The most common methods are direct marketing and indirect marketing through intermediaries.

 

Direct marketing requires a total dedication of time and resources, and finances to identify opportunities in a foreign market.

 

The company and its management team are responsible for market research, planning and distribution of the product in a manner, which will produce satisfactory sales results.

 

This is a feasible option for larger companies that have time and resources to devote to exporting. Brand management is another key decision.

 

If a firm wants to control its brand, that will drive options, but if a firm is willing to trust brand development to others, another array of options are opened.

 

Another factor to consider is the importance of personal relationships in exporting. In the long run it may be more profitable for a company to build relationships themselves rather than do so through a third party.

 

For small and medium-sized companies, indirect marketing through intermediaries is more feasible and can be a good first step in exporting.

 

For example, the use of Export Management Companies (EMCs) and Export Trading Companies (ETCs) can give a smaller firm representation in foreign markets without as significant a commitment of time and money as if it takes on all responsibilities itself.

 

In indirect marketing, management maintains control over the export process while benefiting from the knowledge and expertise of an intermediary.

 

Frequently, the exporting company has a reduced level of financial risk because the intermediary assumes the responsibility for finding overseas buyers, shipping products and collecting payment.