Their advice saves Norwegian exporters millions

'We have several examples of companies that have saved millions by speaking to us first. One company, for example, avoided a 10 per cent tariff by making use of a free trade agreement it was unaware of. That adds up to substantial savings when the goods are of high value,' says Hanne Skogen, Head of our Export Centre.

When you export goods from Norway, navigating the many laws, requirements and trade agreements can feel like finding your way through a jungle. Our Export Centre has six advisers with specialist expertise across different areas of export. Every day, we help Norwegian companies make their journey towards international success as smooth as possible.

'Our goal is to help Norwegian exporters avoid pitfalls, reduce risk, strengthen their competitiveness and increase profitability,' says Skogen. 

Typical questions our advisors receive from Norwegian companies include:

• What VAT and customs duties apply to us? And how will they affect our pricing?
• How can I plan my logistics, and which delivery terms should I use?
• Am I allowed to sell my products in Brazil?
• Can you advise me on the contract I have received from a US agent?
• Does my product need CE marking?

To succeed with your export ambitions, you need to stay on top of many different areas. For most businesses, keeping up to date while managing day-to-day operations is challenging. Mistakes can be costly and time-consuming – and, in the worst case, could force your business to close.

Our export advisers are ready to help, whether you are an established company entering new markets, a small start-up looking to expand internationally for the first time, or simply want to improve your export journey.

Our export advisers support you through one-to-one advisory and online tools, such as guidance on trade regulations and free courses at our Competence Centre. They also contribute to various programmes we offer and workshops on international market development.

They also offer tailored corporate courses, which are increasingly in demand.

'We usually offer courses lasting one or two days, and companies give us very positive feedback. By tailoring the courses, we can explore the companies’ own products, the specific market they plan to enter and how they should prioritise their resources in depth. This makes the courses highly relevant.'

Read more about our in-house courses

In many cases, our export advisers direct companies to the relevant authority in each field.

They also emphasise that they are no substitute for lawyers when agreements need to be drawn up. However, they can advise you on what a specific contract should include, identify general ‘red flags’ in agreements and offer tips to help reduce legal costs in the local market.

Many businesses need help with customs duties and VAT. The applicable charges vary considerably from country to country and affect both margins and final prices.

Many Norwegian companies also have production operations and subsidiaries in other countries, which can make it even more challenging to keep track of the rules. Regulations are also constantly changing, partly due to the geopolitical situation.

'For example, the US is imposing increasingly high punitive tariffs on Chinese-made goods, which is relevant to many Norwegian companies,' Skogen points out.

Tip! Export database is free for Norwegian companies to use. It gives you an overview of the tariffs and requirements that apply to your product in different markets, and how much it will cost to enter a new market.

Online stores shipping to EU and EEA countries must also comply with consumer protection rules, among other requirements, and many are unaware of this.

'It is not as straightforward as many people think. There are requirements governing the information and terms of sale you must include on your website. How you market your products also determines which country's laws apply to the sale.'

A key part of our export advisers' work is to help you understand which free trade agreements your business can benefit from – and how they can save you significant sums. These agreements offer major advantages, including reduced customs duties, but often set requirements for the country of origin and product composition.

The EEA Agreement is the most important trade agreement for Norwegian companies, but studies show that many do not take advantage of it.

'As Norway is not part of the European customs union, making use of the EEA Agreement is essential to remain competitive in the EU,' Skogen emphasises.

There are also several free trade agreements through the EFTA framework, with the agreement with India being the most recent.

- India's tariffs have been extremely high and will now be gradually reduced towards zero. This gives Norwegian companies a unique opportunity to establish a strong position in a vast market if you act early.

Read more: Why Norwegian companies have a unique head start in India

We also have extensive expertise in the EU single market, which Norway participates in through the EEA Agreement.

- In recent years, the EU has increased both the pace and ambition of its regulatory development in areas such as climate and digital transformation. Much of this extensive legislation affects the EU's internal market, and therefore also the opportunities and challenges facing Norwegian exporters.

We will therefore strengthen our efforts to provide up-to-date knowledge about the EU single market in the years ahead. We are also part of the Enterprise Europe Network advisory network, which helps businesses succeed in the EU single market.

'The EU is constantly introducing new regulations and directives. We cannot expect small businesses to spend a great deal of time studying complex documents in English to understand whether they are relevant to them,' says Skogen, continuing:

- Some of the regulations may present challenges, so it is important to know about them early to avoid any nasty surprises. Many of the regulations also create new opportunities. We will make sure Norwegian companies are aware of them.

Our export advisers sum up their advice in three key points.

1. Willing: Do you have the drive, motivation and perseverance to succeed?

2. Able: Do you have a competitive product? Do you have enough funding, resources and expertise to enter a new market and scale up?

Entering a new market always costs more than you think, and it takes time to generate revenue.

3. Ready: Are you well prepared? Have you checked the customs requirements, delivery terms and restrictions in your target country? Are your contracts and product labelling in order? Do you have 'freedom to operate' in the market, or could your product infringe the rights of others?

'Disputes cost time and money that you often cannot afford. We have also seen examples of Norwegian companies having to return large shipments because they had not familiarised themselves with the regulations in advance. Research the market thoroughly and gain insight from the information available,' Skogen advises.