"Where and whom shall I export to?" refers to the destination market and within it, to the possible consumer of the product, i.e., the target market segment.
In order to arrange contacts with the possible importers, it may be useful to participate in fairs and entrepreneurial meetings.
Before exporting it is helpful to know and assess the conditions of each of the possible markets, as well as the possibilities they might offer in short and medium terms. Among those conditions, we would like to highlight the following:

Market size, structure and characteristics Cultural differences Economical environment Political environment Risk level Transportation availability and cost Applicable rules related to customs and foreign trade (Tariff Arrangements, Tariff Preferences due to trade agreements, Regimes of Origin, Import Rules and Regulations on Foreign Trade) Prices evolution Characteristics of the distribution net and commercialization conditions Competition level and characteristics

It is important not to forget who is the main client of the business, because usually that client is not the importer, but the end consumer. The importer will send new buying orders, only if this main client needs are satisfied.
On the other hand, the target market and end consumers' characteristics will have an influence on the product's design and characteristics.

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The Export Chain