GLOBAL TRENDS what shapes the the future of international trade training

1. IATTO Mini Forum London 22 October 2014 GLOBAL TRENDS whatshapes the the futureof international tradetraining Hasse Karlsson, Chairman IATTO

2. A GROWING NEED 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.

3. CAPACITY BUILDING BOOST EXPORT • Capacitybuilding is the mostimportantaspectthatshould be stimulated • by the support measure. International competencesof the enterprises • shouldbe trained. (EIM Business & Policy Research – 27 countries in EU, 2011) • Export rose by 800.000 euro in Slovenian SMEs in the firstyearafter • completionof the international tradetraining and 1 million euro in Estonia. • (ITM WORLDWIDE, 2012)

4. PARADIGM SHIFT IN TRADE TRAINING LargecompaniesSMEs KnowledgeSkills Expert TeachingInternational business men ExamApprovedBusiness Plan National NetworkingInternational Networking National tradetraining Cross bordertradetraining National qualificationsGlobal qualifications

5. TRADE BARRIERS The biggest obstacle for SMEs to grow Internationally is lack of trade skills Focus on Skills The solution is not onlyadvisory and consultancy services butcapacitybuildingwithin the company

6. TRADE BARRIERS Accordingto an article in Harvard Business Review (February 2013) the ‘knowledge-doing gap’betweenuniversitiesand SMEs is anotherobstacle. Knowledge must be turnedinto action to be applicablein an SME. To implement an export business plan an export coach with international business experience is needed. Need for Export Business Coach

7. TRADE BARRIERS International tradetraining must takeplace in parallell withworking in acompany ti bridge the gap betweenuniversities and SMEs. This is calledvocationaltraining. Lecturers must have an international business experienceto be abletoimplement the knowledge. Vocational Training Business Experience

8. TRADE BARRIERS 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. International Networking

9. 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

11. IATTO CHALLENGES

12. A new IATTO model for capacity building Global Quality Trade Opportunities Knowledge Network What How National Network International Network Export Sales Training Cross Culture Export Coaching Colleagues Experts Trade Regulations Market Research Trade Marketing Trade Strategies Export Business Plan Colleagues Experts Customers

13. Increase the number of IATTO Accredited Members • Increase the number of IATTO Certified Programs • Increase the number of IATTO World Trade Professionals