Export promotion
SMEs must adopt international standards of product quality, innovation,
customer service, and reliability in view of the competition that
exists in the export markets. Exporting creates opportunities for
learning.
The domestic markets of the developing countries and of the economies
in transition are as a rule too small to allow for strong and lasting
economic growth. Globalisation broadens markets, as well, and SMEs
must seek wider markets in order to make the most of the advantage
of dealing in large volumes, by designing strategies for specialisation.
These strategies can be carried out only if entrepreneurs form networks
(as suppliers or subcontractors) and export.
SMEs in developing countries (with the exception of some Southeast
Asian nations) usually compete with the mass-market production of
large domestic companies -but without achieving their levels of
production and standards of quality. With lower profits, their workers
earn less pay than those employed by large enterprises.
Exporting, aside from offering larger markets, creates the opportunity
for technological and organisational learning. The leading enterprises
are present in the export markets; competitors will be evaluated
on the bases of standards similar to those offered by the leaders
as to product quality, innovativeness, customer service, reliability,
and so forth. Exporting gives enterprises an opportunity to restart
learning processes that fell by the wayside during the import substitution
period.
An array of instruments are used to promote exports. International
development organisations can participate in their implementation,
application, and perfecting, as follows:
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Promote in particular enterprises that have an export potential,
but little or no experience
-
Offer business service packages (business plans, export strategy,
and market studies)
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Contribute to entrepreneurial co-operation and integration
into networks
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Further subcontracting and collaboration with international
trading companies
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Facilitate access to international commercial information,
which should be timely, up-to-date, relevant, and specific
-
Conduct studies of the target market
-
Boost the supply of entrepreneurial services (technical assistance
and training)
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Encourage participation in commercial fairs and missions
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Offer training to SME export managers and build up their export
departments
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Implement electronic commerce solutions (B2B, above all) designed
especially for small and medium-sized export companies, more...
-
Training of quality assurance and management systems like ISO
9000, ISO 14000 and HACCP, more...
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Implement quality assurance systems like ISO 9000 and HACCP
-
Organise "Technological Missions" in OECD countries,
more...
Assistance should be given only to those enterprises (associations,
trade groups, or chambers) that have an evaluated export potential.
Such companies should contribute a fair share of the financing cost
of the measures, ranging as a rule from 30% to 60% of the total
costs.
My experience in this field includes the above mentioned instruments.
I have been working for 5 ½ years as European Codirector
in a SME and export promotion project funded by the European Commission.
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