ABSTRACT
An export management company (EMC) would perform activities similar to what Buonanno does at Muller, Inc. Additionally, some EMCs would work on commission, reducing the financial risk of developing the international market. To evaluate the desirability of prospective EMCs, a preliminary investigation of firms in Category 22 in the Directory of Export Management Companies produced by the Federation of International Trade Associations (FITA) might be helpful. An international channel of distribution consists of organizations that facilitate the flows of transaction and ownership. Two basic marketing channel alternatives exist for the international marketer, a direct channel or an indirect channel. In international marketing, if the seller negotiates the sale with an intermediary or customer whose residence is outside the domestic market, the channel is designated a direct channel. With indirect channels, the transaction is much like any other domestic sale with a minimum of concern about the foreign market required.
