What Is an Export Management Company? Overview, 10+ Facts

The Export Management Company is the most efficient and economical way to move your products around the globe. By outsourcing the export process to an export management company, you’ll save time, money, and hassle. Read more at the article below.

What Is an Export Management Company?

A company that facilitates the distribution of another company’s goods to international markets is an export management company. Typically, these enterprises export items on behalf of a number of other businesses.

To avoid conflicts of interest, an export management organization will not engage with companies that compete with its current clients. Some firms have internal export teams responsible for promoting the company’s products in international markets and coordinating the export of commodities.What Is an Export Management Company?

Many small businesses lack the financial capacity to staff an internal export team, whilst some major enterprises save operational expenses by outsourcing such services to an independent export management agency.

In certain circumstances, export companies get a commission depending on sales from their partner companies. Other export companies genuinely create revenue by purchasing items in bulk from producers and reselling them at a higher price to international purchasers.

An export agreement may be in effect for a number of months or years, and the exporting company often enjoys exclusive marketing rights for the period of the deal.

If an export firm purchases items directly from the manufacturer, its advertising agencies are responsible for promoting those products in international markets. The company must organize for the shipment of the items to the overseas site, which requires brokering transportation arrangements with shipping firms and airlines.

When the items arrive in the target country, the export company’s locally engaged personnel must arrange for the goods to be transported directly to clients or stocked and sold through shops. Typically, the price at which items are sold is negotiated between the exporter and the producer.

Many export corporations assist sales but do not purchase products directly from producers. These companies aim to arrange marketing and sales agreements with retailers and distribution companies in other nations.

Typically, the exporting company is responsible for coordinating the shipment of goods from the manufacturer’s plant or warehouses to the storage facilities used by overseas customers. The price of the sent products must include the costs connected with each stage of transportation.

When shipping providers offer volume discounts, the export management business has an incentive to boost sales.

The Benefits of Partnering with Export Management Companies

As a sort of indirect exporting, EMCs do the majority of export-related tasks on their clients’ behalf. EMCs may serve as agents or distributors.

What Is an Export Management Company?

Export management firms can assist exporters with the following:

Foreign market studies

Expos and other international product promotions

Marketing tactics for reaching preferred buyers

Foreign circulation

Developing logistical systems

Managing and educating an international sales force

Provision of any new services or facilities

Regulatory compliance management

Regardless of their role, it is essential to recognize that EMCs will never acquire legal ownership of the products they represent. Throughout the exporting procedure, the legal ownership of the items will remain with the exporting company.

The real value of working with export managers resides in their specific expertise and contacts. Successful EMCs combine the demands of the importer market with the industry and product type of the exporter.

Additionally, they navigate relevant international commercial restrictions. For these reasons, even competent exporters may profit from employing an EMC to get their products into certain international markets.

Dangers of Working with an EMC – and How to Avoid Them

Despite the fact that export management organizations can provide fast access to overseas markets, their activity is not risk-free. When exporters and EMCs fail to establish a system of clear communications and coordinated goals, exporters may lose control over the direction of their overseas sales. To avoid such a circumstance, exporters might take the following measures:

What Is an Export Management Company?

Carefully choose an EMC that fulfills the requirements of the business.

Develop a distinct understanding of their export objectives and ensure that the EMC is aware of them.

Create a project management schedule for expansion monitoring

Specify a communications timetable to promote openness and prompt problem resolution

The Role of Export Management Companies in Global Marketing

This article presents the findings of a research of 110 Export Management Companies (EMCs) based in the United States.  These EMCs were questioned to determine which international marketing duties were most crucial for export success and how difficult it was for their clients to complete these responsibilities.

This study also studied the perceived relevance of several organizations that frequently support exporters with exporting to the exporting success of ECMs. In addition, these respondents were asked how helpful present and anticipated U.S. government initiatives are for their exporting activity.

Collecting marketing information and engaging with markets were recognized as the two most significant factors for exporting success. However, these EMCs believe that evaluating political risk and managing their sales team are the most hardest tasks to complete.

According to a gap analysis of these data, exporters need assistance with pricing in international markets the most. This research offers the foundation for a number of policy suggestions to U.S. government officials regarding their efforts to support American exporters.

Three Tips for Using an Export Management Company

If you are like other small company owners, the practicalities of making your exporting aspirations a reality might be daunting. For your initial venture into foreign trading, it makes sense to explore utilizing an export management business.

Yes, direct exporting, in which you control every step of the process, offers the finest possibility to increase your sales and earnings. But the substantial effort required to manage everything from mastering cross-border distribution to creating in-country commercial alliances or joint ventures is sometimes not worthwhile.

With the assistance of an export management company (EMC), you may capitalize on foreign expansion while sustaining your home business (and your sanity). Developing an indirect exporting plan via an EMC is the key.

An EMC operates as your export department. In addition, an EMC operates as a branch sales office or domestic wholesaler; they generate revenue by selling your items. Although an EMC may represent items that are complimentary to yours, they may not represent things that are in competition with yours.

With thousands of EMCs available, it is essential to pick the one that best suits your organization. Here are some strategies for narrowing down your list of probable candidates:

What Is an Export Management Company?

  1. Ensure that the EMC is familiar with your sector and target market. The great majority of EMCs specialize in either goods, international markets, or both. Because exporting, like all other sales, requires good client connections, choose an EMC with a track record for your product type in the target regions.
  2. Negotiate fair financial terms Various financial agreements exist between EMCs and their suppliers. However, most EMCs do not acquire ownership of your property. Unfortunately, the risk of loss is shared by you and the EMC.
  3. Similar to many outsourced sales businesses, EMCs frequently operate on commission. The commission should be equivalent to or more than what you pay your top domestic sales representatives. Don’t forget to discuss how particular services or events, such as trade show participation or an elaborate advertising campaign, will be billed. As with domestic sales initiatives, marketing help will improve performance.

