Selling to the USA – Top Tips and Advice

For any business trading with the United States, the first question is no longer simply whether demand or supply exists. Buyers and sellers need to know the fully landed cost by product, who carries the customs and compliance risk, and whether the commercial model remains viable if tariffs, freight or fulfilment costs change.

The practical answer

Companies can still build successful trade with the United States, but they should proceed with verified demand or supply, product-level tariff calculations, a named importer of record and documented regulatory compliance. Sellers need a clear US fulfilment plan. Overseas buyers purchasing from US suppliers need to calculate export, freight and destination-import costs. Treat tariffs as a changing input to pricing, not as a one-off customs charge.

What has changed under President Trump

The Trump administration has made reshoring, reciprocity and domestic production explicit trade-policy objectives. In 2025 and 2026 it used tariffs, sector measures and bilateral arrangements to change the commercial terms of access to the US market. The policy direction matters even when an individual tariff is changed, challenged or replaced: imported products face more political, legal and cost uncertainty than they did when the original article was published in 2019.

A 10 per cent temporary import surcharge under section 122 of the Trade Act took effect on 24 February 2026. The presidential proclamation limited it to 150 days unless Congress extended it. It also contained specified exemptions. That episode illustrates why companies should not copy a headline tariff rate into a business plan and assume it applies indefinitely.

At any given time, an imported product may be affected by the normal Harmonized Tariff Schedule rate, a sector measure under section 232, a country or product measure under section 301, anti-dumping or countervailing duties, a quota, a trade agreement, or a specific exemption. The correct rate depends on the product classification, customs value, country of origin and date of entry.

The US also suspended duty-free de minimis treatment for commercial shipments from all countries. Small parcels therefore require a new landed-cost and fulfilment calculation. A business built around sending low-value orders directly from an overseas warehouse should review its pricing, carrier arrangements, returns process and customs data before scaling US sales.

Tariffs must be included in the commercial decision

Tariffs can alter gross margin, cash flow, distributor economics and customer demand. They can also move quickly. Management should therefore model exposure by stock keeping unit rather than apply one average percentage across the range.

• Confirm the ten-digit HTS classification for each material product line.
• Determine the legal country of origin. Shipping through another country does not change origin.
• Identify the customs value and any assists, royalties or related-party pricing that may affect it.
• Test current duties, special tariffs and trade-remedy exposure on the expected entry date.
• Agree in writing who is the importer of record and who pays duties under the chosen Incoterm.
• Run base, adverse and severe landed-cost scenarios before fixing US prices or distributor margins.

Use a licensed customs broker for entry work, but do not transfer management responsibility to the broker. US Customs and Border Protection expects importers to exercise reasonable care. The importer should retain the evidence supporting classification, valuation, origin and admissibility.

Buying products from the United States

The United States is also an important source of machinery, technology, medical products, food, chemicals, components and branded consumer goods. An overseas buyer should assess the US supplier and the export route with the same care that a US importer applies to incoming goods.

Confirm that the supplier is a genuine trading business, has authority to sell the product and can meet the required specification, quantity and delivery date. Check whether the product, software or technical data is controlled under US export rules. Some goods require a licence, and restrictions may depend on the product, destination, end user or intended use. A US supplier may refuse an order if it cannot complete its export-control checks.

The buyer should also determine who will act as exporter of record, who will arrange transport and export documentation, and who carries the risk at each stage under the chosen Incoterm. The US seller’s domestic sales price is not the buyer’s landed cost. Add inland US transport, export handling, international freight, insurance, destination duty, import tax, testing, storage and local delivery.

Before paying a new US supplier, verify its legal name, address, banking details and trading history. Confirm any change of bank account through an independently sourced telephone number. For higher-value purchases, agree inspection, acceptance and document requirements before the balance becomes due.

US business culture and working practices

Business practice varies by industry, state and company, but several habits from the original guide remain useful. US counterparts generally value preparation, punctuality, direct answers and prompt follow-up. Meetings often move quickly to commercial points, responsibilities and deadlines.

• Arrive on time and circulate an agenda when several decisions are required.
• Explain the customer or supplier benefit clearly. Avoid a long company history before stating the proposal.
• Expect direct questions about price, delivery, capacity, warranties and responsibility for problems.
• Treat encouraging feedback as interest, not commitment. Confirm the next action, owner and date in writing.
• Prepare for negotiation and counter-offers, but know the minimum acceptable margin and terms before the meeting.
• Expect detailed contracts and legal review, particularly where liability, intellectual property or exclusivity is involved.
• Meet promised quantities and delivery dates. Warn the other party early when a delay becomes likely.

