1 GLOBAL TRENDS what shapes the the future of international trade training Hasse Karlsson, Chairman IATTO IATTO Mini Forum London 22 October 2014

2 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

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

4 PARADIGM SHIFT IN TRADE TRAINING Large companiesSMEs Knowledge Skills Expert TeachingInternational business men Exam Approved Business Plan National Networking International Networking National trade training Cross border trade training National qualificationsGlobal qualifications

5 The solution is not only advisory and consultancy services but capacity building within the company TRADE BARRIERS The biggest obstacle for SMEs to grow Internationally is lack of trade skills Focus on Skills

6 TRADE BARRIERS Need for Export Business Coach Need for Export Business Coach According to an article in Harvard Business Review (February 2013) the ‘ knowledge- doing gap’ between universities and SMEs is another obstacle. Knowledge must be turned into action to be applicable in an SME. To implement an export business plan an export coach with international business experience is needed.

7 TRADE BARRIERS Vocational Training Vocational Training 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. Business Experience Business Experience

8 TRADE BARRIERS International Networking International Networking 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

10 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

IATTO CHALLENGES

Knowledge Network What How Trade Regulations Market Research Trade Marketing Trade Strategies Export Business Plan Export Sales Training Cross Culture Export Coaching National Network International Network International Network Colleagues Experts Colleagues Experts Customers Global QualityTrade 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