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Serbia’s SMEs and Exports
The Serbian SME Conference
Belgrade
October 2003
Project “Non Financial Project “Non Financial Assistance to SMEs in Serbia”Assistance to SMEs in Serbia”
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A presentation in two parts:
1. The Enterprise and Exports
2. The State and Exports
Exports and SMEs
Project “Non Financial Project “Non Financial Assistance to SMEs in Serbia”Assistance to SMEs in Serbia”
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1. The Enterprise and Exports
Why export? 1
Objectives in exporting:
• to increase sales and profitability
• to utilise production capacity to the full
• to achieve greater business security by spreading risks over a number of markets
Project “Non Financial Project “Non Financial Assistance to SMEs in Serbia”Assistance to SMEs in Serbia”
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1. The Enterprise and Exports
Why export? 2
Reasons for exporting:
• lack of growth opportunities in the Serbian market
• not enough customers in Serbia for existing products
Project “Non Financial Project “Non Financial Assistance to SMEs in Serbia”Assistance to SMEs in Serbia”
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1. The Enterprise and Exports
The major steps
• identifying opportunities• selecting the market• entering the market • Identifying opportunities
• Selecting the market
• Entering the market
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1. The Enterprise and Exports
Identify opportunities1. Desk/field research in a manageable
number of markets: e.g Balkans
2. Information needed: size of market, import statistics, local economic data, regulations and approvals e.g. health, import licenses and tariffs, list of agents and importers
3. Information sources: SIEPA, SME Regional Agencies, Chambers, EICC
Project “Non Financial Project “Non Financial Assistance to SMEs in Serbia”Assistance to SMEs in Serbia”
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1. The Enterprise and Exports
Selecting export markets
• Concentrate on a few markets
• Choose a market where there is enough
potential to justify the effort
• Choose a market where product may have some competitive advantage – price, performance, quality
• Make sure the business can be handled
Project “Non Financial Project “Non Financial Assistance to SMEs in Serbia”Assistance to SMEs in Serbia”
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1. The Enterprise and Exports
Entering the market
Who will sell the product in the new
market and how will it be sold or
distributed?
• Agents/distributors
• Direct selling
Project “Non Financial Project “Non Financial Assistance to SMEs in Serbia”Assistance to SMEs in Serbia”
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1. The Enterprise and Exports
The agent
• Identify, short-list, select, make contact, negotiate and agree
• Is the agent interested in the product and of good reputation?
• Agent needs to believe that product will be successful and to have confidence in efficiency and reliability of producer
• Producer supports work of agent
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1. The Enterprise and Exports
Direct selling
• Supply the customer directly and manage all contacts directly
• Open sales/administrative office in the export market
• Selling by Internet
Project “Non Financial Project “Non Financial Assistance to SMEs in SerbiaAssistance to SMEs in Serbia””
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1. The Enterprise and Exports
Export issues
• Promotion of product
• Pricing
• Transport and transit insurance
• Export credit – international trade risks
• Export finance
• Risk management
Project “Non Financial Project “Non Financial Assistance to SMEs in SerbiaAssistance to SMEs in Serbia””
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Part 2The State and Exports
International SME Conference
Belgrade
October 2003
Project “Non Financial Project “Non Financial Assistance to SMEs in SerbiaAssistance to SMEs in Serbia””
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2. The State and Exports
Serbia needs more exports
Serbia needs a strong export sector to:
• reduce a large foreign trade deficit
• absorb existing unused production capacity in a small domestic market
• add to national wealth and employment
• improve competitiveness and quality of enterprises and products
Project “Non Financial Project “Non Financial Assistance to SMEs in SerbiaAssistance to SMEs in Serbia””
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2. The State and Exports Barriers to SME exports
• Lack of finance and insurance facilities• Inadequate information and research on
potential export markets• No technical assistance for quality,
standards and design• Trade barriers • Inadequate institutional support for SME
export development and promotion
Project “Non Financial Project “Non Financial Assistance to SMEs in SerbiaAssistance to SMEs in Serbia””
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2. The State and Exports
Policy priorities
• Promotional support for main markets
• Information and advisory services
• Developing export capabilities of competitive SMEs
• Export finance and insurance
• Quality assurance scheme
• Donor assistance for trade promotion
Project “Non Financial Project “Non Financial Assistance to SMEs in SerbiaAssistance to SMEs in Serbia””
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2. The State and Exports
New services for exporters
• SIEPA’s Export Department is being strengthened and a EU funded technical assistance programme has commenced
• Main role of SIEPA Export Department “Promotion of Serbian goods and services in foreign markets”
Project “Non Financial Project “Non Financial Assistance to SMEs in SerbiaAssistance to SMEs in Serbia””
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2. The State and Exports
Support for SME export capabilities
• USAID Serbian Enterprise Development project supports exports by client SMEs
• A network of Regional SME Agencies, provides direct advisory, information and training services to SMEs
• Capabilities of SME services providers being improved through various projects
Project “Non Financial Project “Non Financial Assistance to SMEs in SerbiaAssistance to SMEs in Serbia””