An import-export business buys goods from suppliers in one country and sells them in another. Furniture from Vietnam, shoes from Indonesia, and shoes from China are all goods that might come to the US through import-export businesses.
For owners of import-export businesses, there’s an opportunity to tap into a sizable market. In 2025, the US imported goods valued at $3.4 trillion, and exported only around $2.1 trillion.
Ahead, learn how to start a successful import-export business.
What is an import-export business?
An import-export business buys or sells goods across national borders. Importing brings products from another country into a domestic market, while exporting sends domestic goods to buyers abroad.
The business may operate as a retailer that buys and resells goods, a broker that connects buyers and sellers, an export trading company (ETC) that sources products for overseas demand, or an export management company (EMC) that acts as an outsourced export department for producers.
Import vs. export: Key differences
Every import-export business focuses on importing or exporting, or straddles both. Here’s the breakdown:
| Importing | Exporting | |
|---|---|---|
| Which direction are goods moving? | Foreign goods into a domestic market | Domestic goods into foreign markets |
| What’s driving the deal? | Gaps in local supply, cost, or availability | Demand abroad for what’s made at home |
| What regulations are most important? | Customs duties, tariffs, import licenses | Export controls, destination-country compliance |
| How does the business make money? | Markup on domestic resale | New market access and volume growth abroad |
Types of import-export businesses
An import-export business can take on different levels of product ownership, financial risk, and operational responsibility depending on the model.
| Business type | What does it do? | What does payment look like? | Best fit | Example |
|---|---|---|---|---|
| Export trading company (ETC) | Scouts market trends, matches foreign buyers with domestic manufacturers who want to export, often takes temporary ownership of goods in transit | Commission, service fees, or resale margin | Entrepreneurs who are comfortable navigating foreign regulations, with strong dealmaking and communication skills | International Hobbycraft Co. represents several exporters in the hobby and craft field, marketing and selling their products internationally |
| Export management company (EMC) | Works on behalf of domestic sellers, finds overseas dealers and distributors, arranges shipping and handles paperwork | Salary, commission, or retainer | Specialists with industry knowledge, marketing skills, and overseas connections | Archesol helps sell US-made air conditioning and refrigeration equipment to African and Middle Eastern markets |
| Import-export merchant | Buys goods domestically or from overseas manufacturers, takes full ownership, resells at a markup | Margin between the purchase and resale price | Entrepreneurs willing to manage inventory, supplier relationships, and greater risk in exchange for more control | Diaspora Co. sources spices from farmers in India and Sri Lanka and sells them in North America |
“The spice trade has been unjust for hundreds of years. And 75 years after the British left India, the spice trade still sucks,” says Sana Javeri Kadri, founder of Diaspora Co., on an episode of Shopify Masters. The impact of colonialism and exploitation became the catalyst for Sana’s mission: to bring high-quality spices to customers in the US and Canada and uplift farmers along the way.
An import-export business may handle the full transaction themselves, as is the case with Diaspora Co., or work with customs brokers for clearance and duties, freight forwarders for international shipping, distributors for in-market sales, and trade agents for sourcing buyers or suppliers.
Import-export business examples and product ideas
Global business-to-consumer (B2C) cross-border ecommerce exceeded $1 trillion for three consecutive years as of 2025, with affordability remaining the leading reason consumers shop from businesses in other countries.
If you’re interested in starting your own import-export business, you can start by researching the following categories. For any product, you’ll want to confirm the applicable duties, product-specific rules, ability to withstand international shipping, and profit margin after calculating the full landed cost.
Specialty plants
April Mall founded Unsolicited Plant Talks after struggling to find the plant varieties and supply they wanted in the US. In this case, importing gave the business access to plants that weren’t available domestically, while plant propagation allowed them to make more inventory from each imported plant.
Plants are highly regulated and vulnerable in transit. Research import permits, agricultural inspections, quarantine requirements, and duties for the exact species and countries involved. Then account for transit damage, plant loss, packaging, and acclimation when calculating the margin left after landed cost.
Read more about how to import plant products into the US with guidance from the US Department of Agriculture.
