Your 2027 Export Plan: A Step-by-Step Template for Romanian Companies

In short. A 2027 export plan for a Romanian company fits on a few pages and follows eight steps: review 2026 results, choose one to three target markets using trade data, set measurable goals, fix a budget for fairs, digital, samples and certifications, pick a channel mix, map the 2027 EU regulatory calendar, turn everything into a Q1–Q4 action plan and track a short list of KPIs. Romania exported €96.6 billion of goods in 2025, 71.3% of it within the EU (INS via Business Forum).

Most Romanian manufacturers do not lack export ambition. They lack a written plan that survives January: fairs get booked because "we went last year," and a new EU regulation shows up as a surprise in a buyer's email in March.

This article gives you a template to fill in during November and December 2026, ready to run from 1 January 2027, for producers and contract manufacturers that already export a little or want to start. Every regulatory date below was checked against public sources in October 2026. Where a date can still move, we say so.

Why does a Romanian exporter need a written plan for 2027?

A written plan forces three decisions most small exporters postpone: which markets you will not pursue, how much you will spend to win the ones you do, and which compliance deadlines could block a shipment. Without those decisions, export activity becomes a series of reactions to inbound requests, and results are hard to repeat.

The context also matters. Romania's goods exports grew 4.2% in 2025 to €96.6 billion, while imports reached €129.3 billion, leaving a trade deficit of €32.7 billion (INS data reported by Business Forum, February 2026). In January–July 2026, exports reached €58.27 billion, up 3.1% year on year, with 71.7% going to other EU countries (INS data reported by Newsweek România, September 2026). Growth is real but modest, so the companies that gain share in 2027 will be the ones that plan deliberately rather than wait for demand.

Step 1: How do I review my 2026 export results?

Start with facts, not intentions. Pull your 2026 sales by country, by product line and by customer, then answer five questions: where did export revenue come from, which customers were profitable, which leads converted, what each channel cost, and what blocked deals. One afternoon with your invoicing data and CRM is usually enough.

Use this checklist to structure the review:

• [ ] Export revenue by country (top 5 countries and their share of total export revenue)
• [ ] Export revenue by product line (which lines travel, which only sell locally)
• [ ] Customer concentration (share of export revenue from your largest buyer; above roughly half is a risk to plan around)
• [ ] Gross margin per market after transport, packaging, commissions and returns
• [ ] Lead sources: fairs, B2B platforms, referrals, website, cold outreach, inbound email
• [ ] Lead-to-order conversion per source
• [ ] Lost deals and why (price, lead time, missing certificate, minimum order quantity, no reply)
• [ ] Compliance gaps that came up in buyer questionnaires
• [ ] Time spent by your team on export tasks, by month

Put the results in one table to see which markets and channels deserve more money in 2027.

If you have no export history yet, replace this step with a short readiness check: Do you have product documentation in English? A price list in EUR with Incoterms? Capacity for a 20–30% volume increase? These are the basics buyers expect to see before a first order.

Step 2: How do I choose one to three target markets for 2027?

Pick markets using import data for your HS code, not instinct. Compare countries on import demand, growth, Romania's existing share, distance and logistics cost, regulatory fit and your own contacts. Score each on a simple 1–5 scale, then commit to the top one to three. More than three markets usually means none gets enough attention.

Which data sources should I use?

All of the following are free or have a free tier:

1. ITC Trade Map (International Trade Centre): import values by HS code and country, growth over five years, and which supplier countries already sell there. Search your 6-digit HS code and look at "importing markets."
2. Eurostat Comext: detailed EU trade data, useful for intra-EU flows from Romania to each member state.
3. Access2Markets (European Commission): tariffs, rules of origin and product requirements for non-EU markets.
4. INS Tempo Online (Romanian National Institute of Statistics): Romanian exports by product and destination.
5. Romanian Supplier market pages: the export markets overview and country pages such as exporting to Germany, Italy and France summarise buyer expectations, typical channels and requirements per country.

How do I score the candidates?

Copy this matrix and fill it in for four to six candidate countries:

EU markets usually score higher as a first market because the single market has no customs duties or import formalities. Include at least one market where you already have a customer: a local reference shortens every new conversation.

Step 3: How do I set measurable export goals?

Set three to five goals that are specific, measurable and dated, and link each one to a market and a channel. Good export goals combine an outcome (revenue, new customers) with a leading indicator you can track monthly (qualified leads, samples sent). Avoid goals like "grow exports" that nobody can check in June.

Examples of well-formed goals:

Step 4: How much should I budget for exports in 2027?

Budget by activity, not as a single "marketing" line. A typical export budget for a small or mid-sized Romanian company has five blocks: trade fairs and travel, digital presence, samples and logistics, certifications and compliance, and people or external help. Decide the total first, then split it according to the channels chosen in Step 5.

