Roles of MATRADE In Assisting Malaysian Companies (SMEs) to Export Market

1. Roles of MATRADE In Assisting Malaysian Companies (SMEs) to Export Market Presented by: Rosli Mat Hassim Exporters Advisory Unit Malaysia External Trade Development Corporation The Time to Export is Now

2. VISION Positioning Malaysia as a globally competitive trading nation MISSION Promoting Malaysia’s enterprises to the world Malaysia External Trade Development Corporation The Time to Export is Now

3. GLOBAL NETWORK Tashkent Budapest Kiev Jeddah Chennai Yangon Guangzhou Shanghai Chengdu Beijing Seoul Bangkok Ho Chi Minh City Hanoi Manila Taipei Hong Kong Osaka Tokyo Phnom Penh Jakarta Melbourne Medan Los Angeles New York Miami Mexico City Santiago Sao Paulo Buenos Aires The Hague Lagos London Paris Milan Frankfurt Moscow Warsaw Istanbul Cairo Nairobi Johannesburg Doha Dubai Mumbai Almaty 24 1 25 15 2 16 26 14 3 27 11 9 27 26 2 12 25 4 13 24 28 17 5 34 3 35 29 43 6 33 32 1 42 30 7 4 18 31 21 31 41 8 22 40 28 44 32 9 23 30 5 39 37 36 33 10 29 38 11 34 10 19 12 35 47 13 36 45 37 14 38 15 20 39 16 40 17 7 6 41 18 46 8 42 19 43 20 44 21 45 22 46 23 35 Trade Offices 11 Marketing Offices

4. SUMMARY OF MATRADES OFFICES BY REGION Eastern Europe 6 West Asia 3 North East Asia 10 North America 3 Western Europe 5 Central Asia 1 ASEAN 6 Asia 23 South Asia 1 Latin America 4 Africa 4 Australasia 1 35 Trade Offices 11 Marketing Offices

5. OUR GLOBAL OFFICES OFFER Export Facilitation & Trade Advisory Services Links Key Industry Players & Government Bodies Trade Leads & Market Intelligence Business Matching Arrangement with International Buyers, Implementing Export Promotion Services

6. REGIONAL OFFICES Kota Kinabalu (Sabah) Eastern Regional Office (Kuala Terengganu) Northern Regional Office (Penang) Kuching (Sarawak) Southern Regional Office (Johor) 5 Regional Offices

7. OUR REGIONAL OFFICES OFFER Business Consultations & Advisory Services for Malaysian Companies Promotion of MATRADE’s Events to Malaysian Exporters Identifying High-Potential Malaysian Exporters Market Information on Export Market Requirements & Opportunities

8. Exporters Development Seminars, Workshops & Briefings Exporters Hand-Holding Programmes Market Development Grand (MDG) Services Export Fund (SEF) Dialogue with industry associations and Malaysian exporters Malaysia External Trade Development Corporation The Time to Export is Now

9. What is eTRADE Programme? eTRADE • An initiative under the Digital Malaysia to accelerate exports through participation in leading international online marketplaces. • MATRADE is the implementation agency. eTRADE Assistance Advisory Services related to the eTRADE e-marketplaces Financial Incentive to the approved companies in e-voucher or reimbursement form Training and Online Assistance

10. What is the Eligibility Criteria to participate in eTRADE Programme? 1 • Exporting Malaysian products, brands • and/or services 2 • At least 60% Malaysian equity 3 • Incorporated under the Companies Act 1965 / Companies Act 2016, Registration of Business 1956 / Registration of Limited Liability Partnership 2012 / Akta Koperasi 1993

11. B2B B2C e-Marketplaces under eTRADE Programme

12. Expenses covered under the eTRADE Incentives

13. How do I participate in eTRADE Programme? Provide e-Voucher & Sign-up with eMarketplace Register & list products on eMarketplace 3 4 Receive Status of Application FOR ALIBABA.COM, DAGANGHALAL.COM & ALADDINSTREET.COM (e-VOUCHER) 1 2 Applywww.matrade.gov.my/en/etrade OTHER e-MARKETPLACES (REIMBURSEMENT) 4 3 Claim for reimbursement from MATRADE Register & list products on e-Marketplace &

