By Viral Shah – Mentor & Director, Export Import Leadership Institute
Starting an Export Business? Read This Before You Make the Same Mistakes I Did.
Every exporter has a “first mistake” story.
Mine involved sending the wrong product grade to a buyer in the UAE. I assumed the specs without confirming. The result? Order cancelled. Payment stuck. Confidence shaken.
But here’s the truth:
Everyone makes mistakes in export — especially in the beginning. What matters is how quickly you learn and correct your approach. Over the years, I’ve trained thousands of beginners — and I’ve seen patterns. So, I’m sharing with you the most common export mistakes, and more importantly, how to avoid them from day one.
Mistake #1: Chasing the Wrong Product
A lot of first-timers ask:
“Sir, tell me which product is in demand internationally?”
That’s the wrong question.
Instead, ask:
👉 “What product do I understand well, and can source or manage easily — that also has global potential?”
Chasing “top export items” from Google may lead you to industries you don’t understand — like chemicals, pharma, or heavy machinery.
Start with what you know — or what’s locally available in your area. That’s your strength.
Mistake #2: Thinking Buyers Will Come Automatically
Many people get an IEC code, make a company profile, and then wait for buyers to message them. That’s not how it works.
You need to:
- Identify your buyer profile
- Attend exhibitions (physical or virtual)
- Send professional emails
- Follow up correctly
Buyers trust people who understand their market. Not people who just send copy-paste emails.
Mistake #3: Not Understanding Incoterms
FOB, CIF, EXW — these aren’t just technical terms.
They decide who pays what, and who takes responsibility at what stage.
A small misunderstanding here can cost thousands.
In one case, a beginner paid for logistics twice just because they didn’t understand “CFR” properly.
Take time to learn this — it’s not rocket science, but it’s extremely important.
Mistake #4: Pricing Without Knowing Actual Costs
I’ve seen people quote based on “gut feeling” or what someone else quoted on Alibaba.
But real pricing includes:
- Product cost
- Packaging
- Loading & local transport
- Port charges
- Documentation costs
- Freight
- Agent commission (sometimes)
If you don’t know your cost — you can’t know your profit.
Mistake #5: Ignoring Quality Control
This one is deadly.
Even if you’re not the manufacturer, if you’re the exporter — you’re responsible.
A cracked product, a mismatch in quantity, improper labeling — all of these lead to rejection or returns.
✅ Always do a pre-shipment check
✅ Keep photographic or video records
✅ Share packing details with the buyer beforehand
Today’s buyer wants products that are not just good — but tailored. Be it packaging, language labeling, or even shape and material — the exporter who listens carefully and adapts wins.
I remember helping a student modify a packaging design for a Middle Eastern market. Just that one change helped him close a $20,000 order.
Mistakes Are a Part of the Game — But They Can Be Reduced
No exporter became successful without facing challenges. But why repeat avoidable ones?
That’s why I started our Export Import Leadership Institute.
To make sure first-timers like you are guided properly — with structure, checklists, clarity, and ongoing support.
Whether you’re just starting or stuck after the first shipment, we help you move forward confidently.ght export approach.
