This document provides information from a workshop on navigating Brexit and winning new business. It discusses key Brexit impacts on sales and purchases of goods and services within the EU and rest of world. Sections cover calculating tariffs, customs procedures, regulations, and intellectual property. An action plan template is included to help businesses address impacts. Useful Brexit information websites are also listed. The workshop is facilitated by experts from the Institute of Export and International Trade and aims to help businesses minimize Brexit impacts and identify opportunities.

1. © 2019 The Institute of Export and International Trade. All Rights Reserved P a g e 1
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No Deal to New Deals -
How to Navigate Brexit and
Win New Business
Kevin Shakespeare, Andrea Collins and Ian Gowers
International Trade Specialists
The Institute of Export and International Trade
www.export.org.uk

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Meet Your Workshop Facilitators:
The Institute of Export and International Trade
The Institute of Export and International Trade (Institute) has been operating as the only professional
organisation specialising in export and international trade since 1935. It is a registered charity with a remit
to build British business competence and confidence to trade internationally. Within its core remit lies
three key objectives;
1) to support the professionalism of its members;
2) to provide and maintain standards which the Institute considers its education, qualifications and short
course training programmes,
3) to survey its members and help highlight concerns and issues affecting both exporters and importers
finding solutions where possible.
Director of Stakeholder Engagement at the Institute of Export and
International Trade and author of best-selling book “Trade for Good”.
Professionally qualified with over 30 years’ experience in international
trade Kevin has a unique understanding of the specific trading
requirements of businesses both large and SME’s. During the last year
Kevin has delivered over 100 Brexit workshops and Brexit action plans,
covering the needs of businesses trading in both goods and services.
Managing Director, The Export Department
Andrea is an international trade specialist with over 22 years in the
industry; a linguist fluent in French and Spanish, Andrea specialises in
Export.
Andrea has worked in the Chemicals, IT, and Professional Services
sectors and is a passionate ambassador of UK micro businesses and
SMEs.
An MBA graduate, Andrea is also a member of the Institute of Export
and International Trade.
Ian is an experienced international trade professional specialising in
importing, exporting, supply chain and logistics.
MBA qualified, Ian has achieved the Institute of Export and
International Trade Accreditation of International Trade Consultant
and has extensive knowledge of BREXIT impacts and understanding of
Automatic Economic Operator principles and solutions.

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No Deal to New Deals – How to Navigate
Brexit and Win New Business
All businesses are impacted by Brexit and all businesses can plan for Brexit impacts and opportunities.
Planning and communications are key to minimising possible impacts from Brexit. They can also prepare
your business for the future after Brexit. This workbook will highlight the actions that businesses can take
now to prepare for Brexit, in both a ‘deal’ and in a ‘no deal’ scenario.
Planning can start with reflection and let us consider the following questions. The international trade
specialists will assist you in completing this table.
Brexit Impacts and Opportunities
Do I sell goods to the European Union and the Rest of the World? Yes or No
Do I sell services to the European Union and the Rest of the World? Yes or No
What percentage of my goods and services are produced in the United Kingdom Detail
percentage
What Regulations do I need to comply with in order to deliver my goods and services?
-we will help you to determine the types of regulations applicable
Detail areas of
compliance for
your business
Do I hold personal data on EU citizens? (this includes employees as well as customers) Yes or No
Are EU nationals employed in the business? Yes or No
Are UK nationals employed in Europe, or do they travel to Europe for business? Yes or No
Are my goods and services protected by Intellectual Property? Yes or No
Are there any other aspects of my business that I consider will be impacted by Brexit Detail
applicable
impacts

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Selling Goods and Services to the European
Union and the Rest of the World
Detailing the countries you sell to can help to identify priorities in terms of customer communications and
actions you can take. These actions can have longer lasting benefits beyond Brexit.
Communicating with customers, suppliers and key stakeholders will be one of your primary actions.
Let us consider the sales profile by country for your business.
European Union Sales Approximate Annual Sales % of Total Sales
List European Union country of sale
e.g. Belgium
France
Germany
Netherlands
Rest of the World Sales Approximate Annual Sales % of Total Sales
List Rest of the World Sales (if applicable)
e.g. Canada
China
Turkey
United States
UK Sales Approximate Annual Sales % of Total Sales
Note: Even UK sales may be affected if your
customer onward sells out of the UK
Now we have considered the sales profile we can start to focus on some of the key Brexit impacts

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Key Brexit Impacts for Sales of Goods include
Tariffs
-to Europe and
the Rest of the
World
Responsibility
for Customs
Declarations
Documentation
and Customs
Procedures
Origin Regulations
and
Compliance
Standards*
GDPR EU Nationals
employees
UK nationals
working and
travelling
abroad
Intellectual
Property
Protection
VAT
Regulations and compliance standards will differ depending on the nature of the business, for example;
-Compliance with CE Mark, and a new UKCA Marking
-Compliance for non-harmonised goods (under the mutual recognition principle)
-REACH for Chemicals
-Medical Devices
-Export Health Certificate for products of Animal Origin
-Catch Certificates for Seafood and Shellfish
-Food Labelling
-Wood Packaging (ISPM 15 standards)
-Open General Export Licenses for dual-use goods
WE ALSO NEED TO CONSIDER THE ABOVE IMPACTS FROM THE PERSPECTIVE OF YOUR EUROPEAN AND
REST OF WORLD CUSTOMERS
-the more you can do to support them the better
Key Brexit Impacts for Sales of Services include
Access to EU
Single Market
Country of
Origin Principle
Temporary
Exports
GDPR EU National
employees
Recruitment of
EU Nationals
UK nationals
working and
travelling
abroad
Intellectual
Property
Protection
VAT Recognition of
Professional
Qualifications
WE ALSO NEED TO CONSIDER THE ABOVE IMPACTS FROM THE PERSPECTIVE OF YOUR EUROPEAN AND
REST OF WORLD CUSTOMERS
-the more you can do to support them the better

