PROBLEMS ENCOUNTERED BY AGRICULTURAL MARKETING FIRM IN FOOD AND AGRICULTURAL PRODUCT EXPORTING: ANALYSIS OF SURVEY RESULTS

Agricultural marketing firms encounter many'problems in their exporting efforts. Unfortunately, many of these problems deter valueadded firms in particular from exporting, and their potential contribution to reducing the United States' trade deficit could be substantial. This paper evaluates potential problems common to agricultural exporting firms to determine major deficiencies in trade support services. A three-page survey vas mailed to 219 Texas agricultural fir11S, 55 of vho• responded. Survey responses vere elicited for three proble• areas (Knowledge Gaps, "erketing end "erket Access, and Export Finance> along three tiae frames (Start-up, Ongoing, and Expansion>. An analysis of the means of the survey iteas shoved startup end financial problems to be the areas of greatest concern to agricultural exporters. Furthermore, export finance probleas vere found to be especially troubling for smeller firms and firms vith fever years of export experience. A revised, comprehensive export policy vith an emphasis on financial assistance targeted to smaller firms or designed to encourage nev exporters could serve to increase total United States' agricultural exports while helping those vho are not able to compete effectively in existing world market structures