Indirect Exporting: The Smart Way to Conquer Global Markets

Distinguishing Direct Exporting and Indirect Exporting: A Tabular Comparison. Direct exporting occurs when the manufacturer independently conducts the export activity, while indirect exporting involves the manufacturer engaging the services of an export intermediary agency to export goods through intermediaries. Explore further details…

direct and indirect exporting
direct and indirect exporting

Difference between Direct Exporting and indirect exporting

CriteriaDirect ExportingIndirect Exporting
MeaningWhen the export activity is directly carried out by the manufacturer of the goods, it is called as direct exporting.In indirect exporting, the manufacturer hires the services of an export intermediary agency to export his goods through the intermediaries.
Control🎛️ Since all the activities such as packaging, promotion, shipment, and distribution are carried on own, the manufacturer enjoys the control over the entire export activity.🚫 As the services are outsourced to export intermediary agencies, no control exists at the manufacturer’s end. All the activities are executed by export agencies.
Customer Interaction🤝 In direct exporting, the exporter directly contacts the customer. This helps the customer know the seller better, and his faith and confidence in the exporter will be better. Direct interaction with the customer helps the exporter know the market pulse better.🔄 No direct contact exists between the manufacturer and the customer. Intermediaries engaged by the manufacturer contact and communicate with the customer. So, there is no opportunity for the original exporter to engage with customers abroad.
Reputation Overseas🌐 Direct exporter engages with the foreign customer directly. This will help him earn the goodwill of the overseas market.🚫 Since the original exporter does not directly brand his products in the overseas market by outsourcing the same to exporting agencies, it’s not possible for him to earn the reputation overseas.
Risks Involved☂️ Direct exporter himself has to bear all the risks involved from production to distribution.🌐 Post shipment of goods, export agency will have to bear all the risks involved.
Investment Involved💰 To export the goods directly, the manufacturer has to invest in building up the overseas network and setting up necessary export infrastructure.🔄 No need to invest in building up export infrastructure. Exporting intermediary will already have developed a network and necessary infrastructure.
Pricing Decisions💹 Since the manufacturer carries out the exporting activity, he is entitled to make his own pricing decisions that determine the overseas price for his products.💸 Pricing decisions are made by exporting intermediaries. The original manufacturer will not have any right to determine the price for his products.
Export Incentives🏦 Direct exporter can claim all the available export credits and duty drawbacks as all the relevant documents and invoices are in his name.🚫 Original manufacturer may not be able to claim the credits and incentives unless the invoices and relevant documents are in his name.
Suitability🏢 This method is suitable for large enterprises as it involves more costs and resources.🌱 This method is best for startups and small-scale enterprises as they may not be able to invest an additional amount for setting up necessary export infrastructure.
Future Oriented🔮 Direct engagement with overseas customers will provide first-hand market information that may help in future expansions in foreign markets.📉 First-hand market information is available to export intermediaries and not to the original manufacturer. So, relatively it is not future-oriented in case one wants to directly expand overseas in the future.
Technical Inputs🧠 In case you are a novice to the exporting activity, you have to depend on external agencies for every input necessary to ensure successful execution of export transactions.🛠️ Exporting intermediaries possess a lot of experience and specialized knowledge as they wholly engage in exports and imports. So, one can seek their technical advice whenever necessary.
Transparency🔍 Direct dealings between the manufacturer and the foreign customer ensure complete transparency in terms of product authenticity, post-sale services, and usage of patents and trademarks.🚫 No scope for such transparency as the deals with the customers are done through export intermediaries.

Direct Exporting and Indirect Exporting FAQ

What is the fundamental difference between direct exporting and indirect exporting?

Direct Exporting: The manufacturer directly carries out the export activity, handling all aspects independently.
Indirect Exporting: The manufacturer utilizes the services of an export intermediary agency to export goods through intermediaries.

Who has more control over the export activity in direct exporting?

Direct Exporting: The manufacturer enjoys complete control over the entire export activity.
Indirect Exporting: No control exists at the manufacturer’s end as services are outsourced to export intermediary agencies.

How does customer interaction differ between direct and indirect exporting?

Direct Exporting: The exporter directly contacts the customer, fostering better understanding and confidence.
Indirect Exporting: There is no direct contact; intermediaries engaged by the manufacturer communicate with the customer.

What about reputation overseas in direct and indirect exporting?

Direct Exporting: Direct engagement helps the exporter earn goodwill in the overseas market.
Indirect Exporting: The original exporter may not directly brand products, impacting the ability to earn a reputation overseas.

Who bears the risks involved in the export process?

Direct Exporting: The direct exporter bears all risks from production to distribution.
Indirect Exporting: Export agencies bear risks post-shipment of goods.

Sanjeet Kumar is a graduate of Journalism, Psychology, and English. Passionate about communication - with words spoken and unspoken, written and unwritten - he looks forward to learning and growing at every opportunity. Pursuing a Post-graduate Diploma in Translation Studies, he aims to do his part in saving the 'lost…

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