14. MID-TIER COMPANIES DEVELOPMENT PROGRAMME HELPING YOU GROW AND SUCCEED INTERNATIONALLY

15. IMPORTANCE OF MID-TIER COMPANIES Mid-Tier Companies (MTCs) in Malaysia are defined as: Manufacturing sectors Service sectors Annual revenues between RM50 mill – RM500 mill Annual revenues between RM20 mill – RM500 mill

16. Chemicals, Minerals & Alloys Plastic Products Building Construction Materials & Hardware Automotive, Parts & Components Oil & Gas Food and Beverages Pharmaceuticals, Toiletries & Cosmetics Consumer Electrical & Electronic Products Agricultural Produce Gifts, Souvenirs and Jewellery Introduction to the MTCDP 152 MTCs have been involved in the last 3 years Industrial Electrical & Electronic Products Services and Franchises AGP

17. Growth momentum • Positive growth in 3 of the past 5 years; • >5% CAGR for the past 5 years CRITERIA FOR SELECTING MTCs The programme is designed to help the best and highest potential MTCs in Malaysia MTCs in Malaysia with average annual revenues of RM50-500 million (manufacturing) or RM20-500 million (services) Involved in NKEA or MITI High Impact sectors Quantitative At least 60% Malaysian ownership (for listed companies, traceable ownership of Top 20 shareholders) Currently exporting Not a subsidiary of a company with revenues of more than RM 500 million Qualitative Innovative, sustainable and scalable business model

18. Outcomes Key Objectives Key elements and activities of the MTCDP • Understand your company: Value proposition, products, vision, … • Identify the current situation in terms of exports as well as their plans moving forward • Prioritization of key export challenges faced by the MTC • Hypothesis of programme interventions suitable for you The MTCDP offers many tools and interventions across 9 months to help you boost your export performance Diagnostic 3 months • Define the export plan and priorities for you, taking the required strategic decisions • Establish the programme plan specific to you, with emphasis on the match making • Clearly defined export strategy • Priority countries of focus • Route-to-market strategy for priority countries • 6 month action plan for MTCDP Define export strategy 6 months • Identify tangible business opportunities and plan for immersion visits, if needed • Reinforce the export readiness and specific capabilities (B2B Marketing and Sales, B2C Marketing and Branding, Digital, Distributor Management • Business matchmaking with partners in priority countries • Application of functional best practices (e.g. distributor management tool) • Introductions to investors • Introductions to potential tech partners Implement

19. Key elements and activities of the MTCDP Various activities are available throughout programme implementation Country immersions & business networking 1-2 visits to priority export market(s) with field visits, expert discussions, introductions & networking with potential partners Investor events 2 events with local and regional investors, PE, financing institutions 1 5 Export market intelligence • Access to proprietary knowledge; e.g. : • Industry & market insights • Benchmarks • MATRADE’s business information system Tech partner match-making Technology partner matchmaking (e.g. for product enhancement) 2 6 Export best practices 8 - 9 group workshops led by experts on best practices for export (e.g. distributors) with practical how-to guide (e.g. how to select distributors) CEO networking & Leader-ship forums 3 CEO forums on leadership required to manage a global business 3 7 Working sessions with senior management team to review and develop international growth plan Export tools • Access to proprietary tools to drive growth; e.g. • Marketing spend allocation • Market database (China, Indonesia) Bi-monthly working sessions 4 8

