Entering the U.S. and importing: 12 questions answered.
Questions from international brands entering the U.S. and from U.S. brands importing. Every answer stands alone, so jump to the one you need.
Entering the U.S. market and importing
Questions from international brands entering the United States, and from U.S. brands importing from overseas manufacturers. General information, not legal advice.
What does the Enter the U.S. engagement cover?
The site describes a focused U.S. market-entry plan for companies based outside the United States. It evaluates demand, positioning, channel options, distributor fit, retail opportunities and DTC economics, and coordinates research, partner development and localized campaigns.
Where should an international brand start in the U.S.?
An international brand should validate the opportunity before scaling the investment. Test demand, price positioning and channel fit with a small pilot in one or two cities, then decide how to build distribution.
What do I need to import goods into the United States?
Most commercial imports need a customs entry filed by a licensed customs broker, a customs bond, an importer number and accurate classification and valuation. Some goods also need approval from agencies such as the FDA, USDA or CPSC.
What is a customs bond?
A customs bond is a guarantee, issued by a surety company, that you will pay duties and follow the rules on imported goods. It can cover a single entry or many entries over a year. A customs broker can arrange it.
Which U.S. agencies regulate imported consumer products?
The agency depends on the product. The FDA covers food, cosmetics, supplements and drugs, the USDA covers certain plant and animal products, and the CPSC covers many consumer and children's products. Ask a customs broker which apply.
Does a foreign brand need a U.S. entity or agent?
Often something is needed. An importer of record must be responsible for each entry, and some regulators require a U.S. agent. Check with a qualified customs broker and attorney.
How should an international brand price for the U.S.?
Work back from the U.S. shelf price through retailer and distributor margins to a price that covers landed cost and leaves profit. Include duties, freight, insurance and any promotional costs.
Do U.S. retailers expect a brand to carry insurance?
Many U.S. retailers ask for product liability insurance and a certificate of insurance naming them. Ask an insurance broker for coverage that is valid in the United States before you pitch.
How do U.S. labeling rules affect imported products?
Labels usually need English text, net quantity in U.S. units and, depending on the product, ingredient, allergen or nutrition information. Country of origin marking is generally required. Confirm the rules for your category.
How do I import from an overseas manufacturer for my own wholesale line?
You become or hire the importer of record, classify the goods, pay duties and clear customs through a licensed customs broker. Start with a trial order and verify quality before large commitments.
How do I vet an overseas manufacturer?
Ask for business registration, references and samples, and consider a paid factory audit or inspection. Pay in stages instead of in full up front, and put specifications and quality standards in writing.
How do tariffs affect imported product pricing?
Tariffs raise landed cost, and rates can change with little notice. Keep an updatable cost model, check current rates for your classification and add a buffer to quotes.
More export answers
Related: Enter the U.S.
Statements about OutsourcedExport come from this site's solutions, services and industries pages. Everything else is general export guidance. Duties, thresholds and filing rules change, so confirm them with the official agency or a licensed specialist. Nothing here is legal advice.
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