Presentation by Marolop Nainggolan Director of Export Development Cooperation Directorate General of National Export Development on “Expanding the Growth of SME Exports to Canada and the World” TPSA Project Final Conference - June 26, 2019 Focus: Knowledge, Skills Acquired and Outcomes, Impacts and Benefits Gained
Our Objectives TPSA project has shown a good collaboration and commitment between Indonesia and Canada on enhancing bilateral trade and strengthening the ties between two countries. This project also give significant impact for private sectors especially Indonesian SMEs regarding expanding their export to Canadian market and other countries. TPSA Project also supports DGNED on 1. Supporting Indonesian export promotion activities; 2. Conducting market and product development activities intended to support export development especially in the Canadian market for Indonesian exporter; 3. Providing information in the field of export development and other trade-related opportunities for Indonesian exporters; Conducting capacity building for MoT’s staffs, and Indonesian 4. exporters in the field of export development;
Identification of Priority Commodities and Products for Export to Canada Knowledge and Skills Gained: • DGNED and TREDA staff gained an understanding of how to identify and prioritize which products should be promoted to target markets by analyzing global import- export data and trends, in particular for exports to Canada. • Gained skills on where to access global import-export data, and how to analyze the data to identify “rising stars” and “missed opportunities” for export promotion for each target country.
Identification of Priority Commodities and Products for Export to Canada Benefits, Outcomes and Impacts Gained: • DGNED has gained increased confidence to continue a shift from a supply driven to a demand driven export promotion strategy • DGNED is now able to better allocate export promotion resources to products with higher potential for each target market
Workshop on Export Promotion of Services Knowledge and Skills Gained: ▪ Services trade policy and promotion methods ▪ Measuring and improving trade in services statistics ▪ A road map for SME export of services readiness ▪ How government agencies can support services exports ▪ How business associations can support services exports
Workshop on Export Promotion of Services Benefits, Outcomes and Impacts Gained: ▪ Government and business association participants discussed and agreed strategies on how to strengthen the involvement of SMEs in trade in services. ▪ Government and business association participants are now better equipped to apply tools and methods to promote the export of services. ▪ DGNED especially have best practices to participate in every international trade fair.
Forum for International Trade Training (FITT) Knowledge and Skills Gained: DGNED operational staff and SME trainers from Indonesia Export Training Center completed eight full course modules on key international trade topics: ▪ Global Business Environment ▪ Global Supply Chain Management ▪ International Marketing ▪ International Market Entry Strategies ▪ International Trade Research ▪ International Trade Finance ▪ Legal Aspects of International Trade ▪ International Trade Management
Forum for International Trade Training (FITT) Benefits, Outcomes and Impacts Gained: ▪ DGNED staff have a much deeper understanding of how international trade works and are applying this knowledge in their policy development and activity planning. ▪ DGNED trainers now have deeper knowledge of international trade practices, which has been used to improve SME training curriculum.
Workshop on Export Development MoUs Knowledge and Skills Gained: ▪ What aspects to consider before the drafting and negotiation starts, such as who, where, when and how the proposed cooperation will take place. ▪ The identification of a range of developmental activities that could be covered by MoUs. ▪ Specific legal clauses or elements to include in the drafting. ▪ How to negotiate MoUs to ensure sustainable win-win benefits and results.
Workshop on Export Development MoUs Benefits, Outcomes and Impacts Gained: ▪ DGNED staff now have new knowledge and skills on how to prepare for, draft and negotiate win-win export development MoUs. ▪ DGNED now has a reference manual and updated MoU master templates to make the task of negotiating MoUs faster, and more effective. ▪ DGNED now know to identify what DGNED needs on the cooperation and negotiation
Step-by-Step Guides for Exporting to Canada Knowledge and Skills Gained: DGNED, and the SMEs that DGNED trains and assists now have a detailed step-by-step guide that covers all key aspects of exporting to Canada and similar countries: ▪ How to assess SME export readiness ▪ How to conduct an SME SWOT analysis ▪ How to prepare an Export Plan ▪ How to conduct Market Research ▪ How to develop a Marketing Strategy ▪ How to enter the Canadian market ▪ How to complete the sale ▪ Ensuring exports meet Indonesian export requirements ▪ Ensuring exports meet Canadian import requirements ▪ How to ship goods from Indonesia to Canada
Step-by-Step Guides for Exporting to Canada Benefits, Outcomes and Impacts Gained: ▪ DGNED have incorporated the manual and accompanying presentation into the SME training curriculum of the Indonesia Export Training Center. ▪ The guide is in use as reference tool to train new staff, and serves as a step-by-step operational manual for assisting SMEs.
How to Prepare Market Intelligence Reports Knowledge and Skills Gained: DGNED staff have gained new insights into how to produce high-quality market intelligence reports that are useful to Indonesian exporters. Training covered: ▪ How to define the main audience ▪ How to define the main outcomes and expected results ▪ Understanding Primary vs. Secondary research ▪ Understanding Qualitative vs. Quantitative Data ▪ Creating a Comprehensive Outline ▪ Identifying Tools to Gather Market Information
How to Prepare Market Intelligence Reports Benefits, Outcomes and Impacts Gained: ▪ DGNED is now able to produce improved market intelligence reports that meet the needs of exporters. ▪ DGNED staff are now using the manual developed by this activity as an operational step-by-step guide to follow. ▪ DGNED now have capacity to identify the information that was not provided in the internet.
How to select SMEs for Trade Shows Knowledge and Skills Gained: DGNED staff were trained on how to identify trade shows suitable for Indonesian SMES, and how to identify SMEs that could generate sales by participating. Training covered: ▪ How to identify appropriate trade shows ▪ Obtaining country and sector intelligence ▪ How to establish criteria for SME selection ▪ How to assess and select SMEs
How to select SMEs for Trade Shows Benefits, Outcomes and Impacts Gained: ▪ DGNED now have a manual and criteria for selecting SMEs with ability to export, and for rejecting SMEs which are not ready or not suitable for a specific trade fair. ▪ Improved selection of SMEs has resulted in greater probability of new SME export sales, and more effective utilization of export promotion resources.
Guide on how to Benefit from Trade Shows Knowledge and Skills Gained: DGNED and TPSA worked closely together to develop a comprehensive guide and training materials on how to prepare for, attend and benefit from international trade shows. The guide covers: ▪ Purpose and function of international trade shows ▪ Getting ready for international trade shows ▪ Before the trade show: Planning and preparing ▪ During the trade show: Do’s and Don’ts ▪ After the trade show: Follow-up actions
Guide on how to Benefit from Trade Shows Benefits, Outcomes and Impacts Gained: ▪ DGNED, Business Associations, and SMEs now have a common frame of reference and step-by-step guide that demystifies the process of preparing for, participating in, and benefitting from trade shows. ▪ The trade show guide and training material has helped to improve the curriculum of the Indonesian Export Training Centre via their collaboration on it’s development.
Results of Partnership with the TPSA Project ▪ DGNED staff have gained a deeper and sustainable understanding of the opportunities and the successful methods for increasing SME exports to Canada and the world. ▪ The training and tools developed during each of the TPSA project activities are being actively used to improve the implementation and effectiveness of the activities we do to increase Indonesia’s exports.
TERIMA KASIH
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