20. Be fully committed and driven to grow, with CEO and senior management dedicating ~1 day/month to the programme over the course of 9 months. Be willing to share selected company information only relevant for the MTCDP programme (e.g. export revenue in markets), and engage deeply on action plans and adopt recommendations from MTC programme (Non-disclosure agreements can be signed upon request) Be willing to invest a little, e.g. personal travel expenses and promotional costs for any promotional events overseas, while the consultation costs for Wave 3 participants will be borne entirely by MATRADE KEY REQUIREMENTS TO JOIN THE PROGRAMME What we ask of participating MTCS 1 3 2 Note : If you officially withdraw from the programme mid-way after being accepted, you may be subjected to cover some programme cost

21. MTCDP PROCESS APPLICATION 1 2 3 Application of interested MTCs MTC applications are vetted and tabled to the Working Committee Independent audit will be done on successful candidate Interested MTCs will only need to go through 3 simple procedures to participate in the MTCDP

22. 5 For further information and to express interest in participation, please contact:

23. SERVICES EXPORT FUND What is SEF? The Services Export Fund (SEF) is a scheme to provide assistance to Malaysian Service Providers (MSPs) to undertake activities to expand and venture into the international market. Trade and Industry Associations, Chambers of Commerce and Associated Professional Bodies are also eligible for Activity 1 – 4. • Objective • Expand export of services. • Brand MSPs as internationally competitive, competent and reliable by increasing the awareness of their expertise in the international market. • Securing projects overseas by undertaking feasibility studies and other related studies which will enable Malaysian companies to have competitive edge. 23

24. Eligibility Criteria A. Malaysian Service Providers (MSPs) must be: A. Malaysian Service Providers (MSPs) must be: 4. Not a Government Linked Majority Owned Company 5. Registered with MATRADE under the Malaysia Exporters Registry (MER) • 1. Incorporated under the Malaysian Companies Act 1965 • OR • Malaysian professionals, registered with respective professional authorities in Malaysia • Note: Activity for SEF Application/ Claim must be in line with the activity stated in the entity establishment document 6. Entity is exporting Malaysian services / ready to export B. Trade & Industry Associations, Chambers of Commerce & Professional Bodies: Only for Activity (1 – 4) 2. At least 60% Malaysian equity owned 1. Registered with the Registrar of Society (ROS) or Associated Professional Authority. 3. In operation at least 1 year www.matrade.gov.my I communication@matrade.gov.my I T: +603 6207 7077 I Follow us on @matrade and MATRADE HQ

25. SEF – GRANT • Grant by MATRADE • Soft loan by MIDF • Maximum amount RM5 million per company (2015 – 2020) 25

26. SEF – SOFT LOAN 26

27. Bumiputera, Women and Youth Programme (BWYEDP) MATRADEExporters Development Programme towards the creation of a competitive exporter Business Matching Networking Linkages to Industry 1 To increase export sales for companies. 2 To tap opportunities in international markets. KPI : Increase by 20 % in export salesand penetrate 2 new markets 3 International Market Exposure www.matrade.gov.my Malaysia External Trade Development Corporation | www.matrade.gov.my Malaysia External Trade Development Corporation | 27

28. Benefits Benefits 3 years hand-holding programme Customised BUSINESS COACHING International BUSINESS EXPOSURE  number of Bumiputera, Women and Youth exporters Business OPPORTUNITIES And Market Entry Complimentary participation in MEEC Annual intake Complimentary seating in EXPORT TRAINING 28

29. Selection Criteria 29

30. MARKET DEVELOPMENT GRANT

31. Objective Form of Grant Grant Ceiling MARKET DEVELOPMENT UNIT To assist SMEs, Trade & Industry Associations, Chambers of Commerce & Professional Bodies in undertaking export promotional activities. A reimbursable grant on the eligible expenses. Maximum RM200,000 per company (since the commencement in 2002) Market Development Grant

