Fabryka I. Management of export potential of enterprises of machine-building industry

The dissertation is devoted to theoretical substantiating and developing the methodical approaches and practical recommendations on management of export potential of machine-building enterprises. The object of the research is the processes of managing the export potential of the Ukrainian machine-building enterprises in the conditions of transformation of foreign trade relations. The dissertation purpose is to deepen theoretical and methodological foundations and scientific substantiation of methodical approaches to managing the export potential of machine-building enterprises. The system-analytical method, method of statistical analysis, problem-oriented method, the method of expert assessments, economic and mathematical methods were used during the performance of scientific research. Theoretical results: the category "export potential" is specified with respect to machine-building enterprises; the mechanism of managing the export potential of an enterprise is developed on the principle of import substituting the component of material costs; the structural-logical scheme of determining the export potential of an enterprise concerning the sales of products in foreign markets is improved; the methodical approach regarding export pricing for the products of machine-building enterprises has been improved; the methodical approach to determining the competitiveness level of products of machine-building enterprises is improved; methodological provisions of forecasting the export potential of a machine-building enterprise are completed that allows determining the export potential, depending on the changes in sales volume, imports, and domestic consumption of the products of a machine-building enterprise, and management mechanism of its export potential on the basis of import substituting the component of material costs with introducing the practice of service support and service sales. Scientific developments were developed up to the level of specific practical recommendations aimed at further improving the methodological support of export potential management of domestic machine-building enterprices in the world markets, followed by the introduction in the enterprises of machine building industry, namely JSC "Hidrosyla", LLC "Mash-Servis" and LLC " Krivbasinterinvest".