Public support (see the funding section) can cover part of fair participation costs, so check the ARICE calendar before booking a stand yourself.

Step 5: Which channel mix should a Romanian exporter use?

Combine one or two "high-touch" channels (trade fairs, agents or distributors, direct visits) with two or three "always-on" channels (B2B directory profiles, your own website, search and AI visibility, LinkedIn). High-touch channels close deals; always-on channels make sure buyers who search for a Romanian supplier find you and can check you before the first call.

If you are selling abroad without a local entity, the article on how to export without a foreign office explains how to combine remote channels with occasional travel.

Whatever channel brings the first contact, the buyer will usually check you online before the second email, so a complete, consistent company profile is the shared foundation of every channel above.

Step 6: Which EU regulations affect Romanian exporters in 2026–2027?

Several EU rules reach application dates in 2026–2027: the CBAM definitive period, the EU Deforestation Regulation, the new Machinery Regulation, the Cyber Resilience Act, the Packaging and Packaging Waste Regulation, the battery passport and ESPR ecodesign obligations. Check each against your products and put the relevant dates in your plan.

Intra-EU sales face no customs duties, but these rules govern what may be placed on the EU market, and buyers pass their data requests down to suppliers.

Watch list. EUDR product scope may still change: the Commission published a simplification review in May 2026 with a draft delegated act on scope (Arendt). PPWR harmonised labelling follows on 12 August 2028. Recheck these dates in each quarterly review; this table reflects sources as of October 2026 and is not legal advice.

For the documents and certificates buyers ask for on a day-to-day basis (certificate of origin, EUR.1, CE declarations, ISO, food safety), see export documents and certifications for Romanian companies.

Step 7: Which 2027 trade fairs are relevant for Romanian industries?

Choose fairs that match your target market and product, and decide early: stand space for major German fairs is often allocated many months in advance, and national pavilions are organised on the ARICE calendar. Visiting a fair first, before exhibiting, is a low-cost way to test whether your buyers attend.

The following 2027 dates were confirmed on organiser or city websites in October 2026:

Machinery, electrical equipment and vehicle parts are Romania's largest export groups, and wood, furniture and agri-food are established export sectors, so these five fairs match a large part of the country's export base. Sector associations and the ARICE programme publish additional fairs (fashion, cosmetics, IT) during the year.

Step 8: What should my Q1–Q4 2027 action plan look like?

Translate goals, budget, channels and deadlines into a quarterly table with named owners. Q1 is for foundations (profiles, documentation, compliance), Q2 and Q3 for active prospecting and fairs, Q4 for follow-up, closing and planning 2028. Review the plan at the end of each quarter and move budget toward what works.

Step 9: Which KPIs should I track?

Track a short list of eight to ten KPIs monthly, split into leading indicators (activity that predicts results) and lagging indicators (results). Leading indicators tell you in May whether December goals are realistic; lagging indicators confirm outcomes. Put them in one shared spreadsheet that the export team updates on the first working day of each month.

Response time deserves attention: buyers often contact several suppliers at once, so a reply within one working day is a low-cost advantage.

Which funding and support programmes can Romanian exporters use in 2027?

The main public option is the Export Promotion Programme run by ARICE (the Romanian Agency for Investment and Foreign Trade), which partly covers participation in international fairs and economic missions. Export credit insurance and guarantees are available through EximBank, and EU-level services offer free market information and partner searches.

• ARICE Export Promotion Programme. The 2026 edition opened applications on 23 July 2026 through the online platform ppe.arice.gov.ro. Support can partially cover stand setup, exhibit transport, promotional materials and some travel costs, depending on the event; participation is not automatic (StartupCafe, July 2026). Since 15 June 2026 registration for fairs and missions is online (Financial Intelligence, June 2026). Watch for the 2027 calendar on the ARICE website.
• EximBank. EximBank offers financing, guarantees and export credit insurance, including on behalf of the Romanian state. Useful when a new foreign buyer asks for payment terms you cannot carry alone.
• Enterprise Europe Network. The EU's Enterprise Europe Network has contact points in Romania and runs a free partnering database and brokerage events at major fairs.
• Access2Markets. The Commission's Access2Markets portal provides tariffs, rules of origin and requirements for non-EU destinations, free of charge.
• Chambers of commerce. Regional chambers and the Chamber of Commerce and Industry of Romania issue certificates of origin and often organise collective participation at fairs.

Programme budgets and calls change every year; confirm current conditions before building them into your budget.

Illustrative example: how would a mid-sized manufacturer apply this template?

The following scenario is illustrative. The company is fictional and the numbers are examples of planning targets, not real results.

"Company M" is a 60-person manufacturer of furniture components in north-eastern Romania. In 2026 it exported to Germany and Italy, but one German customer represented most of its export revenue, and two promising Dutch leads were lost because the company could not answer questions about wood origin.

