Export traders Trade has existed ever since Man recognized the need to look for and obtain

resources to fulfill his needs. From early man trading skins and salt with neighboring tribes to
Marco Polo bringing silks, spices and technology from the Far East to the Western world, to
modern conglomerates trading millions of dollars on the stock exchange, trade has been an
essential part of our lives. Countries engage in trade for many reasons. These include product
availability, competitive prices and product image. But for the goods to reach the customer,
they must go through the import/export process and pass through the hands of different
players along the way. The word import comes from the Medieval Latin importare which
means to bring in which, in essence, is done when goods are brought in from a foreign country,
while export is the process by which goods are shipped from one country to another. There are
two main methods of export: direct and indirect exporting. In direct exporting, the
manufacturer, assembler or processor of an exported good is in charge of the entire marketing
and distribution of the product and sells directly to companies, known as direct merchants, in
the foreign market. The direct merchant then sells these goods on their domestic market.
These merchants usually offer complementary services such as maintenance, spare parts and
technical support to their customers. However, a cheaper and less risky export route is
through indirect export where the manufacturer hires a local agent to find and deliver its
goods to buyers abroad. An example of indirect exporting is through an Export management
company (EMC) which handles trade for a domestic company which wants to sell its product
abroad. The EMC hires the dealers, distributors and representatives, manages the advertising,
marketing and promoting of the product, oversees marking and packaging, and arranges the
shipping. An Export 29 management company can specialize in one type of product, foreign
market or both and is usually paid by commission, salary or a retainer plus commission.
Another type of indirect trading agent is the Export trading company (ETC) which looks for
potential buyers by identifying the needs of the foreign market and then supplying domestic
sources willing to fill this need. It can either take title to the goods or work on a commission
basis. An Import/Export company, on the other hand, purchases goods directly from a
domestic or international client and then packs, ships and resells these goods. There are also a
number of intermediary players. For example, an import export agent is one who rarely invests
capital in inventory or deals in the merchandise, products or services directly. Instead, this
agent acts as an intermediary between manufacturers and distributors in one country and
buyers in another, finding the appropriate market for the goods, making a solid connection
and solidifying a business relationship between both parties. They are paid a commission
which is usually 10% of the transaction. Manufacturers may also decide to have their own
representative who is an expert in their particular industry and can give technical support. This
specialization may differentiate them from the sales representative who simply promotes the
product and then passes the sale to the seller. A distributor buys the imported product and
then sells it to another for further distribution to the buying public. Finally, there is the retailer
who then sells the merchandise to the customer. There are many different kinds of agents
involved in the import and export trade and the best type would depend on the needs, and
capabilities of the manufacturer who whishes to place his product on an international market.
From export management companies to individual sales representatives, there is a group of
qualified individuals able to help in this process