A poor distribution program poorly executed

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a poor distribution program. poorly executed promotional campaigns problems securing financing. underestimation of the expertise required for foreign market penetration. underestimation of the amount of paperwork and formalities involved. Improving Export Performance There are various ways to gain information about foreign market opportunities and avoid the pitfalls associated with exporting. Some countries provide direct assistance to exporters. Export management companies can also help with the export process. An International Comparison An impediment is the simple lack of knowledge of the opportunities available. To overcome ignorance firms information. Both Germany and Japan have extensive institutional structures to promote exports. In contrast, American firms have far fewer resources available. Information Sources U.S. Dept. of Commerce has trade events and is a comprehensive source of export information for U.S. firms. The International Trade Administration and the United States and Foreign Commercial Service Agency provide “best prospects”. The Small Business Administration is also a source of assistance. Local and state governments can also provide export support.
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Utilizing Export Management Companies Export management companies (EMCs) are export specialists that act as the export marketing department or international department for client firms. EMCs normally accept two types of export assignments: o Commencement of exporting with the firm to take over operations after establishment. o Commencement and continuing responsibility for selling the firm’s products. A good EMCs will help the neophyte exporter identify opportunities and avoid common pitfalls. However, not all EMCs are equal—some do a better job than others. Firms that rely on an EMC may not develop their own export capabilities.
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Christopher Reinemann
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