Determine appropriate working conditions. The loss of control over your brand and marketing is a big downside of hiring an EMC. Consequently, the working arrangements should be scrutinized with the same attention as the financial arrangements.

Ensure that the agreement allows for regular, ongoing communication, such as monthly reporting on activities and achievements. You may also choose to maintain the authority to approve advertising campaigns and other high-stakes marketing initiatives.

Try contacting the Federation of International Trade Associations if you want to locate an EMC to restart your exporting efforts. In addition, please review this list of exporting information resources and export funding possibilities.

Understanding Export Trading Companies (ETC)

Due to conglomerate e-commerce businesses that enable company owners to drop-ship their items via a single route from supplier to end-user, export trade companies are generally less common than they formerly were. There are several justifications for utilizing an export trading company:

1. Provides governmental laws and regulations in foreign countries for domestic companies

For instance, an ETC may be able to give the domestic provider with information on a country’s taxation and copyright rules. They may also include contacts inside overseas markets, such as manufacturers and distributors, which may assist local firms outsource or enter new markets with more ease. In addition, if a domestic firm is attempting to enter a new market, an ETC can ease communication between the two parties.

2. Reduces training costs

Even while the ETC charges a price for its services, it is far less than recruiting overseas workers or developing a training program. Export trade organizations have a network of specialists in their respective disciplines who can answer the pertinent questions to aid in the recruiting and training processes.

3. Currency hedging strategies

Export trading businesses might assist others on exchange rate risk-mitigating hedging measures. For instance, if a company derives the majority of its revenue from a foreign buyer, the recommendation may be to utilize forward contracts to fix the price of a good in the present for the future, despite the exposure to currency exchange risk between the time the contract is established and the time it is fulfilled.

Downside of Export Trading Companies

1. Lack of control over operations

As export trading organizations are increasingly employed to conduct important activities with various enterprises, the customer may lose control of certain processes, such as logistics and communication with foreign partners in the supply chain.

2. Lack of knowledge

If an ETC experiences financial difficulties and enters receivership, for example, the firm that engaged the ETC to maintain particular corporate activities may not be aware of the many processes undertaken by the ETC.

3. Bad reputation

ETCs may also have a negative reputation. If a business associates itself with the ETC, it runs the risk of being seen negatively.

How Export Trading Companies Operate

Export trade firms function in two ways:

  1. As independent businesses that undertake exporting as another customer of the firm for which they charge a fee, either on a flat rate or commission basis.
  2. Depending on the sort of business that is being targeted, the exported items may be made to target a certain industry by their manufacturers.

Export Trading Company and Export Management Company

Despite the fact that the export trading business and export management company seem similar, they are distinct in a number of ways that result from their respective duties. Export trading businesses are involved in the client’s activities, such as the movement and storage of items.

What Is an Export Management Company?

In contrast, export management businesses typically assume a greater proportion of marketing responsibilities. In all other respects, the two are interchangeable, as they function comparably.

Additional Resources

CFI is the official supplier of the Commercial Banking & Credit Analyst (CBCA)TM certification program, which is designed to assist anybody in becoming a world-class financial analyst. To continue growing your profession, the following extra resources will be helpful:

  • Collection of Documents on Imports and Exports
  • Logistics
  • Network
  • Distribution

Finding the Right EMC

Unfortunately, the features that make EMCs so valuable also make them difficult to detect. Due to the fact that EMCs are so specialized and often operate as tiny agencies, their business is fragmented and geographically dispersed, making it extremely difficult to find them.

Today, the traditional method of finding export management businesses is inefficient and obsolete. Small and medium-sized enterprises (SMEs) operating in the United States are well positioned to reap the benefits of growing into international markets.

There are digital tools available to assist link SMEs seeking to export their products with an EMC that will facilitate the exportation. Discover how Powerlinx can match you with the most suitable EMC for your export success.


Unfortunately, the qualities that make EMCs so advantageous also make them difficult to locate. Due to the fact that EMCs are so specialized and often run tiny firms, their business is fragmented and geographically dispersed, making it extremely difficult to discover them.

What Is an Export Management Company?

The traditional method of sourcing export management businesses is obsolete and inefficient nowadays. Small and medium-sized enterprises (SMEs) operating in the United States are well positioned to reap the benefits of growing into international markets.

There are digital platforms available to assist link SMEs seeking to export their products with an export management company who will facilitate the export. Learn more about how Powerlinx can match your export success with the ideal export management company.


Export trading companies are associated with the operations of the client, such as the process/logistics of moving and storing products. On the other hand, export management companies tend to handle more of the marketing duties.
An EMC acts as your export department. What’s more, an EMC functions as a branch sales office or domestic wholesaler—they make money by selling your products. While an EMC might represent products that are complementary to yours, they do not represent competing products.
Export Management means planning, organizing, coordinating and control export efforts or activities to achieve desired export objectives smoothly and with continuance. 5. According to B. S. Bathor, “Export Marketing includes the management of marketing activities for products across the national boundary or a country”.
Keep reading for the steps you need to take to start an import/export business, as well as tips from Cuffe.
  1. Get your business basics in order. …
  2. Pick a product to import or export. …
  3. Source your suppliers. …
  4. Price your product. …
  5. Find your customers. …
  6. Get the logistics down. …
  7. Is an import/export business profitable?
5/5 - (1 vote)
Pat Moriarty
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