Handicrafts and home décor
The Citizenry develops home goods with artisans across 23 countries. Their catalog includes rugs made in India, ceramics made in Mexico, and other products tied to particular materials and craft traditions, showing how a retailer can use cross-border sourcing to build a distinctive home décor assortment.
Before pursuing this category, check the duties and product rules for the exact item and materials involved, particularly goods made from wood, leather, or plant and animal materials. Consider weight, fragility, packaging, and shipping durability, then calculate whether enough margin remains after the full landed cost.
Textiles and apparel
Canadian apparel company Kotn makes their products using Egyptian cotton and production partners in the Nile Delta, which are then sold through an online store and physical retail locations.
India and China are also possible textile-sourcing markets to research, but duties and rules can change according to fiber content, construction, product type, and country of origin. Check labeling requirements, supplier quality, and protection from moisture or damage in transit.
Specialty foods and beverages
Oakland-based Sweet Maria’s sources green coffee through direct farmer relationships alongside specialty import partners who manage FDA (Food and Drug Administration) registration and customs clearance.
Confirm FDA and CBP (US Customs and Border Protection) food import requirements, shelf-life constraints, and any USDA inspection or certification needs for the specific product and origin country. Then account for cold-chain or climate-controlled shipping costs when calculating margin after landed cost.
Pro tip: Read the full guide on 22 import-export business ideas with startup costs and investment planning.
How to start an import-export business
To get started, you’ll want to pick a niche and make sure it works on paper, then focus on funding and legally registering the business. You’ll need to find the market that actually wants what you’re selling, lock down suppliers before buyers, decide how you get paid, and only then touch a shipping document.
Here’s a step-by-step walkthrough:
1. Find your niche and make a business plan
Start by identifying a product category you understand and a cross-border opportunity you think is worth testing.
Research the market
Use Google Trends, industry reports, social media analytics, and the International Trade Administration’s market data to assess demand, competition, pricing, and whether customers can already buy similar products locally.
If you’re weighing which country to target first, the ITA’s Market Diversification Tool scores and ranks potential export markets based on your product and current trade patterns, giving you a starting point before you commit research time to a specific country.
Write a business plan
Then turn that research into a business plan. Shopify’s Q4 2025 survey of store owners* found that only 34% of business owners wrote a business plan before starting.
Your plan doesn’t need to predict every detail, but it should cover:
- The products you plan to trade and the customers you’ll serve
- Your target import or export markets
- The process through which you’ll find and vet suppliers, buyers, or distributors
- Your sales channels and marketing strategy
- Your pricing strategy, startup costs, landed costs, and expected margins
- The shipping, customs, insurance, licensing, and other compliance requirements
- The key risks, funding needs, and milestones
These elements align with the US Small Business Administration’s guidance for traditional business plans. Entrepreneurs in the US can also get free or low-cost planning and market-research support through a local Small Business Development Center (SBDC).
Some products and technologies are subject to export controls and may require a license depending on the item, destination, buyer, or intended use. Review the Bureau of Industry and Security’s Export Administration Regulations and seek expert advice when necessary.
2. Fund and register the business
Startup costs will vary depending on your product type, inventory storage, location, marketing budget, and travel expenses. Also factor in costs for salaries, office space, insurance, office equipment, operations, distribution, and logistics fees to pack, store, and ship goods. Then you’ll want to:
Decide how you’ll fund your business
Funding can come from personal savings, operating profits, loans or lines of credit, investors, or a combination of sources. Once a business is generating revenue, reinvested profits may fund further growth. In Shopify’s Q4 2025 survey of store owners,* 79% of respondents said they had used profits to self-fund growth.
Register the business
Choose a legal structure, such as a sole proprietorship, partnership, limited liability company (LLC), or corporation. The structure affects taxes, filing requirements, fundraising options, and personal liability. Register the business with the relevant state and local agencies, file a DBA (“doing business as”) if required, and obtain any applicable state tax registrations or seller’s permits.
Check out the US Small Business Administration registration requirements explanation for more information by structure and location. Businesses that need a federal tax ID can apply directly to the IRS for an employer identification number (EIN) at no cost.
