In this learning unit you will learn how to set up and run an export
department. We will also discuss the functions and goals of the export
This will be achieved by:
- Examining the characteristics of an export manager.
- Outlining the most important functions of an Export department.
- Analyzing the goals of the export department and how to benchmark them.
- Detailing how to best support the work of the export department.
Every company wishing to consolidate its export activity has to create its
own Foreign trade department so it can handle the different tasks that enable
its continued presence in international markets. As sales are solely the result
marketing policy, the export department might be
described as an instrument that carries out all the tasks generated by
International marketing policies of the company.
The export department has very
definite goals: to perform all tasks related to international sales.
Example of the course Export department:
Upon analyzing the export activities of the companies that have experienced
stable growth in their exports, one observes that, historically, their International contacts started out sporadically and only later started to
consolidate. That was when they made the decision to expand their the international trading staff to penetrate other markets to a greater extent and
When interviewing companies with consolidated foreign departments, we
discover that their reasons for creating the export structures have nothing to
do with academic reasoning, instead the reasons were:
- Excess production.
- Given the high stocks, the need to increase sales quickly, at all costs.
This in turn resulted from insufficient penetration of the local market,
product quality problems,
distribution problems or lack of promotion. We note that companies which are large in terms of their sales, number of employees, or own resources, export greater
volumes of products. There are many common elements in the paths taken by various Companies to create an Export department.