3.5 间接出口中使用的中间商-Intermediaries used in indirect exporting
出口管理公司-Export management companies
出口管理公司将作为卖方的出口部门，并成立以提供全方位的服务。他们将代表卖方行事，以卖方的名义或以自己的名义收取佣金，工资或保留费加佣金。一些较大的出口管理公司可以通过安排融资或直接购买产品为卖方提供即时付款。通常，出口管理公司将拥有产品或市场方面的专业知识，这是对于卖方的主要优势之一。使用这种公司的主要缺点是卖方可能会失去对其产品营销和销售的所有控制权。
Export management companies will act as the export department for the seller and are set up to provide a whole range of services. They will act on behalf of the seller, either in the name of the seller or in their own name for a commission, salary, or retainer fee plus commission. Some of the larger export management companies can provide immediate payment for the seller by either arranging financing or by directly purchasing the product. Typically, the export management company will have expertise either in products or in the market, which is one of the main advantages to the seller. The main disadvantage of using such a firm is that the seller can potentially lose all control over the marketing and sale of its products.
贸易公司-Trading houses
出口贸易公司将直接从制造商处购买商品，并在海外市场销售。它们通常是特定于产品或特定于市场的。一旦他们从制造商那里购买了商品，他们就可以以他们选择的任何价格将它们出售给他们想要的任何人。同样，制造公司将失去所有控制权;但是，好处是会产生额外的销售。
Export trading houses will purchase the goods directly from the manufacturer and sell them on in an overseas market. They are often product‑specific or market‑specific. Once they have purchased the goods from the manufacturer, they are then able to sell them to whoever they wish and at whatever price they choose. Again, the manufacturing company will lose all control; however, the upside is that additional sales are generated.
保付公司-Confirming houses
严格来说，保付公司不是出口公司的入境途径。他们是受外国买家委托从卖家所在国家/地区寻找产品的公司。他们将寻求以最低的价格获得产品，并将由其外国客户支付佣金。在某些情况下，保付公司可能是外国政府机构或准政府机构，其任务是促进其国家的出口贸易。它们提供买方向卖方付款的保证，如果买方的信用评级较差，这将非常有用。一些出口信贷机构可以履行确认机构的角色
Confirming houses are not, strictly speaking, a route to entry for an exporting company. They are firms commissioned by a foreign buyer to find products from the country of the seller. They will seek to obtain the product at the lowest price and will be paid a commission by their foreign client. In some instances, confirming houses may be foreign government agencies or quasi‑government firms that are tasked with promoting export trade for their country. They offer a guarantee of payment to the seller from the buyer, which is useful if the buyer has a poor credit rating. Some export credit agencies can fulfil the role of the confirming house (for more about export credit agencies, see Topic 13).
采购代理（位于卖方所在国家/地区）-
Buying agent (based in the seller’s country)
许多大型海外公司或采购机构将雇用代理商，其职责是为各自的公司或客户寻找产品和购买。他们的立场通常是采购产品并谈判销售合同;但是，由于它们位于买方的母国，因此销售合同将受母国法律的约束。
Many large overseas companies or buying agencies will employ agents whose responsibility is to look for products and buy for their respective companies or clients. Their position is usually to source the product and negotiate the sales contract; however, because they are based in the home country of the buyer, the sales contract would be subject to the home country’s law.
联合营销 Co‑marketing
联合营销是一种安排，其中一个制造商同意分销第二家公司的产品或服务。一个典型的例子是，当一家公司与海外买家签订合同，提供广泛的产品或服务时。供应公司可能没有能力履行整个合同，因此它将转向其他国内公司提供剩余的产品。然后，第二家公司能够将其产品出口到国际市场，这对第二家公司的优势在于，它通常能够出口其产品，分担与出口相关的营销和分销成本。
Co-marketing is an arrangement in which one manufacturer agrees to distribute a second firm’s product or service. A typical example would be when a company has a contract with an overseas buyer to provide a wide range of products or services. The supplying company may not have the capability to fulfil the whole of the contract, so it will turn to other domestic companies to provide the remaining products. This second company is then able to export its products to the international market, which has the advantage to the second company that it is often able to export its product, sharing the marketing and distribution costs associated with exporting.
Check your understanding
What is the difference between direct and indirect exporting?
2.3.1 Direct exporting vs indirect exporting
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