ISSUES TO CONSIDER WHEN CREATING OR JOINING AN EXPORT TRADING COMPANY

This paper is positioned as a manager's guide to the new export opportunity, the export trading company (ETC). ETCs are defined in terms of both the legislative provisions and practical managerial opportunities. A number of different ETC models are presented, both hypothetical and real. Guidelines for creating or joining an ETC are offered, and expectations for short‐term performance are assessed by reference to practical examples of new ETCs. Perspectives for future development of U.S. ETCs are also presented.