File for foreign qualification
In the US, foreign qualification means registering a business formed in one state to operate in another. A business may need to file a Certificate of Authority, appoint a registered agent, and pay taxes or annual fees in each state where it conducts business.
Operating in another country is a separate process. Requirements depend on the country and whether the business establishes a company, office, employees, warehousing, or another local presence. Check local company, tax, and VAT (value-added tax) or GST (goods and services tax) rules before setting up operations there.
Acquire business licenses
The US doesn’t issue one general import license, but individual products may be regulated by other agencies.
- Food, drugs, cosmetics, and medical devices may be subject to FDA requirements
- Plants, seeds, and certain animal products may require USDA permits or certificates
- Radio-frequency electronics may require FCC authorization
- Vehicles and engines may fall under National Highway Traffic Safety Administration (NHTSA) or EPA rules (Environmental Protection Agency)
- Alcohol or tobacco products may require TTB permits (Alcohol and Tobacco Tax and Trade Bureau).
Exports can also require licenses based on the product, software or technology, destination, buyer, and intended use. Review the Bureau of Industry and Security’s Export Administration Regulations when controlled items may be involved.
You can also check out CBP’s Tips for New Importers and Exporters for links to relevant agencies and compliance resources.
Register as an importer of record (IOR)
Businesses don’t have to apply for a general importer-of-record license. To create or update an importer identity in CBP’s systems, you’ll submit CBP Form 5106. A business’s EIN generally becomes its importer identification number; businesses without one may request a CBP-assigned number.
The importer of record is responsible for the accuracy of entry documents, product classification and valuation, applicable duties and fees, and compliance with other agency requirements. A customs broker may help an importer obtain clearances, but the responsibility remains with the importer.
Get a customs bond
A customs bond is a contract guaranteeing that CBP will receive the duties, taxes, and fees owed and that the importer will meet its customs obligations. The bond, however, protects the government rather than covering the importer’s losses.
A bond is generally required for commercial imports valued above $2,500 and may also be required for lower-value goods regulated by another federal agency. You can purchase a single-entry bond for one shipment or a continuous bond covering multiple entries through a customs broker or Treasury-authorized surety. The Bureau of the Fiscal Service maintains a list of certified surety companies.
Buy insurance
Standard business coverage may include general liability, product liability, property, and workers’ compensation insurance, depending on the operation.
Cargo insurance can cover specified loss or damage while goods are in transit. Check the policy limits, exclusions, deductibles, valuation method, and the point at which risk transfers between buyer and seller under the agreed Incoterm.
Export credit insurance (ECI) protects exporters from nonpayment by a foreign buyer. The Export-Import Bank of the United States offers policies for individual buyers and wider export portfolios.
3. Find a target market and develop a marketing strategy
For exporters, target-market research identifies countries where buyers may want their product. Importers might need to research both the sourcing market and demand in the country where they plan to sell.
Before choosing a country, combine:
- Trade data. Review import volumes, growth, competing supplier countries, tariffs, and trade flows for the product.
- Buyer conversations. Speak with prospective customers about product requirements, pricing, order volumes, and purchasing barriers.
- Distributor research. Assess potential agents, wholesalers, retailers, and distributors, including their coverage, margins, and supplier requirements.
- Ecommerce demand signals. Compare search demand, marketplace listings and reviews, local prices, website traffic by country, and inquiries from prospective buyers.
The International Trade Administration’s Trade Data and Analysis resources include product- and country-level trade data, country reports, TradeStats Express, and the Market Diversification Tool for comparing potential export markets. The ITA describes these tools as a starting point for evaluating opportunities.
Use the research to define your target customer, product positioning, pricing, and sales channels. Then account for market-entry details such as localization, packaging, payments, fulfillment, customer support, and distributor margins. You might sell through your own ecommerce store, online marketplaces, wholesale outreach, trade shows, local distributors, or a mix of channels.
4. Source winning products and forge supplier connections
Once you know what you want to sell, look for suppliers that can meet your product, volume, quality, and compliance requirements.