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Calculating Tariffs
If you need to calculate the tariffs applicable you can refer to the following website. We can assist you here
if required:
Step ① Go to the WTO website for tariff calculations
http://tariffdata.wto.org/ReportersAndProducts.aspx
Step ② Insert countries of export and product/s codes
Step ③ Based on outputs from the spreadsheet created, determine impact on
you and your customer
Step ④ Create an export impact spreadsheet
Step ⑤ Commence discussions with your overseas buyer

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Purchasing Goods and Services from the
European Union and the Rest of the World
Key Brexit Impacts for Purchases include
Tariffs
-if any
Responsibility
for Customs
Declarations
Documentation
and Customs
Procedures
VAT Regulations
and
Compliance
Standards
WE ALSO NEED TO CONSIDER THE ABOVE IMPACTS FROM THE PERSPECTIVE OF YOUR EUROPEAN AND
REST OF WORLD SUPPLIERS
-the more you can do to support them the better
Support for UK Businesses include:
• Transitional Simplified Procedures
• 12-month UK Temporary Import Tariffs
• Postponed VAT Accounting
Let us consider the impacts of these support schemes

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Brexit Action plan
When completing the action plan we shall consider the slides we have produced and
available to you
Action Who When
1. Consider impacts of tariffs and customs declarations
-linked to the Incoterms quoted and Commodity codes
-applicable to exports and imports to/from the European Union
and the Rest of the World
List any tariffs applicable
List whether it is you or your customer/supplier who will be
responsible for Customs declarations in the UK, and in the EU
Consider HMRC Grants for Customs training
Have you spoken to your Freight Forwarder yet?
2. Consider your ability to continue to access EU markets for
sales of services
-will there be any barriers to trade?
3. Ensure you are automatically registered for;
-Transitional Simplified Procedures
-Postponed VAT Accounting
4. Review compliance with GDPR regulations
-for data held on EU citizens
-ensure compliance with Standard Contractual Clauses
5. Ensure your business meets Regulatory and Compliance
standards for your goods and services
6. Check position on EU nationals employed in the company
-current employees
-future recruitment strategy
7. Check position on UK Nationals working and travelling to the
EU
8. Ensure your Intellectual Property is protected
-including EU Trade Marks are ‘cloned’ into UK Trade Marks
9. Review Best Practice:
Goods: Use of Customs Special Procedures
Services: Recognition of Professional Qualifications
10. Consider other Brexit impacts specific to your business

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Useful Brexit Information Websites
Here is a list of links to resources and information that is relevant to Brexit and in preparation for the UK leaving the
EU.
Government Brexit Guidance
https://www.gov.uk/brexit
Calculating Tariffs:
http://tariffdata.wto.org/ReportersAndProducts.aspx
Commodity Code:
https://www.gov.uk/trade-tariff
UK 12-Month Temporary Import Tariffs:
https://www.gov.uk/government/publications/temporary-rates-of-customs-duty-on-imports-after-eu-
exit/mfn-and-tariff-quota-rates-of-customs-duty-on-imports-if-the-uk-leaves-the-eu-with-no-deal
Transitional Simplified Procedures:
https://www.gov.uk/guidance/register-for-simplified-import-procedures-if-the-uk-leaves-the-eu-without-a-
deal
Postponed VAT Accounting and VAT for Business post Brexit:
https://www.gov.uk/government/publications/vat-for-businesses-if-theres-no-brexit-deal/vat-for-businesses-if-
theres-no-brexit-deal--2
Selling Services to the EU
https://www.gov.uk/government/collections/providing-services-to-eea-and-efta-countries-after-eu-exit
GDPR Standard Contractual Clauses – Information Commissioners Office
https://ico.org.uk/for-organisations/data-protection-and-brexit/keep-data-flowing-from-the-eea-to-the-uk-
interactive-tool/
Intellectual Property Protection
https://www.gov.uk/guidance/intellectual-property-and-brexit
Brexit Terminology/Glossary:
https://www.bbc.co.uk/news/uk-43470987
https://researchbriefings.parliament.uk/ResearchBriefing/Summary/CBP-7840
https://www.theguardian.com/politics/2017/jun/19/brexit-phrasebook-a-guide-to-the-talks-key-terms
https://termcoord.eu/2019/01/brexit-glossary/
Trade Agreements:
https://www.gov.uk/government/publications/existing-trade-agreements-if-the-uk-leaves-the-eu-without-a-
deal/existing-trade-agreements-if-the-uk-leaves-the-eu-without-a-deal

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Our Partners: International Communications Adviser Network Global | I-CAN Global
Limited
The International Communications Adviser Network (I-CAN) is a UK-wide network of accredited advisers offering
analysis and guidance to help exporters expand international sales.
The I-CAN Global team of Directors support micro and small to medium businesses (SMEs) across the globe to
improve their international communications and business development. Experienced and independent, we offer
clear, practical recommendations to help exporters improve their global visibility and communicate the strength of
their offering to international audiences. Our Regional Directors
The network is formed from the expert team that developed and delivered UKTI’s (now the Department for
International Trade DIT) highly regarded Export Communications Review (ECR) programme that ran as a top
performer from 1996 to 2016. We help businesses across the UK Find Your Nearest I-CAN Global Office
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