English is the normal language of business, but plain language is more important than polished idiom. US buyers and sellers may be informal in conversation while remaining exacting about contracts and performance. A friendly relationship does not replace written specifications, purchase orders or payment terms.

Customs responsibilities in both directions

Every transaction should identify the exporter of record, importer of record, customs broker, product classification, country of origin, customs value and required permits or certificates. These roles should agree with the Incoterm and the commercial invoice. Avoid using Delivered Duty Paid terms unless the seller understands how it will meet the importer, tax and record-keeping obligations in the destination country.

For goods entering the United States, the importer should check the current HTSUS classification, duty rate, special tariff measures, country-of-origin marking and requirements of agencies such as the FDA, CPSC, FCC, EPA or USDA. For goods leaving the United States, the parties should check export classification, restricted-party screening, licence requirements and Electronic Export Information filing where applicable. The overseas buyer must separately check the import rules in its own country.

The basic document pack commonly includes a commercial invoice, packing list, transport document and any required origin, licence, safety or product certificates. Descriptions should be specific and consistent across documents. Vague descriptions such as “parts”, incorrect values or an unsupported country of origin can delay clearance and increase penalties or storage charges.

Decide whether to export or localise

An inward-looking trade policy raises the commercial value of US inventory, local service, repair capacity, assembly and manufacturing. Localisation does not automatically remove tariffs, and an unqualified “Made in USA” claim has a high evidential threshold. The Federal Trade Commission generally requires products carrying that claim to be all or virtually all made in the United States.

The right model depends on volume, margin, customer expectations and regulatory exposure. Common routes include direct sales from abroad, a US distributor, a local sales subsidiary, third-party fulfilment, contract assembly, a joint venture or acquisition. For many first entrants, a distributor or fulfilment partner reduces fixed cost. It may also reduce control over customer data, pricing and the brand.

Before committing to a US entity or warehouse, compare the cost of localisation with the cost of duties, longer delivery times, returns, warranty service and lost tenders. Large US buyers may favour suppliers that can hold stock domestically, invoice in dollars, provide local support and show continuity of supply.

Start with a narrow commercial case

The United States is a federal system with fifty state markets, different tax rules and substantial regional differences in demand, distribution and regulation. A national launch is rarely the lowest-risk starting point. Select one or two states, a defined customer group and a channel with measurable demand.

A credible entry case should answer five questions:

1. Which customers have a problem that the product solves better than US alternatives?
2. What is the contribution margin after duty, freight, brokerage, fulfilment, returns, sales tax administration and local support?
3. Which federal and state rules apply before the first shipment or sale?
4. Who owns import, product, warranty and recall responsibilities?
5. What evidence would justify the next tranche of investment?

Use customer interviews, competitor pricing, a limited sales pilot and distributor diligence to validate these assumptions. Positive comments at meetings are not a purchase order. Agree a measurable pilot, sales target or paid trial.

Confirm product compliance before shipment

US compliance is product-specific. Consumer goods may fall within the remit of the Consumer Product Safety Commission. Food, medical devices, cosmetics and other regulated products may require Food and Drug Administration controls. Communications equipment may involve the Federal Communications Commission. Chemicals, pesticides, vehicles, textiles and agricultural goods have their own regulators and rules.

Management should obtain a written compliance map covering applicable agencies, testing, certificates, labelling, warnings, registrations and record retention. Do this before manufacturing final packaging or accepting a large US order. A product can clear customs and still be unlawful to sell, advertise or distribute.

Country-of-origin marking also matters. Most foreign-origin goods must be marked so the ultimate US purchaser can identify the country of origin. Marketing claims require separate review. Do not use US flags, American imagery or “Made in USA” wording in a way that creates an unsupported domestic-origin impression.

Protect the margin in the contract

US contracts tend to allocate risk in detail. A distributor agreement or major customer contract should state the importer of record, Incoterm, title transfer, payment currency, tariff-change mechanism, product specifications, inspection rights, warranty, returns, recall cooperation, intellectual-property ownership and limits of liability. Obtain US legal advice for the chosen state law and channel.

Avoid fixed long-term prices that ignore tariff changes. Consider a defined review mechanism or price-adjustment clause tied to documented changes in duties or government charges. The contract should also say what happens to confirmed orders when a new tariff takes effect between production and customs entry.

Payment terms should reflect the customer’s credit quality and the order cycle. Letters of credit remain useful in some transactions, but many established US buyers expect open-account terms. Verify the buyer, set a credit limit and consider trade-credit insurance where the exposure is material.

