What Role Does an Export Management Company Play?
An Export Management Company such as the Johnson Group collaborates with manufacturers to identify and capitalize on opportunities for international sales. Our primary objective is to acquire new customers for our partner companies and produce long-term sales growth by planning and managing effective sales programs for specific markets. We handle all aspects of the international sales effort, thus minimizing risk, reducing costs, speeding market entry and producing real results for our partners.
A Well Researched and Comprehensive Plan Managed for Success
We start by familiarizing ourselves with our partner company’s product line, operations, resources and goals. Next, we research specific target markets, assessing and ranking the potential for success. We then create a custom and comprehensive international sales plan designed to capitalize on the best opportunities, penetrate all viable sales channels and achieve continuing growth in sales, profits and the customer base.
In the execution phase, we implement and manage the sales plan- in effect acting as your international sales department for our defined territory. We conduct direct sales campaigns, promote the products, provide customer service and after sale support. We offer a fully integrated service by assuming responsibility for all aspects of the foreign sales transaction and export related support activities.
Roles of a Full Service Export Management Company
- Work closely with partner company to learn product line, operations and goals
- Conduct market research to assess markets, competition and identify opportunities
- Design an international sales and marketing plan with defined goals and strategies
- Assure that strategy is compatible with partner’s operations, capacities and resources
- Assist partner in satisfying all regulatory and compliance requirements
- Implement and manage the international sales effort for defined markets and territories
- Provide, coordinate and/or manage all required support activities related to exporting
- Assume risks and responsibilities for financial transactions and receivables collections
Multi-Faceted Service
There are many factors involved in successfully implementing and managing an export program apart from pure sales activities. Other responsibilities include ensuring product compliance with regulatory requirements, completing export documentation, configuring logistics for cost efficient shipping and distribution, effectively managing currency risk and structuring payment terms to facilitate receivable collections and reduce the potential for loss.
A complete list of our services appears in the Our Services section of this site, but no single aspect is more important than the first step, which is to work closely with our partner companies and invest the time to get to know them, their business and the technical aspects of their product line. Observing operations first hand ultimately helps us to work together more effectively and to avoid assumptions that can lead to unrealistic expectations.
This close collaboration allows the Johnson Group to develop an international sales plan with defined objectives and strategies that is consistent with our partner’s goals, is realistic in view of their resources and is aligned with their operating style. The result is a plan that can best leverage their strengths, innovations, competitive advantages and lead to long-term success.
