MOST of York and North Yorkshire's exporting small- and medium-sized businesses started selling abroad without planning or research.

That is the conclusion of a survey of the area's exporters undertaken by Parcelforce Worldwide.

The worrying figures were released today to launch a new guide from Parcelforce Worldwide and the British Chambers of Commerce to help small businesses maximise the benefits of exporting.

Its conclusion is that nearly two thirds of York's exporting small businesses make no preparations for selling overseas and began exporting by accident. The research found that:

65 per cent of exporters did not plan to target overseas markets

51 per cent only began exporting because someone overseas placed an unsolicited order

89 per cent of exporters had not researched their target market

79 per cent did no overseas marketing

82 per cent had not sought advice on exporting

98 per cent had never spoken to a British foreign embassy.

Parcelforce Worldwide's managing director, Vanessa Leeson, said: "We have highlighted a phenomenon whereby small businesses are breaking into export markets but have not done any planning or preparation to support this.

"While they might have some initial success, a lack of planning or a clear strategy means some companies fail to realise the full benefits of exporting.

"The guide aims to plug this gap and act as a step-by-step manual to help small businesses begin the process of exporting."

Updated: 11:20 Monday, March 08, 2004