The Temporary Export Manager: A Pillar for the Internationalisation of SMEs

But who is and what does the Temporary Export Manager do?

In the current global economic environment, the Temporary Export Manager is becoming an increasingly important figure, small and medium-sized enterprises (SMEs) are facing unprecedented challenges. The need to expand their market beyond national borders has become not only an option, but often a question of survival. In this scenario, the figure of the Temporary Export Manager (TEM), a specialised professional who offers strategic expertise to facilitate the internationalisation of companies. This article will explore in detail the role, skills and benefits associated with this crucial figure.

The Role of the Temporary Export Manager

The Temporary Export Manager is an external consultant who works on a contract basis for a limited period, usually between six months and two years, to help companies develop and implement export strategies. His main mission is to guide the company through the internationalisation process, providing support in various areas, including:

• Market AnalysisTEM conducts in-depth research on foreign markets, identifying opportunities and threats. This includes analysis of competition, consumer trends and local regulations.
• Development of Sales StrategiesBased on the information gathered, the TEM develops customised sales strategies for the target market, defining distribution channels and pricing policies.
• Staff Training and SupportTEM works closely with internal staff, providing training and support to ensure that export strategies are understood and implemented correctly.
• Networking and Commercial Relations: A key aspect of the TEM work is networking with distributors, agents and potential customers in foreign markets.

Skills Necessary for a Temporary Export Manager

To perform their role effectively, a Temporary Export Manager must possess a set of specific skills:

• Skills in International Marketing: Fundamental to understanding the dynamics of foreign markets and adapting marketing strategies to local peculiarities.
• Previous Experience: A well-established background in similar roles is crucial to ensure that TEM can meet the challenges in an effective and timely manner.
• Communication and Relational SkillsEssential for interacting with internal staff and external partners. The ability to communicate in several languages, particularly English, is a significant advantage.
• Analytical Capabilities: The TEM must be able to analyse complex data and translate them into practical, actionable strategies.
• Flexibility and AdaptabilityEach market is unique and TEM must be able to adapt its strategies to different cultures and regulations.

Advantages of using a Temporary Export Manager

Hiring a Temporary Export Manager offers numerous advantages to SMEs wishing to expand their business internationally:

• Costs ContainedCompared to hiring a full-time export manager, TEM is a cheaper solution, as the company only pays for the period of actual service.
• Access to Specialised Skills: SMEs often lack the necessary skills for internationalisation. A TEM brings with it specific know-how and a network of contacts that can prove invaluable.
• Flexibility: Companies can hire a TEM only when needed, thus avoiding long-term fixed costs. This is particularly advantageous for SMEs that are just starting to explore foreign markets.
• Focus on Results: Since TEM works with defined deadlines, there is more pressure to achieve tangible results in a short time, which can speed up the internationalisation process.

The Internationalisation Process with a Temporary Export Manager

Internationalisation is a complex process that requires careful planning and a well-defined strategy. Here is how a Temporary Export Manager can guide a company through this process:

1. Initial AssessmentTEM starts with a thorough assessment of the company, its capabilities and its internationalisation goals.
2. Market ResearchA market analysis is conducted to identify the most promising target countries. This includes assessing the demand for the company's products or services, as well as barriers to entry.
3. Strategy DevelopmentBased on the research results, the TEM develops a market entry strategy, which may include the choice of distribution channels, marketing strategies and pricing policies.
4. ImplementationTEM works with company personnel to implement the strategy, providing training and ongoing support.
5. Monitoring and EvaluationOnce the export activity has started, TEM monitors the results and makes the necessary changes to optimise performance.

Case Studies and Successes

Numerous examples demonstrate the effectiveness of the Temporary Export Manager in helping SMEs to expand its international business.

For example, an Italian company specialising in design products hired a TEM to enter the North American market. Thanks to detailed market research and networking, the company saw a 30% increase in sales in the first year.

Another case concerns a machinery manufacturer that used a TEM to explore opportunities in Asia. The manager identified a strategic local partner, thus facilitating the company's entry into the market and reducing the associated risks.

The figure of the Temporary Export Manager is emerging as a key element for SMEs wishing to meet the challenges of internationalisation. With specialised expertise, a flexible approach and a focus on results, TEM offers valuable support for companies seeking to expand their business beyond national borders.

In an increasingly globalised world, investing in a Temporary Export Manager can be a key strategic decision for the long-term success of SMEs.

Language Skills Required for a Temporary Export Manager

The figure of the Temporary Export Manager (TEM) is gaining increasing relevance in the context of the internationalisation of small and medium-sized enterprises (SMEs). A crucial aspect of his or her role is language skills, which not only facilitate communication but are also crucial for the success of export strategies. In this article, we will explore the language skills most in demand for a Temporary Export Manager and their impact on the effectiveness of international operations.

The Importance of Language Skills

Language skills are essential for a Temporary Export Manager for several reasons:

• Interaction with External MarketsA TEM operates in international contexts and has to interface with local customers, suppliers and business partners. Knowledge of the target market's language is essential for building strong and trusting relationships.
• Effective Communication: The ability to communicate clearly in several languages reduces the risk of misunderstandings and facilitates smoother negotiations. This is especially important in sectors where technical details and product specifications are crucial.
• Access to Information: Many research and update materials in the field of marketing and economics are available in English and other languages. Knowledge of these languages allows the TEM to stay up-to-date on market trends and best practices.
• Market Competitiveness: Companies that invest in language skills tend to gain a competitive advantage. The ability to communicate in the native language of customers can positively influence purchasing decisions and improve the corporate image.

Essential Languages for a Temporary Export Manager

1. English: It is considered the lingua franca of international trade. Fluency in English is a must, as many business communications and documentation are written in this language. Knowledge of English also provides access to a wide range of resources and market research.
2. Local Languages: Depending on the target markets, knowledge of local languages may prove crucial. For example:

• Spanish: Essential for operating in Latin America and Spain.
• Chinese (Mandarin): Essential to enter the Chinese market, one of the largest in the world.
• German: Important for trade relations with Germany and other German-speaking countries.
• FrenchUseful for markets in France, Belgium, Switzerland and many African countries.

1. Other Strategic Languages: Depending on the specificity of the sector and the markets of interest, other languages such as Portuguese, Arabic or Russian may be advantageous.

Benefits of Multilingual Skills

Companies that employ Temporary Export Managers with multiple language skills can experience several advantages:

• Improving Commercial Relations: The ability to communicate in the language of the customer fosters stronger and more lasting relationships.
• Increased Sales Opportunities: Companies that speak the local language are more likely to win contracts and expand their customer base.
• Minimising Language Barriers: Knowledge of local languages helps to overcome cultural and language barriers, facilitating entry into new markets.
• Cultural AdaptationUnderstanding the language also implies greater cultural sensitivity, which is crucial for adapting marketing and sales strategies.

In an increasingly interconnected global context, language skills are a key element for the success of a Temporary Export Manager.

Fluency in English is essential, but knowledge of local languages can make the difference in building effective business relationships and ensuring successful internationalisation strategies.

Investing in language skills not only improves business performance, but also contributes to a more inclusive and diverse work environment, able to meet the challenges of the global market.