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4.2.3 Policy measures and tools
In the countries surveyed, SME export promotion strategies, as implemented by TPOs, as well as other
public or international institution, address largely the following key challenges, common to current or
potential SME exporters: i) Access to markets; ii) Skills development; iii) Access to finance and credit
export guarantees; and, though to a lesser degree iv) Clustering and access to technology and
innovation
4.2.3.1 Access to markets
Informational barriers represent serious impediments to SME export activities in all countries
surveyed and are typically identified by TPOs as the main target for their support programmes. In OIC
countries, these informational barriers concern many different aspects of foreign trade, including
regulations and standards, custom procedures, foreign business environment and customers,
distribution channels and potential business partners, and, also available trade promotion instruments.
The information gaps often limit the capacity of SMEs to benefit from opportunities created through
multilateral or bilateral negotiations, as well as to seize opportunities that expanding global production
networks may bring forward.
The most common tools developed in this area consist in information access points, increasingly also
in the form of on-line portals, regular publications of trade statistics, generic market information or
reports on specific markets, as well as workshops and seminars that may be targeted for a selected
group of enterprises. Access to market is also promoted through matching services, whereby potential
foreign partners are identified and linkages with local businesses created. In Malaysia, MATRADE is
often the first reference point for enquiries and visits by foreign importers. The agency's role is then to
match them with compatible local partners who can offer the products and services they seek.
In this area, beside TPOs, an important role for diffusing information and increasing awareness by
entrepreneurs is generally played by Business Associations and Chambers of Commerce. Indeed, the
lack or weakness of this business institutional fabric has been recognised in some of the countries
analysed as an additional obstacle to reach out to SMEs with information and other support
programmes.
In some countries, efforts have been made to develop a market for trade assistance services, to favour
the development of professional services in this area, which may enrich the local business eco-system.
Malaysia’s Going Export (GoEx) programme provides an example in this regard. It aims to address
challenges faced by SMEs on new market entry overseas due to the high upfront costs and lack of
detailed knowledge about the new markets and competitors. Through a structured planning and
technical advisory, the programme facilitates SMEs to access detailed information on the targeted
markets, including information on: buyers; competitors; pricing; logistics; supply chain; consumer
preference, regulations, legislation. Over time, however, the programme aims to build a pool of
experts who can help provide value-added services which are crucial to ensure the success in exports
(Box 4.4).
In Yemen, the Small Micro Enterprise Promotion Services (SMEPS) considers consultants and
providers of business development services as key strategic partners for the business and technical
development of SMEs. For this purpose, SMEPS has created a database of Yemeni consultants based
in the cities of Sana’a, Aden, Taiz and Mukalla. The database has been uploaded into a strongly
promoted directory based website. Promoting the database may encourage SMEs (with partial
financing through SMEPS programmes) to avail themselves of professional consultancy services to
improve their businesses. The website will also produce regularly business reports and business
consultancy papers.