When it comes to exporting, most small and medium-sized exporters focus on securing the best possible sales price for their goods. After all, high prices should translate into strong revenues, right?

Not always. 

In reality, your revenue is determined by this simple equation:

Sales Price - Production Cost - Sales Expenses = Revenue. 

While the sales price matters, unexpected costs can quietly eat away at your margins, turning what seemed like a profitable deal into a financial headache (especially during a volatile market). 

The real danger lies in unexpected costs you can’t control. These hidden expenses—whether from logistics, quality issues, or unfavorable terms with buyers—can disrupt cash flow, strain operations, and even jeopardize the sustainability of your business. 

Read more: The Real Cost of FOB: How FOB Pricing is Squeezing Fruit Exporters

Let’s explore four major challenges exporters face and how they directly impact this critical equation.

Step 1 | Exporters gain control over sales expenses

Step 2 | Exporters know their fruit better than anyone else

Step 3 | Exporters have access to information

Step 4 | Exporters know what to expect (and to pay)

The bottom line

Exporting isn’t just about securing the highest sales price—it’s about controlling the costs and challenges that eat into your revenue. By addressing these four challenges with the right tools and trusted partners, exporters can take back control of their supply chain, safeguard their margins, and build long-term sustainability.

With SAFTA’s solutions, small and medium-sized exporters can turn unpredictable markets into stable opportunities, ensuring that Sales Price - Expenses = Meaningful Revenue.