Review (Step 1). The team found that leads from a B2B directory profile converted better than cold email, that samples were sent without follow-up, and that EUDR questions were already appearing in buyer questionnaires.

Markets (Step 2). Using Trade Map and Comext data for its HS codes, Company M scored Germany, Italy, the Netherlands, Poland and France. It kept Germany (existing customer, strong imports), added the Netherlands (lost leads showed demand), and dropped France for 2027 because nobody in the team speaks French.

Goals (Step 3). Three new German buyers, 15 qualified Dutch leads, largest customer below 45% of export revenue, EUDR due diligence data ready for all wood inputs by 31 March.

Budget and channels (Steps 4–5). It applied for an ARICE national pavilion place at interzum, upgraded its supplier profiles with full product data, translated key pages into German, and assigned one salesperson to follow up every sample within ten working days.

Calendar and actions (Steps 6–8). EUDR (30 December 2026 for medium companies) went into Q1 as a priority; interzum in May anchored Q2 outreach; Q4 was reserved for factory visits by shortlisted buyers.

What does a one-page 2027 export plan template look like?

A one-page plan lists the markets, goals, budget, channels, key deadlines and KPIs, with an owner for each. Copy the outline below into a shared document, fill it in, and review it every quarter. If it does not fit on one page, you have probably chosen too many markets or too many channels.

``` 2027 EXPORT PLAN – [Company name]

1. 2026 in one line: export revenue €___ | top market ___ | top channel ___ | main blocker ___
2. Target markets (max 3): 1) ___ 2) ___ 3) ___ (score from matrix: __ / __ / __)
3. Goals (dated, measurable):

• ___ new customers in ___ by ___
• ___ qualified leads in ___ by ___
• Largest customer below ___% of export revenue by 31 Dec 2027

1. Budget: fairs €___ | digital €___ | samples €___ | compliance €___ | people €___ | reserve 10%
2. Channels: high-touch ___ , ___ | always-on ___ , ___ , ___
3. Regulatory deadlines that apply to us: ___ (date) | ___ (date) | ___ (date)
4. Fairs: ___ (dates, visit/exhibit) | ___
5. Q1 / Q2 / Q3 / Q4 milestones: ___ / ___ / ___ / ___
6. KPIs reviewed monthly: ___
7. Support to apply for: ARICE ___ | other ___

Owner: ___ Quarterly review dates: 31 Mar, 30 Jun, 30 Sep, 15 Dec ```

Local producers that sell under their own brand in Romania before going abroad can also use domestic visibility as a reference point; Fabricat în RO, run by the same team since 2014, promotes Romanian producers to local audiences.

Frequently asked questions

When should a Romanian company prepare its 2027 export plan?

Ideally in November and December 2026, so that January is spent executing, not planning. Fair registrations, ARICE pavilion applications and certification audits often need lead time of several months, and the Machinery Regulation applies from 20 January 2027.

How many export markets should a small company target in one year?

One to three. Each market needs research, translated materials, follow-up time and often a fair or visit. A small team that spreads across six countries usually ends the year with a few leads in each and no repeat customers.

What is the cheapest way to find foreign buyers?

Free trade data (ITC Trade Map, Eurostat Comext) combined with complete B2B directory profiles and your own website is usually the lowest-cost start. It does not replace meetings, but buyers can find and check you between fairs.

Do EU regulations like CBAM apply to Romanian exporters selling within the EU?

CBAM applies to imports into the EU of specific goods (iron and steel, aluminium, cement, fertilisers, hydrogen, electricity), so it affects Romanian companies that import those inputs from outside the EU above 50 tonnes per year. Exporters of products made from them may also receive emissions-data requests from EU buyers.

Is there public funding for trade fair participation in Romania?

Yes. ARICE runs an Export Promotion Programme that partly covers participation in selected international fairs and missions. Applications are made online, places are limited and conditions vary by event, so check the annual calendar early.

Which KPIs matter most in the first export year?

Qualified leads, response time to enquiries and sample-to-order conversion. They show whether the plan works long before revenue arrives, and they point to the step that needs fixing.

How does a B2B directory fit into an export plan?

It is an "always-on" channel: buyers searching for Romanian suppliers by product or industry can find your profile, and buyers met at fairs can check it afterwards.

Put your 2027 plan into action

Romanian Supplier lists 11,113 Romanian companies across 18 industries (September 2026), and international buyers use it to search for suppliers by product, industry and capability. Each profile is reviewed by our team before publication; data declared by companies, such as certifications and export markets, is marked as declared.

If your company is not listed yet, list your company before Q1 starts, so buyers researching suppliers for 2027 can find you. If you already have a profile, compare the plans and packages to see which one matches the markets and channels in your 2027 export plan, from additional product listings to promotion in a target country.

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