to deal in all kind of products and to sell them everywhere in the world. However, it is not possible for him to do so due to the wide expanse and demand variations in different markets of the world. Therefore, an exporter has to select proper product(s) and proper market (s) in order to operate at the international level.

3.2 Selection of Export Products:

An exporter has to consider the following factors while selecting product(s) for the export market: (a) Export Trends:

(a) Export Trends: An exporter should analyse trends in export of different items to the overseas market(s) for proper selection of the product. Such information can be gathered from the following sources:

Monthly statistics of foreign trade of India.

Export Promotion Council (EPC) Bulletins.

Export Import Times.

The final selection of the product, however, depends upon one's own ability and experience relating to the product.

(b) Supply Base: Along with demand of product in the international market, it is also necessary to analyse its supply base in the domestic market. Most of the agricultural products defy this criterion as their supply depends upon a number of factors, which are based on nature. Seasonal commodities like onions, fruits or even sugar, wheat or rice have not proved to be good items for sustained export business. Even manufactured products may not have a good supply base due to factors like strike, power shortage, lockouts, transport problems, etc.

(c) Production Capacity and Product Availability: Sky is the limit for selling a product in international markets. Hence, a manufacturer exporter must consider his production capacity and a merchant exporter must take into consideration the availability of the product selected for export before entering into an export contract. If the production capacity or availability is limited, then the exporter should focus on smaller markets. However, if the product can be made available easily, a sustained export drive is worthwhile.


(d) Product Adaptability: Associated with the production capacity and availability is the possibility of adapting the product as per the requirements of the foreign markets. The needs and requirements of buyers differ from market to market and country to country. What sells well in one market may not sell at all in other markets. This calls for product adaptability. Product adaptability is not an easy task, as it requires large amount of investment in adjusting production process as per the needs of the different markets.

(e) Servicing Facilities: If the product selected for export is such that it requires servicing after sales, then the exporter should see to it that he can avail such T facilities to the overseas buyers. It is not always easy and within one's means s to open servicing centres abroad. At the same time, it is difficult to find a h distributor or agent having servicing facilities. If it is not possible for the exporters to provide such servicing facilities then the exporter should not venture to export such products.

(f) Target Markets: Selection of a product also depends upon the markets E which have been identified for sales abroad. All products may not have equally good markets everywhere. Therefore, selection of the product e. depends upon the market requirements. It is always better to concentrate on one or two markets at least to start with. One should study the target markets (E closely, with regard to market requirements in terms of product specification, (t continuity of demand, change in fashion, credit requirement, if any, etc.

(g) Demand Stability: Product(s) selected for selling whether overseas or in the (c domestic market should not only have stable but a rising demand. Seasonal (E products should be avoided unless the exporter has necessary infrastructure (f' for selling them. Products depending upon fashion trends, though comparatively H more profitable, may not always prove to be good for those exporters who T. cannot cope with such trends. Therefore, the exporter should select such products, which provide a large and stable market

(h) Trade Restrictions: While selecting product(s) for exports, it must be ensured that such product(s) should not be subject to the country's export (t Control regulations or import Control regulations of the concerned target (c markets. Although, export restrictions in all the Countries are minimum as (c there is a tendency to promote exports of all products, still there are a iv number of items where Controls do exist. Therefore, the exporter should try to avoid export of such product(s).

(i) Profitability: Last but not the least; Profitability is the prime objective of all marketing activities. The product selected for exports must fetch a fair profit (F to the exporter. Moreover, profitability should as far as Possible be direct, Le" arising from the sale price itself. Though export benefits like duty drawback, excise refund, etc., are necessarily to be taken into consideration while calculating the export price, it is always better if the product sells in the overseas markets even if such assistance is not available.



Triangular export

Triangular shipment

Types of Insurance Documents.

Importance of Bill of Lading

Introduction to this web site.

Is Airway bill a documents of title?

Is Customs House Agents (CHA ) required to be appointed mandatory? 

Is DP terms of payment safe in export business?

Is Letter of Credit LC safe for an Importer?

Is ON BOARD CERTIFICATE required for LC negotiation

Why to insure export goods?

Why, best attention while preparing Export Invoice?


How does a Running bond work?
How does Bill of Lading work in DP payment terms?
How does Bill of Lading work in Sight LC
Transferability of Bill of Lading
Transhipment - A redefinition

Is Customs House Agents (CHA ) required to be appointed mandatory?
Is DP terms of payment safe in export business?
Is Letter of Credit LC safe for an Importer?
Is ON BOARD CERTIFICATE required for LC negotiation
What is VACIS exam in US import customs clearance




Mohit: how select product and market

jebastine: exports select products tell me.

EXPORT: I have set up an export firm to export handicrafts, later on found that the suppliers are far away from Delhi (my place); hence not advisable.Then tried to find something locally available and did research on sugarcane and its byproducts like bagasse but found it exported little, then tried on Red Bricks and found its limitations too, went to fire clay bricks and fly ash bricks and then marbles to pebbles but i am not able to choose right product to export from Delhi.Can you please help me solve this mystery?

suhas: I am in process of setting up Export business of our farm products. I am thankful to you as my every question is solved in your website. Once this lockdown is over I will apply for shop act license and then IEC. Now I have one more question, can you please guide me how to search buyers for Pomegranate, Guava Mango and other agroproducts?

kaul: , i was with agri division and have associate quality suppliers of Rice , Banana ,Moringa and other Agri products. I have set up my own private limited company. Based in Mumbai As is the case of every new business ,we also can not afford full fledged marketing department to get export orders for rice etc. Is there any way ,you can help us in getting export orders.i have tried on my own to get order but didn't succeed.

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amco: I am willing to get into import and export business. I have been educating myself about the the business and market through your website and its very helpful. I need help in identifying the right product and export country. And i wish to start small and then expand. It would be really helpful if you could assist me and help me become a successful entrepreneur in imports and exports.


adarsh: I'm currently running a food processing business as VB Chocolate and Cakes. I'm earning quite decent now so I wanted to expand my field of business in international trade because I love different cultures and as India is a land of resources and value is created here out of merely nothing so I see this great opportunity in this field. Sir, you have been in this field for so long you must be having a great sum of experience and wisdom in import and export so I wanted you to help my team to build a exporting business here with your expertise and small guidance. I know people just don't help people in business like that unless they have a motive, but sir we want you to believe that we posses great potential and dedication in our work all we need is some assistance(we have already started collecting all the data and doing our research and searching for reliable suppliers and manufacturers)

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