Exporting is a vital mechanism for expanding business operations beyond national borders, enabling access to new markets, driving revenue growth, and enhancing global competitiveness. It plays a pivotal role in brand development and encourages the adoption of innovation and advanced technologies.

However, international expansion also brings its share of challenges, from navigating regulatory frameworks and customs procedures to addressing cultural nuances and managing complex logistics. Thriving in this environment demands a combination of strategic foresight, operational expertise, and adaptability.

At the heart of successful export operations is the Export Manager, a role that demands deep understanding of global market dynamics, strong coordination capabilities, and strict adherence to international compliance standards.

We are proud to introduce Magdalena Magdić Županić, Export Manager at KONČAR – MES. With extensive experience in international trade, her vision is centered on strategic market expansion, cultivating robust partnerships, and supporting the company’s long-term global growth.

Could you briefly outline your experience in export management?

I have several years of experience managing export operations in the electric motor manufacturing sector, with a strong focus on the EU market. My responsibilities span the full spectrum of the export process—from market research and partner negotiations to logistics coordination and export documentation..

My approach is fundamentally relationship-driven. I view long-term partnerships as a key factor in sustaining growth and ensuring business resilience. Equally, product quality must never be compromised as trust is easily lost and difficult to regain.

Over time, I’ve learned that change is a constant in international business. Success hinges on our ability to anticipate and respond to those changes swiftly and strategically. Working in the highly regulated and competitive EU market has sharpened my ability to take a systematic, timely, and precision-driven approach to export, where quality, on-time delivery, and adaptability are non-negotiable success factors.

What are the key strategies you use for successful exporting?

Successful export operations rely on a structured, multi-layered approach. At KONČAR – MES, our strategy begins with comprehensive market research and analysis, followed by the development of a targeted market entry plan. A critical step is the establishment of strong distribution channels or direct access to end customers..

Equally important is defining a pricing strategy that reflects market-specific conditions and customer expectations—factoring in variables such as raw material cost fluctuations and global supply dynamics. Efficient logistics and supply chain management play a pivotal role in ensuring timely delivery and overall competitiveness. Our objective is always clear: to increase sales and expand our presence in priority markets.

Compliance is non-negotiable. We continuously monitor legal and customs regulations, track updates to international trade laws, and assess potential export restrictions in key regions. One of the growing challenges is the increasing complexity and volume of export documentation, which demands high attention to detail and a proactive response to changing requirements. Finally, we place a strong emphasis on targeted marketing activities throughout the entire export process. Ongoing market monitoring and agility in adapting to change are integral to our strategy.

How do you identify potential export markets?

Identifying the right export markets is a strategic process that combines data-driven analysis, trend monitoring, and informed decision-making. At KONČAR – MES, we analyze macroeconomic indicators, assess sector-specific demand, and conduct in-depth competitor and barrier analysis to determine market viability.

We also evaluate potential logistical challenges to assess the operational feasibility of each opportunity. Using a range of modern marketing and research tools, we are able to narrow our focus to the markets that best align with our capabilities and growth strategy, while eliminating those that do not offer strategic or financial value.

What are the biggest challenges you face in the export process?

The most significant challenges we encounter are related to logistics and transportation. Identifying dependable and well-matched carriers, especially for less frequent export destinations or newly established partnerships can be complex, particularly when operational risks are not yet minimized.

Financial risk is another factor, particularly in markets with extended payment terms or economic volatility. However, we mitigate this through strong relationship management and trusted partnerships.

How do you manage compliance with regulations and laws across different countries?

Navigating international regulations is one of the most complex elements of export operations. Each market requires a thorough understanding of local legal frameworks before entry, and we approach this challenge through a combination of due diligence and trusted partnerships.

Our long-standing collaboration with reliable logistics providers plays a key role - they offer practical insights into local procedures and documentation requirements. In some cases, we consult directly with customs authorities to ensure full compliance with import/export protocols. While collaboration with local legal experts and regional partners can be an effective strategy, the specific nature of our products often allows us to manage regulatory compliance internally.

How do you ensure product quality during the export process?

Quality assurance is central to our export philosophy. It safeguards our brand reputation, builds customer trust, and supports the development of long-term partnerships.

We enforce strict quality control at every stage of the process—from the initial sales order and production to final packaging and delivery. Our processes are governed by a system of certifications, standardized internal procedures, and detailed quality checks throughout the manufacturing lifecycle. Incoming raw materials are rigorously inspected, and each phase of production undergoes structured testing.

Packaging is adapted based on product type and destination to ensure transport safety and product integrity. A final outbound quality inspection before shipment is critical as it ensures that only products that meet our standards and the customer’s requirements leave our facility.

Equally important is continuous improvement, both in terms of business processes and employee development. Post-shipment, we actively gather customer feedback to further refine our offering. At KONČAR – MES, we view quality not as a checkpoint, but as a value embedded throughout the entire sales and production chain.

What strategies does KONČAR – MES use to stay competitive amid changing international market conditions?

Adaptability is a cornerstone of sustainable export success. At KONČAR – MES, we maintain agility through constant monitoring of global demand trends, regulatory shifts, and market-specific developments. As a manufacturing company, we place strong emphasis on keeping pace with technical standards and certifications required for market entry. We also track competitor activities to fine-tune our product development and pricing strategies. One of our key tactics is market diversification as exporting across multiple regions reduces dependency on any single market and allows us to mitigate geopolitical and economic risks.

We tailor our sales approach by product and region, ensuring maximum flexibility in a changing landscape. Internally, we invest heavily in ongoing employee education and training, which empowers our teams to act decisively in the face of change. Ultimately, our ability to observe market shifts and respond in real time is what enables us to remain competitive and resilient in today’s dynamic global environment.