A exportação indireta via trading company sob a ótica de profissionais que participam da operação

Abstract

With globalization, numerous major brands have gone international in recent years and, as a result, Brazilian companies are increasingly seeking to enter the international market to expand their business. However, it is necessary to have knowledge of the target market and develop strategies on how to position your brand abroad. In this scenario, companies called trading companies that have the international know-how, offer the facility to operate all export operations for Brazilian manufacturers that aim to enter the foreign market. From that, this work analyzed the indirect export process using Trading Company from the perspective of professionals who participate in the operation. Therefore, in order to seek reports on the main characteristics and difficulties of international insertion using Trading Company, in-depth individual interviews were conducted with professionals from Brazilian manufacturing companies and trading companies. The main results shows that manufacturers and traders have a similar perception about the advantages of operating an indirect export. However, the adversities pointed out by the interviewees indicate that the relationship between the companies requires greater attention so that they can reach new markets together. [resumo fornecido pelo autor]