Connecting with buyers
You can find potential partners through trade shows, global business-to-business (B2B) marketplaces, industry directories, trade publications, embassy commercial offices, trade associations, and referrals from other businesses.
Sourcing products
Before committing to a large order, request samples and look beyond the quoted price. Ask:
- Is this a legitimate, established business? Verify its registration, address, ownership, and customer references.
- Can it produce what you need at the required scale? Confirm its equipment, capacity, minimum order quantities, and lead times.
- Does the sample match your specifications? Check the materials, dimensions, finish, packaging, and overall quality.
- Can the product legally enter your target market? Request any required test reports, certifications, labels, and export documents.
- How will quality be checked? Agree on inspections, acceptable defect rates, and what happens if an order arrives late or below standard.
- Do the full costs and terms work for your business? Review pricing, deposits, payment deadlines, tooling fees, shipping, and the final landed cost.
For a large or high-risk order, consider arranging an independent factory audit or pre-shipment inspection.
Building relationships
Think of supplier relationships as long-term investments. Clear forecasts, realistic timelines, prompt payments, and documented product requirements can help both sides plan production and resolve problems.
Diaspora Co. provides advances to their farmers, a practice that began with the first farmer the company worked with. “I paid him upfront for the full [amount of] turmeric I was buying from him, which nobody else, I think, had done for him,” Sana says. “To this day, we give all our farm partners advances, which is just our way of saying, ’Your harvest is not in, but here’s some money because we don’t want you to go into debt. And we want you to trust us, and we will never, ever be late on a payment.’”
In five years, Diaspora Co. was able to go from working with one farmer to 140.
5. Price and sell your services
Your model will help determine how to set prices. Brokers, agents, ETCs, and EMCs typically charge commissions, retainers, or a combination of these, while import-export retailers typically add a margin to the product’s landed cost.
For products, calculate the full cost of getting an order to the customer, including the supplier price, packaging, freight, insurance, duties, taxes, customs fees, storage, payment processing, returns, and overhead. Then set a price that leaves enough margin after those costs.
Make shipping costs and responsibilities clear before the sale. According to Statista’s 2026 cross-border shopper survey, 45% of shoppers cited high delivery costs or long delivery times as a barrier to buying abroad, 45% cited fraud, and 40% cited taxes and customs.
Agree on Incoterms
Incoterms are 11 standardized trade terms published by the International Chamber of Commerce. They define which party arranges and pays for tasks such as transportation, insurance, export or import clearance, and where the risk of loss or damage transfers from the seller to the buyer.
A few common examples include:
- FCA (Free Carrier). The seller clears the goods for export and hands them to the buyer’s carrier at an agreed place.
- CIF (Cost, Insurance and Freight). For sea or inland-waterway shipments, the seller pays freight and insurance to the destination port, but risk transfers once the goods are loaded aboard the vessel at the port of shipment.
- DAP (Delivered at Place). The seller transports the goods to an agreed destination, while the buyer generally handles import clearance and duties.
DDP (Delivered Duty Paid). The seller assumes responsibility for transportation and import formalities through delivery at the agreed destination.
6. Choose a payment method
The payment terms determine when the exporter gets paid and how payment risk is divided between the exporter and importer:
Cash in advance
The exporter receives full or partial payment before shipping the goods. This limits the exporter’s risk of nonpayment but requires the importer to pay before receiving or inspecting the order, making it less attractive to buyers.
Letters of credit
A letter of credit is a commitment by the importer’s bank to pay the exporter when the required documents comply with its stated terms. This can be useful for new or higher-risk trading relationships, but bank fees and detailed documentation can increase the cost and complexity.
Documentary collections
The exporter’s bank sends shipping documents to the importer’s bank with instructions to release them in exchange for payment or a commitment to pay later. Documentary collections generally cost less than letters of credit, but the banks facilitate the transaction without guaranteeing payment, leaving the exporter with limited recourse if the buyer doesn’t pay.
Open account
The exporter ships the goods before payment is due, commonly giving the importer 30, 60, or 90 days to pay. This supports the importer’s cash flow but exposes the exporter to greater nonpayment risk. Export credit insurance or a standby letter of credit may help mitigate that risk.
