Export Responsibilities and Roles

Front

Foreign purchasing agents

Back

Also known as buyer for export, export commission house, or export confirming house. They operate on behalf of an overseas customer known as a principal and are compensated by them. They seek manufacturers whose price and quality match their principal's specifications.

Front

Export broker

Back

Receives a fee for bringing together the seller and the overseas buyer. The fee is usually paid by the seller, but sometimes by the buyer.

Front

Export merchants

Back

Also referred to as jobbers. They identify market opportunities in one country or region and make purchases in other countries to fill these needs. They buy unbranded products, brand them, and perform all marketing activities, including distribution.

Front

Export management company (EMC)

Back

Acts as the export department for two or more manufacturers whose product lines do not compete. It may operate in the name of its principals or its own name, acting as an independent distributor or commissioned representative.

Front

Manufacturer’s export agent (MEA)

Back

Can act as an export distributor or export commission representative. Unlike an EMC, it does not perform the functions of an export department and usually limits market activities to a few countries.

Front

Export commission representative

Back

Assumes no financial risk. The manufacturer assigns some or all foreign markets to the representative, who often provides credit checks and arranges financing.

Front

Cooperative exporter

Back

Also known as a mother hen, piggyback exporter, or export vendor. It is an export organization of a manufacturing company retained by other manufacturers to sell their products in foreign markets.

Front

Freight forwarders

Back

Licensed specialists in traffic operations, customs clearance, and shipping tariffs and schedules. They can be thought of as travel agents for freight.