For an industrial or technology company, standards are not a final formality. They can decide whether a product can be sold in a country, how long it takes to enter and how much it costs. That is why it is worth studying them before choosing a market, not after closing the first sale.
The requirements you will come across
- Product and safety standards. For example, CE marking to sell in the European Union, or certifications such as UL in North America, depending on the product and the country.
- Sector requirements. Sectors such as healthcare, food, rail and aerospace have their own rules and approvals.
- Customs and documentation. Tariff classification, certificates of origin and, for some products, export licences.
- Data and cybersecurity. If your product collects data or connects to a network, data protection and security obligations vary by market.
- What the customer itself requires. Many industrial companies ask suppliers to pass approval processes, hold ISO certifications or undergo audits, even when the law does not require it.
Why study this before choosing a market
A certification can take months and require testing, design changes or new documentation. If you find out with a customer already interested, you lose time and credibility. If you know beforehand, you can compare markets on this criterion too and choose the one that lets you start sooner. The practical guide to international expansion for B2B SMEs explains how to compare markets.
How to organise it
- Take stock of what you already comply with and the certificates you hold.
- For each candidate market, identify what is missing. Rely on specialists, laboratories and accredited bodies.
- Estimate timescales and costs before committing to dates with customers.
- Ask buyers what they expect from a new supplier: they often ask for more than the law.
- Keep your documentation organised and ready for audits.
Common mistakes
- Assuming that what is valid at home is valid everywhere.
- Leaving standards until the end, when the customer is already waiting for the product.
- Relying only on general information and not asking the buyer.
- Forgetting that standards change and need reviewing.
How this fits with our work
INOBERICA does not provide legal advice or certify products. When we validate a market with IBD Technology or IBD Markets, we ask buyers and partners what they expect from a new supplier, so you go into the conversation knowing what they will ask of you. For the technical and legal side, we recommend working with specialists and accredited bodies.
If you would like to discuss your case, get in touch.
