Helping Michigan Manufacturers Grow Through Exporting

Michigan manufacturers are recognized globally for quality, innovation and reliability. From advanced automotive systems to industrial machinery and precision components, companies across the state already produce goods that are well positioned for international markets.
Even so, exporting is not always straightforward. Many manufacturers face challenges such as managing cash flow, navigating foreign buyer risk and securing financing. These factors can make global opportunities feel more complex than domestic sales.
What is less widely known is that federal resources exist specifically to help address these challenges and support U.S. manufacturers as they grow internationally.

Supporting Cash Flow for International Orders

Exporting often requires significant upfront investment. Materials must be purchased, production may need to scale and goods must be shipped before payment is received.
One available resource is EXIM’s Working Capital Loan Guarantee program. By providing a federal guarantee to commercial lenders, this program can help manufacturers access financing tied to export-related assets such as foreign receivables and inventory.
For companies looking to take on larger orders or expand into new markets, this type of support can help ease pressure on working capital.

Managing Risk While Expanding into New Markets

Another common concern is the risk of nonpayment from international buyers. Export credit insurance is one tool that can help manage this risk.
By protecting against losses from nonpayment, export credit insurance allows manufacturers to offer more competitive payment terms to overseas customers. This can make it easier to build relationships, enter new markets and compete with foreign suppliers that may already offer flexible terms.
The objective is not to eliminate risk entirely but to make it more manageable and support more confident decision-making.

Competing on Larger Global Opportunities

For manufacturers selling capital equipment or large-scale industrial products, financing can also be important from the buyer’s perspective.
In some cases, EXIM supports transactions by helping international buyers secure financing for U.S.-made goods. This support can improve competitiveness when financing plays a key role in purchasing decisions.

Turning Existing Strengths into Global Growth

Many Michigan manufacturers already produce goods that align with strong global demand. The opportunity is often not about changing what is produced but about having the right tools in place to support international sales.
Becoming familiar with available export resources can help companies:

1. Manage financial risk more effectively
2. Improve cash flow when scaling production
3. Compete more confidently in new markets

For manufacturers exploring or expanding their export strategy, understanding these tools can be a practical first step.

About the Author

Mariel Huasanga is a Regional Director for the Export-Import Bank of the United States (EXIM), assisting Michigan business owners in their exporting journey. She may be reached at mariel.huasanga@exim.gov.

Export-Import Bank of the United States (EXIM) is an MMA Premium Associate Member and has been an MMA member company since January 2024. Visit online: exim.gov.