Recommendations for improving the export efficiency of domestic enterprises

Abstract

Introduction. One of the prerequisites for deciding on foreign economic activity (FEA) is its effectiveness. It is determined by comparing the economic result (profit, revenue) with the costs incurred by the enterprise to obtain such a result. Analysis of the effectiveness of foreign trade by the company provides an opportunity to make an informed management decision in the field of exports: which product is better to sell abroad, with which counterparties it is more profitable to cooperate, in what quantity, on what terms. The purpose of the paper is to study the main problems of improving the efficiency of exports of domestic enterprises, providing recommendations on the technology of finding intermediaries. Results. Many problems can arise when a company aims to increase the efficiency of its exports. The focus was on the problem of low efficiency of exports due to inflated prices for the services of intermediaries in foreign markets. The recommended technology of search and involvement of intermediaries was provided, which consists of the following stages: determining the purpose of finding an intermediary, determining the resource capabilities of the enterprise (personnel, financial, material), determining the type of intermediary (distributor, agent, representative, etc.), determining evaluation criteria, search for intermediaries on Internet resources (Europages, SME Internationalization Portal, etc.) or through own contacts, evaluation and comparison of intermediaries according to previously defined criteria and choosing one of them, meeting with an intermediary in the context of foreign business travel or video communication and discussing all the details of the agreement, signing the contract with the mediator and starting work with him. Conclusion. Implementation of the proposed recommendation will have a positive impact on the enterprise and will achieve the following effects: economic, due to reduced costs of sales, marketing, transportation, which will pass to the intermediary, as well as due to increased sales by increasing the company's visibility in foreign markets; social, due to the reduction of the burden on employees of sales and marketing departments, as some of their responsibilities will be transferred to the intermediary.