📚 Knowledge Base
How to Read Colombia Customs Data
A practical guide to interpreting Colombia DIAN customs import records for B2B sales prospecting.
How to Read Colombia Customs Data
Colombia publishes customs import records through DIAN (Dirección de Impuestos y Aduanas Nacionales). These records contain shipment-level data that can be used to identify and qualify potential customers.
Key Fields
| Field | What it means |
|---|---|
| Importador | The buyer / importer company |
| Exportador | The supplier / exporter |
| CIF Value | Cost + Insurance + Freight — the landed cost in USD |
| FOB Value | Goods value without shipping/insurance |
| HS Code | Harmonized System product classification |
| Aduana | Customs entry point (port) |
| País de Origen | Country of origin of the goods |
CIF vs FOB
For prospecting purposes, CIF is more useful because it reflects the actual spend including logistics. A buyer spending $500k CIF is a much stronger signal than FOB alone.
Understanding HHI (Herfindahl-Hirschman Index)
HHI measures concentration. We use it for two things:
- Country HHI — how concentrated the buyer's sourcing is by country. High HHI = one country dominates = harder to enter.
- Supplier HHI — how concentrated across suppliers. High HHI = one or two suppliers dominate = locked relationship.
HHI Range:
- 0.00–0.15: Very fragmented (easy to enter)
- 0.15–0.25: Moderate concentration
- 0.25–1.00: High concentration (difficult to displace)
What "Investment Tier" Means
We classify every importer into A / B / C tiers based on:
- Total CIF volume (scale)
- Purchase frequency (density)
- Supplier concentration (openness)
- China sourcing signal (compatibility)
See the Investment Tier Guide for full decision logic.