Exporting to United States
Demand for UK goods
For the year ending Q1 2019, exports of UK goods to the US increased 8.7% (ONS, 2019). UK products are in demand in the US and have a strong reputation for quality.
Demand for UK services
UK services are also highly valued in the US. For the year ending Q1 2019, UK companies exported £65.2bn worth of services to the US (ONS, 2019).
Ease of Doing Business
The US ranks 8th in the World Bank’s Ease of Doing Business Report for 2018. DIT specialists can help you understand US regulations and navigate the differences among states when exporting to the US.
Ease of doing business
8th
out of 190 countries (World Bank, 2019)
Currency
US dollar
Business languages
English
GDP per capita
$62,600
UK is $42,560 (IMF, 2018)
Economic growth
2.9%
(IMF, 2018)
Time zone
GMT - 4 (Eastern)
Other timezones are GMT - 5 (Central), GMT - 6 (Mountain) and GMT - 7 (Pacific).
Opportunities for exporters
There are opportunities for UK companies across a broad range of industries. Our trade advisers in the US have identified particular opportunities for UK businesses in the following sectors.
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Food and drink
The US is the UK’s second largest market for Food and Drink exports, which totaled £2.2 billion in 2018 (UK Food & Drink Federation, 2018).
Attractive export market
The US is an attractive market due to its large, affluent and diverse population. There is a relatively stable economy and established infrastructure. There are relatively low regulatory barriers and manageable tariffs.
Private label growth
Private-label sales grew 125% between 2016 and 2017, providing opportunities for UK brands with expertise working in private label (Nielson, 2018).
High-potential products
English sparkling wines, cheese, and gin are emerging categories in the US with high growth potential. The US also offers great opportunities for high-value, differentiated, niche, and on-trend products.
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Technology
The US is the largest tech market in the world. It represents 31% of the global market, totalling approximately $1.6 trillion in 2019 (CompTIA IT Industry Outlook, 2019). Rich with early adopters, the size, affluence and sophistication of the US market provides an ideal test bed for innovative products and services.
5G
The US government is encouraging companies to deploy 5G networks and to modernize digital opportunity for all Americans (US Federal Communications Commission, 2019). IoT and Smart Cities are strong focuses at local government levels.
Artificial Intelligence
The US market has appetite across industry, government, and university to build excellence and cross-collaboration in artificial intelligence.
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Life sciences
The US is by far the world’s biggest spender on healthcare, medical products, and health research and development (OECD, 2019). In 2017, the US spent $3.5 trillion on healthcare, and spending is projected to almost double in the next decade (Centers for Medicare and Medicaid Services, 2019).
Supply chain opportunities
The US is home to a large number of biotech and pharma companies that offer many opportunities for UK companies to sell into their supply chains. The US pharmaceutical market is the world’s largest (International Trade Administration, 2016).
Technology opportunities
US hospitals and healthcare organizations are keen to deliver healthcare more efficiently with artificial intelligence and other innovative technologies. This growing market is ripe for UK medtech companies that offer data analysis solutions.
Doing business in the US
Preparing to export
Tax
The US tax system is complex. Taxes can be imposed by both the US federal government and individual states, counties and cities. The Internal Revenue Service (IRS) governs federal taxes in the US.
You’ll need to get tailored advice from a certified accountant or tax lawyer if exporting to the US.
There is no Value Added Tax (VAT) in the US. Sales tax varies from state to state.
You can find out more about state tax from the Federation of Tax Administrators.
Standards and technical regulations
You must check your product meets all legal requirements in the US and you have all the required licences.
The National Institute of Standards and Technology has more information on legal standards.
Check the US Food and Drug Administration (FDA) legislation and regulations relating to food and drink, drugs, medical devices and cosmetics.
Packaging and labelling
Labelling requirements for consumer commodities are enforced by the FDA.
There are specific labelling requirements for food, drugs, cosmetics and medical equipment.
Check local labelling regulations with the relevant state business bureau.
Export licensing and restrictions
You’ll need a license to export certain goods and services to the US because the import of some items is restricted or prohibited. Check with the UK’s Export Control Joint Unit (ECJU) to find out whether you need an export license.
Check the US Customs & Border Protection’s (CBP) list of prohibited and restricted items.
Operating in the US
You should always get qualified legal guidance before entering into any agreement to do business in the US. Ideally, your contracts should be reviewed by lawyers who understand both US and UK law. The US Embassy has a list of American attorneys based in the UK.
Intellectual property
As a first step, we advise you to speak to an intellectual property lawyer if you think you need patent protection when exporting to the US.
If you intend to sell goods or services to the US, you should consider applying for US trademark protection and check that your trademark doesn’t infringe any existing trademark.
Read the UK Intellectual Property Office’s (UKIPO) detailed guide to IP in the US.
Find out more from the United States Patent and Trademark Office (USPTO).
Payment terms
Your contract will specify the terms for payment. Any disputes will need to go through the US legal system for resolution. This generally takes place in the US state specified in the contract and follows state laws.
When agreeing terms you should decide on an exchange rate and whether to use sterling or US dollars.
Business culture
Business communications in the US tend to be very direct. Getting straight to the point is appreciated and negotiations are likely to be very focused on closing a deal. The fine detail of the legal aspects of a contract or written agreement are likely to be heavily scrutinised.
Insurance
UK Export Finance (UKEF) helps UK companies to get paid by insuring against buyer default.
Product liability law
You should make sure you understand product liability law and implement precautionary measures to reduce risk. These involve an investment of time and money and are an in-built cost of doing business in the US.
Entry requirements
You can visit the US for business for up to 90 days through the US Visa Waiver Program.
This is usually valid for 2 years or until your passport expires.
If you plan to work in the US, you’ll need a non-immigrant visa.
The US Embassy has more visa information.
Next steps
DIT can advise you on doing business abroad, and help put you in touch with other people who can help such as lawyers and distributors.
