1) What is an Export Management Company (EMC)? An Export Management Company is independent an firm that acts as an intermediary between two businesses operating in different countries. The EMC will typically represent just one of the two businesses. In this case, we would represent your company.
If you want to expand your business and increase your sales in foreign markets (Export), we act as your Sales person, matching up your products with distributors and customers around the world.
2) Why should we use an Agency? Why can’t we Export or Import products directly? Using an EMC helps your business solve a number of issues that come up in Global Trade. Whether for Import or Export, nothing is stopping you from entering foreign markets on your own, but consider these precautions.
First, be sure to surround yourself with a close network of friends and associates in the markets you want to enter. They should be trustworthy, knowledgeable, and well-connected themselves.
Second, be up to date on market-specific knowledge. You should know what supply and demand is like, as well as know who the competitors are (both domestic and overseas). And ALWAYS stay on top of the Import and Export Customs (and other governmental) regulations for the country to/from which you are exporting/importing.
Finally, understand how to prepare (or read and understand, if importing) pricing proposals. The terms of sale (or purchase) must be detailed in these documents, as these usually act as the final agreement between the two parties with regard to who pays shipping, insurance, and how and when payment is made.
Working as your Agent, we will have all of these bases covered for you. Whether it is maintaining a dependable global network of buyers and suppliers, or having the market-specific and governmental regulation knowledge, or even drafting, interpreting and explaining to you the proposals and agreements on the table, we take care of all the issues that come up, so you don’t have to.
3) What countries or markets do you service? Our partner network mainly covers the European countries with emphasis on the UK, Scandinavia, Spain and France. Apart from the above countries, and undertake more sophisticated projects involving the US markets, Africa, Asia and Middle East (Turkey, Qatar and United Arab Emirates). Obviously, the market demand and supply differ depending on the region and country. Our job is to find a perfect brand fit for you and the products you want to promote.
4) But how much does your service cost? Is it worth it?
As well you know, the cost is always a related to the risk of doing or not doing something differently .
Therefore, before raising the cost question you should ask yourself first:
How important are exports for my company?
Is my company ready to export ?
Do I know my competition in the target markets, their pros & cons?
Do we have skilled staff, time and resources to invest in exporting?
Do I have the appropriate expertise to enter new markets?
All the methods as well as marketing & sales actions you implement and apply in the Greek market, can not be applied in the same way to the other foreign markets and countries. This is because each target market has its own market rules, its own culture and its own peculiarities.
Therefore, any new target market is like the opening a new business with a new product. It's like starting from scratch.
Therefore, each movement abroad should be first carefully studied and read, secondly be accompanied by a measurable action plan and thirdly be supported and applied by experienced people.
Regarding the cost of our services, it always depends on the export readiness of the company.
The way in which we prefer to work is on a commission basis, that is paid only when there is a sale. This means that we care about closing a deal as much as you do. Also the commission that we charge is enough to cover our time and effort, as well as the expertise to make the introduction and/or penetration to foreign markets, and to ensure the shipment of goods to the final destination.
However, if a company is not export-ready and requires our support in formulating its strategy, rasing the necessary information and creating an integrated development plan, the cost varies dependiing on the individual circumstances and needs.
In this case we first agree on the deliverables, the time and cost of implementation involved. Once the agreed is completed, our collaboration moves to a commission based one.
5) In order to export our products, do we need an ISO-9001 or HACCP Certificate? This really depends on two things: 1) the foreign market we are approaching; and 2) the products we are trying to export. Usually though both ISO-9001 & HACCP Certifications are necessary (not very much however when selling to developing countries).