Export To Norway: Know Before You Go

Norway, known for its high standard of living, economic stability, and commitment to sustainability, is an attractive market for businesses looking to expand internationally.

Norway presents many opportunities for foreign entrepreneurs with a well-developed infrastructure, strong consumer purchasing power, and a pro-business environment. However, succeeding in the Norwegian market requires a deep understanding of its business culture, consumer preferences, and regulatory landscape.

In this guide, we’ll highlight the key factors that will help you establish a strong presence in Norway, build trust with local partners, and navigate the country’s business environment effectively.

Understanding the Norwegian Business Landscape

Economic Overview

• Strong and Stable Economy: Norway is one of the wealthiest countries in the world, with a high GDP per capita and a strong welfare system.
• Key Industries: Major industries include oil and gas, renewable energy, seafood, technology, and maritime services.
• Business Transparency: Norway ranks highly in ease of doing business, with low corruption levels and a well-regulated economy.

Consumer Behavior and Market Preferences

• Quality Over Price: Norwegian consumers prefer high-quality, long-lasting products rather than cheap alternatives.
• Sustainability Matters: Eco-friendly and ethically sourced products are in high demand.
• Digital Savvy: Norwegians are highly digital, with one of the highest internet penetration rates in the world.

How to Gain the Trust of Norwegian Business Partners

Trust is crucial in Norwegian business culture. Building strong, reliable partnerships requires:

Professionalism and Punctuality

• Meetings should start and end on time—punctuality is highly valued.
• Communication should be clear, direct, and to the point. Avoid unnecessary small talk in business discussions.

Commitment to Quality and Sustainability

• Demonstrate that your products or services meet high-quality standards.
• Emphasize eco-friendly and sustainable practices, as environmental consciousness is deeply ingrained in Norwegian society.

Personal Relationships and Networking

• Face-to-face meetings help establish trust. Regular visits to Norway strengthen business relationships.
• Attend trade fairs and business events such as Nor-Shipping, Oslo Innovation Week, and Energy Show to connect with industry leaders.

Transparency and Ethical Business Practices

• Honesty and transparency are expected in business dealings.
• Over-promising or using aggressive sales tactics will likely hurt your reputation.

Steps to Entering the Norwegian Market

Conduct Market Research

Understanding your target audience and competition is essential. Consider:

• Who are your main competitors? Are they local or international?
• What are the consumer expectations? Are they aligned with your product/service?

Find a Local Partner

Working with a Norwegian distributor, agent, or business consultant can help:

• Navigate the regulatory landscape.
• Establish credibility in the market.
• Build local relationships.

Legal and Regulatory Compliance

• Follow EU/EEA standards—Norway adheres to many EU regulations despite not being an EU member.
• Get the necessary certifications for your industry.
• Understand tax obligations, including VAT and corporate tax requirements.

Logistics and Infrastructure

• Norway has advanced road networks, rail services, and ports in Oslo, Bergen, and Trondheim that facilitate trade.
• Digital payments and online transactions are widely used—to ensure your business integrates with digital banking.

Best Practices for Reaching Out to Norwegian Business Partners

Initial Contact: Email or Phone?

• Start with an email—this is the preferred communication method in Norway.
• Keep your message brief, professional, and direct.
• Schedule a follow-up call only after receiving interest.

Sample Outreach Email

Subject: Business Collaboration Opportunity with [Your Company Name]

Dear [Recipient’s Name],

I hope you are doing well. My name is [Your Name], and I am the [Your Position] at [Your Company Name], a company specializing in [your industry] based in [your country].

We have been following your company’s work in the [specific sector] in Norway and admire your commitment to [mention something relevant, such as sustainability or innovation]. Given our shared values, I believe there is an opportunity for collaboration.

Would you be available for a brief call next week to discuss how we could work together? Please let me know a time that works for you.

Looking forward to your response.

Best regards,
[Your Name]
[Your Position]
[Your Company Name]
[Your Contact Information]
[Your Website]

Gift-Giving in Norwegian Business Culture

Unlike some cultures where gift-giving is expected, in Norway:

• Business gifts are not common and can even be seen as unnecessary.
• If you do give a gift, it should be modest and professional—a book, locally crafted item, or high-quality pen is appropriate.
• Avoid alcohol or overly expensive gifts, as they may be seen as an attempt to influence business decisions.

Common Mistakes to Avoid

When entering the Norwegian market, avoid these pitfalls:

Over-Promising

Norwegians appreciate honesty. Do not exaggerate claims about your product or service.

Being Too Informal Too Soon

Maintain a professional tone in initial business interactions. Over-familiarity can be off-putting.

Not Adapting to Norwegian Consumer Values

• Ignoring sustainability in your product offering is a major disadvantage.
• Failing to prioritize quality over cost can harm your brand’s reputation.

Ignoring Business Etiquette

• Punctuality is non-negotiable—showing up late can damage trust.
• Business decisions are often made collaboratively, so be patient with decision-making processes.

What Norwegians Value and Take Pride In

Understanding what Norwegians value can help foreign businesses integrate successfully:

• Nature & Sustainability – Norway is deeply connected to its natural environment and promotes sustainable business practices.
• Work-Life Balance – Long working hours are frowned upon; work-life balance is a priority.
• Innovation & Technology – Norway is a leader in renewable energy, maritime technology, and digital innovation.
• Social Equality – Gender equality and fairness are highly important in both business and society.
• Strong Economy & High Living Standards – Norwegians take pride in their high quality of life and strong economy.

Conclusion: Your Roadmap to Success in Norway

Expanding into Norway requires a deep understanding of its business culture, consumer values, and regulatory landscape. By prioritizing quality, sustainability, transparency, and professionalism, foreign entrepreneurs can build successful partnerships and long-term business growth.

Next Steps:

✅ Conduct market research.
✅ Identify and connect with potential Norwegian partners.
✅ Ensure compliance with regulations.
✅ Highlight sustainability and high-quality standards.
✅ Adapt to Norwegian business etiquette and consumer expectations.

Norway offers great opportunities for businesses that are well-prepared and aligned with Norwegian values.

If you’re ready to enter the market, start networking, building relationships, and positioning your brand for success.