Direct exporting

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Direct exporting
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Direct exports are characterized by the exportation of goods by the exporter or an entity authorized by him outside the territory of the Community. These entities will also submit applications to the Customs Office and all customs documents will be issued for them. This means that the Seller (exporter) himself exports the goods or authorizes another entity to do so, who exports on his behalf and declares goods for customs clearance[1].


An enterprise deciding to export directly should have adequate financial and employee capital. Direct export works well in companies that already have experience in activities on foreign markets in indirect sales. An investment in direct exporting requires a greater financial outlay. It is connected with the need to invest in advertising and marketing. In addition, a special export sales department should be separated in the company. The staff of such a department should be trained and demonstrate knowledge of issues related to foreign trade and marketing as well as foreign languages.

Direct exporting can be carried out in several ways, including[2]:

  • through its own specialized export cell,
  • by a foreign distributor,
  • through its own representative office and creating its own sales network,
  • directly to the final recipient of the goods / services.

Thorough analysis of the company's situation

The financial situation of the company is another important factor determining its readiness for direct exporting. Therefore, it is necessary to thoroughly analyze and evaluate the company's finances in order to get an answer to the question whether the company can afford to launch direct export sales.

When deciding on foreign expansion, the company must take into account the costs of entering foreign markets, for example related to adapting the product to the market or obtaining the necessary certificates. A detailed calculation of the export price should be made, taking into account currency risk.

Direct exporting carry many different expenses that may involve financial risks. These expenses include:

  • market research
  • development and improvement of staff
  • advertising
  • marketing
  • sales promotions
  • participation in fairs
  • costs of translations
  • insurance
  • certificates
  • approvals

A common mistake of enterprises in the initial stage of development of direct exporting sales is reliance on their own expected profits and export revenues, which are intended to finance export operations and enter new foreign markets. It may turn out that the predictions were wrong and the company does not have sufficient financial resources for further export activities, which in turn may lead to losses leading to the closing of direct exporting[3].

Advantages and disadvantages

In direct export, the following advantages can be distinguished:

  • contact between the producer and the client, and thus better tailored offers to individual needs,
  • certainty associated with shaping and planning
  • easiness in reaching the rules that are binding on the buyer's market.

Nevertheless, defects can also be distinguished[4]:

  • increasing the producer's risk related to operating on foreign markets,
  • the producer must gain knowledge about the markets on which his products are located,
  • the producer bears the costs associated with the promotion and acquisition,
  • it is necessary for the manufacturer to have an export department,


  1. (L. P. Dana, (2011), p. 261)
  2. (W. Kerr, (2014), p. 207-208)
  3. (R. Carbaugh, (2008), p. 309-311)
  4. (International Trade Andministration of the USA, (2012), p. 57-60)


Author: Kristina Tyshchenko