Requlred Informatlon How an Export Management Company Operates In this activity,

Question

Requlred Informatlon How an Export Management Company Operates In this activity, we examine one example of a middleman, the export management company (EMC. The EMC is an important middleman for firms with relatively small international volume or those unwilling to involve their own personnel in the international function. The working relationship is so close that customers are often unaware they are not dealing directly with the export department of the company. In this activity. we examine some of the specific ways an EMC operates A marketer's options range from assuming the entire distribution activity (by establishing its own subsidiaries and marketing directly to the end user) to depending on intermediaries for distribution of the product. Channel selection must be given considerable thought, because once initiated, it is difficult to change, and if it proves inappropriate, future growth of market share may be affected. The intemational marketer needs a clear understanding of market characteristics and must have established operating policies before beginning the selection of channel middlemen. Once these points are established, selecting among alternative middlemen choices to forge the best channel can begin. Read the case below and answer the questions that follow Most export management companies offer a wide range of services and assistance, including the following: Researching foreign markets for a client's products. Traveling overseas to determine the best method of distributing the product. Appointing distributors or commission representatives as needed in individual foreign countries, frequently within an already existing overseas network created for similar goods. Exhibiting the client's products at intemational trade shows, such as U.S. Department of Commerce-sponsored commercial exhibitions at trade fairs and U.S. Export Development Offices around the world Handling the routine details in getting the product to the foreign customer-export declarations, shipping and customs documentation, insurance, banking. and instructions for special export packing and marking. Granting the customary finance terms to the trade abroad and ensuring payment to the manufacturer of the product.

Explanation / Answer

1) EMC can help with

e) "All of these"

2) EMC will do this first

c) research foreign markets

3) EMC is well versed in

a) Shipping and customs documnetations

4) EMC's role in promoting a firm's goods

e) Handling the routine details in getting the product to foreign customer

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