CAREFUL research is vital for entry into any new market, but when it comes to exporting, it is doubly so.

Not only do you need to find out what the competition is like for your market of choice, but also what are the local customs and practices, the legal requirements and myriad other potential pitfalls ready to trip up the unwary exporter.

UK Trade and Investment (UKTI), through its international trade advisors in the North-East and its contacts with trade specialists in British consular offices around the world, is in pole position to help exporters do this research.

Two key elements of this are the range of market visits UKTI organises and supports and its Overseas Market Introduction Service (OMIS), both of which give exporters the chance to gather in-depth information about their target market.

Market visits are organised trips to key foreign destinations. Accompanied by staff from UKTI, exporters have the opportunity to get first-hand knowledge of the market and are also able to make contact with potential partners in the market place.

OMIS offers a flexible service that can be tailored to offer a range of support from researching the market and highlighting potential business contacts to guidance on technical standards, labelling and packaging requirements.

The service looks to provide key information around the typical requirements of a business making its first steps into a new market, all providing a blend of preparatory advice and research as well as support when a company visits the market.

The North-East has a good reputation and a good track record when it comes to export sales and we have been pleased with the response from companies looking at Market Visits and making use of OMIS. Competition in foreign markets is growing stronger each year and it is important that companies, especially those who are new to this kind of work, really know what they are letting themselves in for.

■ David Coppock is UKTI’s international trade director.