Plan for tax insurance and disputes

A foreign seller may create federal or state tax obligations through a subsidiary, employees, inventory, contractors, marketplace sales or other economic activity. State sales-tax nexus rules can apply even without a traditional office. Obtain advice from US tax professionals before locating inventory or appointing representatives.

US customers and distributors commonly require product-liability insurance. Cover should match the product, sales volume, claims profile and contract. Confirm territorial scope, limits, deductibles, recall cover and whether the US counterparty must be named as an additional insured.

Register important trademarks and patents before launch. A company’s rights at home do not automatically protect it in the United States. Contracts should also specify governing law, forum, dispute procedure and the treatment of confidential information.

Inspect quality before the risk becomes expensive

Tariffs increase the cash tied up in imported stock and make rejected goods more costly. Product inspections, factory audits and shipment checks cannot replace regulatory advice, but they can verify quantity, workmanship, packaging, labelling and agreed specifications before the goods enter the US supply chain.

Goodada helps buyers and suppliers arrange independent quality-control inspections and supplier audits in manufacturing countries. The inspection scope should be agreed against the purchase order, approved sample, packaging specification and any US-specific requirements. For higher-risk products, coordinate inspection evidence with the testing laboratory, customs broker and compliance adviser.

For goods being purchased, stored, loaded or received in the United States, businesses can also review the locations covered by Goodada USA inspection services. An independent inspection can record the condition, quantity, packaging, labelling or agreed product checks at a defined place and time. The scope should reflect the commercial decision the report needs to support.

A ninety day plan for trading with the USA

Final recommendation

The US remains a major market and source of supply, but trading now requires more disciplined pricing and clearer allocation of responsibility. Do not accept a quotation or approve a launch using last year’s duty rate, an average tariff estimate or a partner’s verbal assurance. Proceed when the parties can show a product-level landed cost, a compliant customs route and written terms that still work if tariffs or fulfilment costs rise.

If you need independent inspection support for goods manufactured outside the US or for products located within the United States, review where Goodada can arrange inspections across US states and discuss the product, location, timing and evidence required. Availability and scope should be confirmed before relying on an inspection date.

Frequently asked questions

Is the United States still a good market for foreign companies?

Yes, for businesses with verified demand and sufficient margin. The opportunity remains large, but tariffs, compliance costs and local-service expectations mean the commercial case must be tested by product and channel.

What tariff applies when selling products to the USA?

There is no single rate for all imports. The amount depends on the HTS classification, country of origin, customs value, date of entry and any sector, country, trade-remedy or agreement-based measure. Confirm the current position with the USITC tariff schedule and a licensed customs broker before pricing or shipping.

Do low-value parcels enter the USA duty free?

Do not assume so. The United States suspended the general duty-free de minimis treatment for commercial shipments from all countries. Direct-to-consumer sellers should confirm the current entry process, duties and carrier charges.

Does a customs broker take responsibility for import compliance?

A broker can prepare and submit entries, but the importer remains responsible for exercising reasonable care. Management should retain evidence supporting classification, valuation, origin and admissibility.

Should a foreign company manufacture in the USA to avoid tariffs?

Sometimes, but the decision should compare the full cost and operational benefit of local manufacturing or assembly with importing. Local assembly does not automatically permit an unqualified Made in USA claim or remove duty on imported components.

What should an overseas buyer check when buying from a US supplier?

Verify the supplier, product specification, export-control status, exporter of record, Incoterm, payment details and complete landed cost. The buyer must also confirm the import and product rules in the destination country.

Can an independent inspection be arranged for goods located in the USA?

Yes. Depending on the location, product and required timing, Goodada can help arrange independent inspections in US states. The inspection scope should identify the checks, evidence and reporting needed for the transaction.

Official sources and current links

• US Trade Representative Presidential Tariff Actions
• Harmonized Tariff Schedule of the United States
• US Customs and Border Protection Reasonable Care guidance
• White House temporary import surcharge proclamation of 20 February 2026
• White House order continuing suspension of duty-free de minimis treatment
• Federal Trade Commission Made in USA guidance
• Food and Drug Administration import basics
• United States Patent and Trademark Office
• US Bureau of Industry and Security export guidance
• US International Trade Administration export regulations
• US Bureau of Economic Analysis

Tariffs and import procedures can change quickly. This article is general business information, not customs, legal or tax advice. Confirm the position for the product and entry date with qualified US advisers.