Export management

Export management is the management of the process of exporting goods and services from one country to another. It involves identifying potential markets, researching foreign market conditions and regulations, developing pricing and promotional strategies, negotiating contracts, selecting and managing foreign distributors, and overseeing logistics and other export procedures. It also involves managing the international financial aspects of the export transaction, such as payments, foreign exchange, and export credit insurance. Export management requires an understanding of the international business environment, foreign trade regulations, and marketing and transportation systems.

Example of export management

• Establishing an Export Market: One example of export management is the process of establishing an export market. This involves researching potential international markets, determining the competitive landscape, identifying the most effective distribution channels, and selecting and managing foreign distributors. It also involves negotiating contracts, setting pricing and promotional strategies, and managing export logistics.
• Managing Financial Aspects: Export management also involves managing the financial aspects of the export transaction, such as payments, foreign exchange, and export credit insurance. This includes setting up foreign exchange contracts, establishing payment terms, and managing currency fluctuations. It also involves obtaining insurance against non-payment and other risks associated with the export transaction.
• Managing Regulatory Requirements: Export management requires an understanding of the various regulations and requirements associated with exporting goods and services. This includes understanding foreign trade regulations and export control laws, applying for export licenses and permits, and complying with sanctions and embargoes. It also involves understanding the various customs regulations and procedures associated with importing and exporting goods, such as obtaining the necessary paperwork and documents.

When to use export management

Export management should be used by businesses when they are looking to expand their markets and reach new customers outside their domestic market. It can be used to effectively manage the export process, from identifying potential markets, researching foreign market conditions, developing pricing and promotional strategies, negotiating contracts, selecting and managing foreign distributors, and overseeing logistics and other export procedures. Export management can also help businesses manage the international financial aspects of the export transaction, such as payments, foreign exchange, and export credit insurance. It is a valuable tool for businesses looking to increase their global competitiveness and profitability.

• Identifying potential markets: Export management can help businesses identify new markets and assess the viability of entering them. It can also help businesses research foreign market conditions and regulations, so they can make informed decisions about which markets to pursue.
• Developing pricing and promotional strategies: Export management can help businesses develop pricing and promotional strategies for the foreign markets they are entering. This can include creating marketing campaigns aimed at foreign customers and developing pricing structures tailored to the local market.
• Negotiating contracts: Export management can assist businesses in the process of negotiating contracts with foreign distributors and other partners. This can ensure the terms of the contract are fair and beneficial to both parties.
• Selecting and managing foreign distributors: Export management can help businesses select and manage foreign distributors, ensuring they are properly trained and knowledgeable about the company’s product or service.
• Managing logistics and other export procedures: Export management can help businesses manage the logistics and other export procedures, such as obtaining the required permits and paperwork to ensure shipments arrive on time and in good condition.
• Managing international financial aspects: Export management can help businesses manage the international financial aspects of the export transaction, such as payments, foreign exchange, and export credit insurance.

Steps of export management

Export management is the process of efficiently managing the export of goods and services from one country to another. The following are the steps involved in export management:

• Identifying potential markets: This involves researching the foreign market and identifying potential opportunities for selling products or services.
• Researching foreign market conditions and regulations: This includes researching the foreign market’s regulations and laws regarding the export of goods and services. It also includes researching the economic, social, and political conditions of the target country.
• Developing pricing and promotional strategies: This involves creating strategies for pricing and promoting the product or service in the target country.
• Negotiating contracts: This involves negotiating contracts with foreign buyers or distributors to ensure that the terms of the contract are mutually beneficial.
• Selecting and managing foreign distributors: This involves selecting and managing foreign distributors who will be responsible for selling the product or service in the target country.
• Overseeing logistics and other export procedures: This involves overseeing the logistics of the export process, such as arranging shipping, customs clearance, and other export procedures.
• Managing the international financial aspects of the export transaction: This involves managing the international financial aspects of the export transaction, such as payments, foreign exchange, and export credit insurance.

Advantages of export management

Export management provides numerous advantages to businesses. The following are some of the primary advantages:

• It enables businesses to enter new foreign markets which can result in increased revenue, profits, and brand recognition.
• It allows businesses to diversify their customer base, reduce their reliance on a single domestic market, and increase their global presence.
• It helps businesses reduce costs by streamlining their export processes and increasing their efficiency.
• It helps businesses to manage risks associated with foreign trading, such as currency fluctuations, political uncertainties, and cultural differences.
• It helps businesses to better understand the international business environment and stay abreast of the latest trends in international trade.
• It helps businesses to develop relationships with foreign distributors and other partners, which can lead to greater success in global markets.

Limitations of export management

Export management is an important strategy for businesses seeking to expand their operations into new markets. However, there are certain limitations that must be taken into account when implementing an export management strategy. These include:

• Language barriers – In order to effectively communicate with potential customers and partners in a foreign market, businesses must have a working knowledge of the language of that nation. This can be difficult and time-consuming.
• Cultural differences – It is important to understand the culture and customs of the target market in order to be successful in export management. This includes understanding the different etiquette and social expectations in the foreign market.
• Legal and regulatory issues – Each country has its own laws and regulations for the import and export of goods and services. These must be taken into account when developing an export management strategy.
• Logistical issues – Proper logistics must be in place in order to ensure that goods are shipped on time and in the right condition. This includes understanding the transportation infrastructure and customs procedures.
• Financial risks – Exporting involves financial risks, such as currency fluctuations and payment delays. These must be managed in order to ensure the success of the export management strategy.

Export management — recommended articles

Market entry modes — International business strategy — Trade liberalization — International marketing strategy — Transfer risk — Outsourcing and offshoring — Deal structure — Process of internationalization — Global production networks

References

• Albaum, G. S., Albaum, G., & Duerr, E. (2008). International marketing and export management. Pearson Education.