The U.S. craft beer industry continues to thrive, with small and independent breweries crafting unique brews that resonate far beyond American borders. While the global landscape presents new challenges, international markets still show strong demand for American craft beer. In times like these, it’s more important than ever to take full advantage of the resources and support available to help navigate the complexities of going global. For breweries looking to grow strategically, diversify revenue, and build lasting international presence, exporting remains a smart move — even in today’s evolving environment.
To help craft brewers navigate the world of exporting, the Export-Import Bank of the United States (EXIM), the Small Business Administration (SBA), and the Brewers Association recently hosted an Instagram Live session featuring Tom Britz, founder and CEO of Glacier Hops Ranch. Tom shared his journey of growing a local operation into a global player, and how leveraging federal resources made it all possible.
Here are some of the top takeaways from his story and how you can apply them to your own business:
Why Consider Exporting?
Global interest in U.S. craft beer remains strong, with American breweries widely recognized as innovators in the craft movement. For those looking to diversify their customer base, international expansion continues to be a promising growth path. International markets like Canada, South Korea, Central America, United Kingdom, and even Morocco have shown steady demand and appreciation for American-style brews, particularly those offering unique flavors and quality craftsmanship.
Hear from Steve Parr, Director of International Relations for the Brewers Association, on why craft brewers should consider exporting.
Overcoming Export Challenges
Tom Britz, founder of Glacier Hops Ranch, knows firsthand that going global isn’t always easy. Now exporting to over 50 countries, he shared some of the key hurdles he faced early on. One of the biggest? Navigating the complex web of international regulations and customs requirements. Every country has its own rules — from phytosanitary certificates to specific certificates of origin — and keeping it all straight can be overwhelming.
Another major challenge is managing payment terms. International buyers often expect credit, which can be daunting for small businesses with limited cash flow. But solutions do exist. For example, invoice insurance can help mitigate risk by protecting against nonpayment, giving businesses the confidence to offer terms and grow internationally without taking on unnecessary financial exposure.
Hear from Ursula Wegrzynowicz, former EXIM Deputy Managing Director, on how craft brewers can best handle international customers who are looking to buy on credit.
Federal Resources to Support Exporting
Thankfully, there are powerful federal resources designed to make exporting more accessible and less intimidating for small breweries. These programs can help you break into new markets, manage financial risks, and scale up with confidence:
- Export Credit Insurance: Through EXIM, this tool protects breweries from nonpayment, enabling them to offer competitive credit terms to international buyers.
- Working Capital Loan Guarantees: When your bank is unable to help, EXIM and the SBA can. This financing option gives breweries access to the working capital they need to fulfill international purchase orders and grow global sales.
- Gold Key Service: Offered through the U.S. Commercial Service, this service acts as a "matchmaker" to potential international firms. This is a great way to meet potential new connections and further develop your exporting strategy.
Advice for Breweries Looking to Export
Tom Britz emphasizes that the first step in exporting is simply getting started. “You need to put a line in the water,” he said, encouraging breweries to explore trade shows, attend trade missions, and leverage state and federal resources to ease the process.
Steve Parr of the Brewers Association adds that visiting international markets is invaluable. Building strong relationships with local distributors, understanding price points, and seeing how beer is sold abroad can help breweries create a strong export strategy.
Hear Tom Britz, founder and CEO of Glacier Hops Ranch, and Steve Parr, Director of International Relations for the Brewers Association, give advice on in-market representation when exporting your craft beer.
Ready to Export? Here's How to Get Started
If you’re a craft brewer interested in exporting, start by connecting with organizations that specialize in helping small businesses expand internationally:
- Brewers Association for industry insights and export programs.
- EXIM to learn about trade credit insurance and export financing.
- USCS to learn about their Gold Key Service that can identify, vet, and arrange meeting with potential buyers in new global markets.
- SBA to learn about their Export Finance Programs
Exporting can unlock new growth opportunities for craft breweries ready to take the leap. While the journey may come with challenges, the right support and resources can make global expansion not only possible — but profitable. Here’s to sharing your craft with the world!
