Sri Lankan SMEs often ask a simple question with a complex answer: “How do I start exports?” The truth is, you don’t need a giant factory or a foreign partner to begin. You need product-market fit, clean paperwork, reliable logistics, and disciplined follow-through. මේ guide එකෙන් ඔයාට පුලුවන් Sri Lanka context එකට step-by-step idea එක ලබාගන්න—clear, practical, and action-oriented.
🧭 1. Define Your Product and Market
Start by clarifying what you will sell and to whom. A product that sells locally does not automatically sell abroad. Focus on one hero item first—one spice blend, one herbal tea, one batik capsule, or one software module.
Validate interest with samples and price targets. Study competitors on marketplaces and brand websites to understand pack sizes, certifications, and retail positioning. Talk to three foreign buyers or distributors to check flavour profiles, textures, sizing, and shelf life.
Local pride matters, but remember—buyers compare you with global options. Keep an honest eye on quality consistency and presentation.
📦 2. Lock Down Your Classification and Rules
Every export product has an HS code (Harmonized System code) that determines tariffs, permits, and documentation. Identify your correct HS code and understand the destination country’s rules.
Learn Incoterms 2020—the trade terms that define who pays for freight, insurance, and risk.
- EXW: Buyer handles most of the shipping.
- FOB: You deliver goods to the port—common for sea freight.
- CIF/CIP: You cover cost, insurance, and freight.
- DDP: Avoid at first—it’s complex for beginners.
Always include your chosen Incoterm on every quotation and invoice to avoid disputes.
💰 3. Price with Logic, Not Guesswork
Export pricing must reflect true landed cost. Start from your real unit cost (materials, labour, packaging, compliance) and add a margin that can handle wholesale discounts and currency fluctuations.
Work backward from the target retail price abroad. For example, if a 100 g cinnamon pack retails at £5, wholesalers may take 40–60% plus shipping and duties.
Create a simple spreadsheet in USD, GBP, and EUR. Include a currency buffer and review your prices every quarter.
✅ 4. Get Compliance Right
Compliance is not optional. Some goods need export permits or health documentation.
- Food and botanicals: Sanitary or phytosanitary certificates
- Wooden items: Fumigation certificates
- Cosmetics: Ingredient and safety data
- Software exports: IP assignment, contracts, and data privacy clauses
For food, maintain batch records, expiry dates, and traceability. HACCP or ISO 22000 adds credibility. For crafts and apparel, follow labelling standards and fibre content rules.
When unsure, ask your freight forwarder or export development officer. Prevention is cheaper than rejection.
📦 5. Build an Export-Ready Pack
Foreign buyers expect strong packaging and clean branding. Design for both shelf appeal and shipping protection. Include:
- Product name, net weight, and origin
- Batch code and expiry date
- Storage instructions
Outer cartons should list item, quantity, and gross weight. Create an image library with product and lifestyle shots—buyers often decide before they taste.
📄 6. Master Export Documentation
Your basic export file should include:
- Proforma Invoice
- Commercial Invoice
- Packing List
- Bill of Lading / Air Waybill
- Certificate of Origin
- Health or Fumigation Certificates (if needed)
All documents must align—HS code, Incoterm, quantities, and dates must match. Use a naming convention such as:2025-10-12_PO1234_CIN100g_PI.pdf
Keep both digital and printed versions safely stored.
🚢 7. Choose the Right Logistics Path
Logistics affect profit.
- Air freight: Fast but costly—use for samples or light goods.
- Sea freight: Cheaper for bulk but slower.
- Courier services: Ideal for early test shipments.
Once orders repeat, move to LCL (Less-than-Container Load) for better economics. A good freight forwarder can quote door-to-port or port-to-door rates. Always insure your cargo—one accident can erase a year’s profit.
💳 8. Protect Your Payments
For new buyers, use advance T/T or Letters of Credit (LCs) for safety.
- Documentary Collection (D/P, D/A) is for medium trust levels.
- Always mention payment terms, currency, and due dates on your invoice.
- Confirm who pays bank charges before shipment.
Ensure compliance with foreign exchange rules and repatriate funds on time. Cashflow management is survival.
🌍 9. Use Trade Preferences
Sri Lanka benefits from tariff-preference arrangements with certain markets. If eligible, get the right Certificate of Origin so buyers enjoy lower duties.
However, only claim preferences if your product meets rules of origin and you can prove it.
🎯 10. Start Narrow, Then Expand
Choose one country and one channel first—distributor, ethnic retail, e-commerce, or private label.
A distributor offers reach but demands lower prices. A direct-to-store model keeps more margin but needs your active sales effort.
Create a Trade Kit PDF with:
- SKUs and carton sizes
- Shelf life
- Certifications
- Sample order form
Ensure your website is export-ready with a clear enquiry form and downloadable materials.
📬 11. Sampling and Follow-Up
Send only two or three SKUs initially. Add brewing or usage instructions, allergens, and an origin story.
Ask for structured feedback within a week. If the buyer goes silent, follow up twice—then move on. Discipline protects momentum.
📊 12. Learn and Improve
The first few shipments will have errors—expect them. After each export, conduct a post-shipment review: what worked, what failed, and what to improve.
Track key metrics:
- Enquiry-to-sample rate
- Sample-to-order rate
- Average order value
- On-time dispatch
- Defect rate
- Days-sales-outstanding
Small, steady improvements build lasting export capability.
🤝 13. Build Long-Term Relationships
Consistency builds reputation. Respond fast, meet deadlines, and fix mistakes without delay.
Send updates on new harvests, product launches, or packaging upgrades. Track your buyer’s key sales seasons—Ramadan, Christmas, Diwali, Lunar New Year—and plan offers in advance.
Reorders create stability. Stability creates growth.
Start with one hero product. Identify HS code and Incoterm. Price with full costs. Follow compliance. Package neatly. Document everything. Choose the right logistics. Protect payments. Begin with one market. Iterate and build trust.
බලාගෙන ඉන්න එපා — small, clean shipments build momentum and credibility.
