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GLOBAL TRENDS what shapes the the future of international trade training

Hasse Karlsson, Chairman IATTO

IATTO Mini Forum London 22 October 2014

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The home market in many countries are to small, even for SMEs, to grow and for most companies international growth is a necessity to stay competitive.

This is also of strategic importance for developing countries whose economies are largely export dependent.

A GROWING NEED

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CAPACITY BUILDING BOOST EXPORT • Capacity building is the most important aspect that should be stimulated by the support measure. International competences of the enterprises should be trained. (EIM Business & Policy Research – 27 countries in EU, 2011)

• Export rose by 800.000 euro in Slovenian SMEs in the first year after completion of the international trade training and 1 million euro in Estonia. (ITM WORLDWIDE, 2012)

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PARADIGM SHIFT IN TRADE TRAINING

Large companies SMEs Knowledge Skills Expert Teaching International business men Exam Approved Business Plan National Networking International Networking

National trade training Cross border trade training National qualifications Global qualifications

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The solution is not only advisory and consultancyservices but capacity building within the company

TRADE BARRIERS

The biggest obstacle for SMEs to grow Internationally is lack of trade skills Focus on

Skills

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TRADE BARRIERS

Need for Export

Business Coach

According to an article in Harvard Business Review (February 2013) the ‘knowledge-doing gap’ between universities and SMEsis another obstacle. Knowledge must beturned into action to be applicable in an SME.

To implement an export business plan an export coach with international business experience is needed.

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TRADE BARRIERS

VocationalTraining

International trade training must take place in parallell with working in acompany ti bridge the gap between universities and SMEs. This is called vocational training.

Lecturers must have an international business experience to be able to implement the knowledge.

BusinessExperience

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TRADE BARRIERS

InternationalNetworking

Lack of international networks for trade, especially for SMEs.

The international network comprises international colleagues, experts in international trade and customers.

Network building is a precondition for international trade, and demands a high level of language skills, cultural understanding and social skills.

HOW DOES IATTO MEET THESE

CHALLENGES

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IATTO CERTIFICATION SYSTEM DIPLOMA LEVEL

• University degree Training must be vocational Participants are employed 50% of trainers must have 10 years of business experience Participant must have access to a business coach Assignments must be assessed by an international businessmen A global certification system

IATTOCHALLENGES

Knowledge Network

What How

Trade RegulationsMarket ResearchTrade MarketingTrade StrategiesExport Business Plan

Export Sales TrainingCross CultureExport Coaching

National Network

InternationalNetwork

ColleaguesExperts

ColleaguesExpertsCustomers

Global Quality Trade Opportunities

A new IATTO model for capacity building

• Increase the number of IATTO Accredited Members

• Increase the number of IATTO Certified Programs

• Increase the number of IATTO World Trade Professionals