Consignment
The exporter is paid only after the foreign distributor sells the goods to the end customer. The exporter generally retains title until the sale, which can improve local product availability but leaves its capital tied up and exposes it to loss, damage, and nonpayment risk while the goods are abroad.
7. Get your shipping and customs documents in order
The documents you need depend on the product, countries involved, transport method, payment terms, and applicable trade controls. Before shipping, confirm the requirements with the buyer, carrier or freight forwarder, customs broker, and relevant government agencies.
| Document or requirement | What does it do? | Considerations |
|---|---|---|
| Pro forma invoice | Presents a quote in invoice format, including the goods, proposed price, shipping date, payment terms, and offer-validity period | Not used to request payment and doesn’t guarantee the price or delivery date unless the seller expressly makes that commitment for a stated period |
| Commercial invoice | Records the final sale and provides customs authorities with information used for clearance and the assessment of duties and taxes | Include the buyer and seller, detailed product descriptions, quantities, values, currency, country of origin, and other information required by the destination country |
| Packing list | Itemizes what’s inside each box, pallet, crate, or other package, including quantities, weights, measurements, and package marks | Freight forwarders use it to plan the shipment, and customs officials may use it to inspect the cargo |
| Bill of lading | Forms the transport contract between the cargo owner and the carrier for inland or ocean freight; also records the goods accepted for carriage | An ocean bill of lading may be straight and non-negotiable or issued “to order” and negotiable |
| Air waybill | Accompanies goods transported by air and provides shipment details and tracking information | Non-negotiable and doesn’t function as a document of title |
| Certificate of origin | States where the goods originated and may be requested by the destination country, buyer, customs authority, or bank handling a letter of credit | Often certified by a chamber of commerce or another authorized organization; requirements vary by destination |
| HS, HTS, and Schedule B classifications | Classify goods for customs and trade-reporting purposes | US imports use the Harmonized Tariff Schedule (HTS), while US exports generally use 10-digit Schedule B codes |
| Electronic Export Information (EEI) filing | Reports qualifying US exports electronically through the Automated Export System | Generally required when goods under an individual Schedule B or eligible HTS classification exceed $2,500, or when a mandatory filing condition applies, such as an export-license requirement |
| Export license or authorization | Authorizes an otherwise controlled export, re-export, or transfer | For items subject to the Export Administration Regulations, first determine whether the product, software, or technology has an Export Control Classification Number or is designated EAR99 |
| Import license or permit | Provides authorization from the agency responsible for a regulated product | CBP doesn’t require a general US import license, but another agency may require a permit, approval, registration, or certification for particular goods |
Import-export business FAQ
What is the most profitable import-export business?
While there’s no single most profitable product category, a strong export-import business typically sells differentiated, durable products with repeat demand and enough room between the landed cost and selling price to cover marketing, returns, and overhead.
Compare suppliers, duties, shipping costs, product rules, and demand in your target international markets before choosing goods from foreign manufacturers.
How much do importers and exporters make?
Earnings depend on the business model, product margins, order volume, and operating costs. Merchants earn the difference between their landed cost and selling price, while an export company acting as a broker, ETC, or EMC may charge commissions, retainers, or service fees for facilitating international sales.
What documents do you need for an import-export business?
Common documents include a commercial invoice, packing list, bill of lading or air waybill, and any required certificate of origin. Depending on the product and transaction, import and export shipments may also require licenses, inspection or health certificates, insurance documents, and an Electronic Export Information filing.
Are import-export businesses profitable?
They can be, but high sales don’t necessarily produce high profits. Profitability depends on demand, supplier pricing, duties and taxes, freight, damaged goods, returns, payment risk, and the costs of complying with global trade rules; calculate the full landed cost before setting a selling price.
Do import-export businesses need a license?
There’s no single US import-export license, and US Customs and Border Protection does not require a general importer license.
However, regulated products may require permits or approvals from other agencies, while US export regulations may require a BIS license based on the item, destination, end user, or intended use; foreign countries can impose additional requirements.
