One country, many markets
Much of the regulation that shapes daily business in the United States is set at the state level, including company registration, sales tax, many professional and product licenses, and, for alcoholic beverages, distribution rules. A strategy that works in New York may need adjustment in Texas or Ohio. Successful entrants usually start with a small number of states or regions and expand from there.
Setting up a presence
Many exporters begin by selling through an American importer or distributor without forming a company. When a local presence becomes necessary, the most common vehicles are a limited liability company or a corporation formed under the law of a particular state, often Delaware. The company obtains an Employer Identification Number from the Internal Revenue Service.
Foreign-owned U.S. companies carry specific federal reporting obligations. A single-member limited liability company owned by a foreign person, for example, must file an information return on transactions with its foreign owner. There is no federal value added tax, but states and localities impose sales taxes, and obligations can arise from sales activity in a state even without a physical office there.
Importing goods
Every import requires an importer of record responsible for customs compliance, correct classification under the Harmonized Tariff Schedule, valuation, and country of origin declarations. Most companies work with a licensed customs broker, and ocean shipments require advance security filings before loading.
Tariffs require particular attention. U.S. duties on goods from most countries, including Serbia, changed several times in 2025 and 2026, and current rates depend on the specific product classification. Confirm the current duty for each product with a licensed customs broker before setting prices, and plan for the possibility of further change.
Food and beverages
Food exporters face Food and Drug Administration requirements. Facilities that manufacture, process, pack, or hold food for the U.S. market must register with the FDA, shipments require prior notice before arrival, and the American importer must generally maintain a Foreign Supplier Verification Program demonstrating that foreign suppliers meet U.S. safety standards. Labels must meet U.S. rules, including English-language nutrition and allergen information.
Wine and spirits carry additional layers. Importers need a federal basic permit from the Alcohol and Tobacco Tax and Trade Bureau, and most products require federal label approval before sale. Distribution generally follows a three-tier system of importer or producer, wholesaler, and retailer, with each state setting its own rules. For Serbian wine and fruit spirits, choosing an experienced importer is the single most important decision.
Building distribution and relationships
American buyers expect responsiveness, clear specifications, reliable delivery, and product liability insurance. Trade shows, industry associations, and importer networks remain the most effective routes to distributors in most sectors, and a physical presence during the first sales cycle, even temporary, significantly improves results.
Contracts are typically detailed and governed by the law of a named state. Payment terms, exclusivity, minimum volumes, and termination rights should be negotiated carefully, because they are difficult to change once a distributor relationship is established.
Services and technology companies
Serbian IT and engineering firms serving American clients generally do not face goods tariffs, but they do face American contracting norms: master service agreements, detailed statements of work, intellectual property assignment clauses, and sector-specific data protection requirements in fields such as healthcare and finance. Security certifications and references from existing Western clients often matter more than price.
Where to begin
Start by confirming product eligibility, regulatory requirements, and duty treatment, then choose target states and identify importers or distributors before investing in a legal entity. Our Market Entry and Business Missions services are designed to take Serbian companies through that sequence.
This guide is general information as of September 2026 and is not legal, tax, or customs advice. Rules change, and specific situations differ. Confirm requirements with qualified local counsel, tax advisers, and licensed customs brokers before acting.