Organizing For Exporting

• A company new to exporting generally treats its export sales the same as domestic sales.
  • This is a mistake.

• Two key advantages of separating international from domestic business are:
  • The centralization of specialized skills needed to deal with international markets.
  • A focused effort on export sales.

• Separating international from domestic business may be done at different levels in the organization.
  • For example, at first a company may create an export department with a full or part-time manager.
    • Reporting to the head of sales.
  • Later on, a company may choose to increase the autonomy of the export department.
    • Reporting to the company president.

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© 2004 John Michael Pierobon

Notes