32. ELIGIBLE CRITERIA >60% equity owned by Malaysian(s) Incorporated under Companies Act 1965 Made in Malaysia products or services MANUFACTURING (including agro-based) Annual sales turnover NOT exceeding RM50 million Full time employees NOT exceeding 200 Annual sales turnover NOT exceeding RM20 million Full time employees NOT exceeding 75 TRADING Annual sales turnover NOT exceeding RM20 million Full time employees NOT exceeding 75 SERVICES (excluding real estate)

33. ELIGIBLE CRITERIA PROFESSIONAL SERVICE PROVIDERS (Sole Proprietor or Partnership ) Incorporated under Registration of Business Act 1956 or Registered under the respective statutory bodies for professional service providers >60% equity owned by Malaysian(s) Exporting Malaysian services Annual sales turnover NOT exceeding RM20 million Full time employees NOT exceeding 75 Registered • Registrar of Society (ROS) TRADE & INDUSTRY ASSOCIATIONS, CHAMBERS OF COMMERCE & PROFESSIONAL BODIES • Associated Professional Authority

34. Previous – incorporated less than one year • Latest – must be incorporated more than ONE year • Previous – N/A • Latest – Company must update their company’s details in MER before proceed to the application process ADDITIONAL ELIGIBLE CRITERIA Company’s eligibility Updating company’s detail via MER

35. ELIGIBLE ACTIVITIES • Trade & Investment Missions and Export Acceleration Missions • Grant amount, • Organised & Jointly Organised with MATRADE = Max. RM10,000, • NOT jointly Organised with MATRADE = Max. RM2,000 • International Conferences Overseas; • Related to the promotion of exports of the industry or professional services. • Grant amount = Max. RM2,500 • Listing Fees for Made in Malaysia products in Supermarkets/ Hypermarkets/ Retail Centres Overseas; • LIMITED TO one Supermarket/ Hypermarket/ Retail Centre per country • Grant amount = Max. RM20,000. • International Trade Fairs in Malaysia & Overseas; • EXCEPT Consumer fairs (B2C)/ festival fairs or similar events • Grant Amount, • Local = Max. RM5,000 • Overseas = Max. RM15,000

36. Listing Fees ELIGIBLE EXPENSES Accommodation Participation Fees/ Booth Rental Air Fares Booth Construction/ Enhancement Land Transportation (to ASEAN Countries)

37. HOW TO APPLY?

38. How To Join Us for all the Exporters Development, Exporters Hand-Holding and Trade Promotion Programmes organised by MATRADE?

39. Please register as MATRADE Member! • registration is FOC • no annual / subscription fees • easy registration (do it online – visit www.matrade.gov.my)

40. Visit www.matrade.gov.my • Click Online Applications • Click Register As MATRADE member • Click Registration Forms

41. Requirements for MATRADE Member Application • Supporting Documents • Copy of ROC (Form 9) / ROB (Form D) / ROS • Corporate Information • 2) Answer Export Readiness Assessment Tool (ERAT)

42. BUSINESS INFORMATION CENTRE(BIC) yourTrade Information corridor

43. BIC OPERATING HOURS

44. BIC CHARGES

45. TRADE STATISTICS COLLECTION FOR REFERENCE REFERENCE COLLECTION 7. DESIGN Eg. Furniture - Physical products Eg. GTA Connect (online & physical copy) 6. PERIODICALS MARKET INTTELIGENCE & BUSINESS NEWS COLLECTION Eg. Annual Trade Report-magazine / bulletin) Eg. Euro Monitor, Nexis.com (online) 3. COUNTRY & COMPANY PROFILES Eg. EIU.com (online) 5. TARIFF Eg. tariff finder(online) 4. TRADE DIRECTORIES Eg. Online Compass (online) www.matrade.gov.my I communication@matrade.gov.my I T: +603 6207 7077 I Follow us on @matrade and MATRADE HQ

46. Malaysia External Trade Development Corporation The Time to Export is Now

47. MATRADE Your Link To World Market www.matrade.gov.my @matrade MATRADE HQ MATRADE MATRADE Malaysia External Trade Development Corporation The Time to Export is Now