Expanding your business internationally can feel daunting, but with the right tools, knowledge, and support, it becomes an exciting opportunity for growth. The Export Academy recently hosted a session for companies in the home and giftware sector, bringing together experts from the Department for Business and Trade (DBT), trade associations, and successful businesses to share practical insights on international expansion. 

The session featured a panel with extensive experience in retail, e-commerce, and international trade: 

Jose Richart, International Trade Advisor, DBT – 12 years of advisory experience in glassware and ceramics. 
Lucy Haine, Global E-commerce and Marketplace Partnerships Lead – 25+ years supporting exporters through DBT’s digital exporting program.
Taran Tabal, Head of International Trade and Partnerships, BATF – Assists businesses with global market access. 
Steve Edwards, Sector Manager for DIY, Home Improvement, and Garden, BHETA – Supports suppliers with export opportunities and networking. 
Rebecca Murphy, International Sales Manager, Stoneglow Candles – Oversees international distributor relationships and UK accounts. 

Free Trade Agreements: Reducing Barriers to Export 

FTAs can significantly boost UK exports by: 
- Reducing customs costs: Many tariffs are eliminated, improving competitiveness. 
- Supporting complex supply chains: Streamlining international trade. 
- Enhancing market access: Opening opportunities across multiple countries, including CPTPP nations. 

Exporters are encouraged to explore the benefits of each FTA to maximise opportunities. 
- Marketplaces: A Low-Risk Route to International Sales 

Online marketplaces offer an effective way to test and expand into new markets: 
Amazon: Extend UK listings across 21 marketplaces, leveraging reviews and ratings in markets like India, Brazil, Australia, and Japan. 
Wayfair: Strong for home products in the UK and Europe, though pricing is wholesale. 
Other key marketplaces: Leroy Merlin, La Redoute, ManoMano, Tesco, eBay, Macy’s, Nordstrom, Etsy, and B&Q. 

Success requires dedicated resources, compliance certifications, and clear marketplace strategy. While marketplaces provide valuable insights, results shouldn’t be directly extrapolated to other sales channels due to consumer behaviour differences. 

Trade Shows: Building Connections and Visibility 

Trade shows are a cornerstone of international growth, offering networking, market research, and brand exposure: 

Major international shows: Ambiente (Germany) and the Chicago Houseware Show (US) are leading platforms. 
Smaller, targeted shows: Maison & Objet (France) and regional shows like Milano Home offer strategic connections with distributors. 
Trade missions: DBT-organised missions provide subsidised packages, branding support, networking events, and educational content, making them highly valuable for high-growth companies. 

Experts emphasised visiting shows beforehand to understand the audience, layout, and optimal positioning. Trade missions, such as those in Japan, delivered strong leads and brand visibility at a fraction of the cost of going independently. 

Finding the Right Partners and Pricing Strategy 

When entering new markets, businesses should consider: 
Routes to market: Local importers, wholesalers, agents, or direct retail. 
Pricing: Factor in logistics, customs, translation, competition, and positioning. Start with the end-user price and work backward. 
Research: Use market intelligence, reports, and conversations with distributors or associations. Peer networks can help identify reliable partners and routes to market. 

Expanding internationally combines strategic use of FTAs, targeted marketplaces, and trade show participation. With preparation, research, and support from trade associations and DBT, UK businesses can confidently explore global markets. 
Whether testing new markets via Etsy, engaging buyers at trade shows, or joining subsidised trade missions, the opportunities for growth are vast.

For more information on webinars, trade missions, and marketplace guidance, visit the Export Academy calendar and explore resources to help your business thrive internationally. 

Contact our international team for help taking your next step towards exporting products worldwide: ga-international@ga-uk.org.