IT USAGE FOR IT USAGE FOR INDIRECT EXPORTS INDIRECT EXPORTS BY SME’sBY SME’sSPEAKERSSPEAKERSNgo Quan Hung, VIETNAMNgo Quan Hung, VIETNAMAntonio Jose Junqueira, BRAZILAntonio Jose Junqueira, BRAZILCommentary by Merlin Alejandrina BarreraCommentary by Merlin Alejandrina BarreraNov. 23th, 2004Nov. 23th, 2004

MAIN DIFFICULTIES FACED MAIN DIFFICULTIES FACED TO EXPORTS BY SME’STO EXPORTS BY SME’S

Foreign LanguageForeign Language Lack of experience in foreign businessLack of experience in foreign business Lack of knowledge of the external market, Lack of knowledge of the external market,

including information and export proceduresincluding information and export procedures Lack of marketing strategy and promotion of Lack of marketing strategy and promotion of

materials and companies in others countriesmaterials and companies in others countries Absence of organizational and technical capacity Absence of organizational and technical capacity

in the companies to be present in a competitive in the companies to be present in a competitive marketmarket

Lack of internal competitiveness in the Lack of internal competitiveness in the companies to comply with requirements and companies to comply with requirements and international standardsinternational standards

MAIN DIFFICULTIES FACED MAIN DIFFICULTIES FACED TO EXPORTS BY SME’STO EXPORTS BY SME’S

Technological imbalanceTechnological imbalance Low productivity according with Low productivity according with

international standarsinternational standars Environmental degradationEnvironmental degradation Lack of access to financial resourcesLack of access to financial resources Low production capacity according with the Low production capacity according with the

international demandinternational demand

PROBLEMS FOR SME’s IN PROBLEMS FOR SME’s IN INTRODUCING AND INTRODUCING AND UTILIZING ITUTILIZING IT

Small production scaleSmall production scale Lack of familiarity with new technologiesLack of familiarity with new technologies Scarcity of working capitalScarcity of working capital Scarcity of institutional credit for ITScarcity of institutional credit for IT High indebtednessHigh indebtedness Lack of specialized workersLack of specialized workers Lack of knowledge about advantages of Lack of knowledge about advantages of

using IT inside the companiesusing IT inside the companies

ADVANTAGES OF INDIRECT ADVANTAGES OF INDIRECT EXPORTS BY SME’sEXPORTS BY SME’s

Let to export to a most important number of Let to export to a most important number of SME’sSME’s

SME’s can concentrate mainly in production SME’s can concentrate mainly in production process and local marketingprocess and local marketing

The standard and regulations are provided The standard and regulations are provided step by step by big companies buying the step by step by big companies buying the products and servicesproducts and services

SME’s selling the products like a local SME’s selling the products like a local purchasepurchase

Promote specialization and competitive among Promote specialization and competitive among the SME’s in the supply chainthe SME’s in the supply chain

IT USAGE FOR INDIRECT IT USAGE FOR INDIRECT EXPORTS BY SME’sEXPORTS BY SME’s

Websites Websites oriented to promote suppliers of local products and oriented to promote suppliers of local products and services.services.This tool must provide training, marketing assistance, information This tool must provide training, marketing assistance, information and consulting, besides support services as webmail, e-commerce, and consulting, besides support services as webmail, e-commerce, e-catalogue, legal assistance, tool box, etc.e-catalogue, legal assistance, tool box, etc.

Information PortalsInformation Portals with professionals and organizations with professionals and organizations information, events as congress, seminars, fairs and showrooms information, events as congress, seminars, fairs and showrooms export oriented; scientific or technical nature information, markets export oriented; scientific or technical nature information, markets and market research and e-commerceand market research and e-commerce

Suppliers programs by internetSuppliers programs by internet Network supplier systemsNetwork supplier systems by economic sectors, exe. foods by economic sectors, exe. foods

and beverages, wood products, etc.and beverages, wood products, etc. E-commerceE-commerce oriented to sell products paying outside of the oriented to sell products paying outside of the

country with local delivery (Ex. E-commerce with Salvadoran country with local delivery (Ex. E-commerce with Salvadoran community in El Salvadorcommunity in El Salvador

Important Important

All of this measures will get positive All of this measures will get positive results as digital divide as reduce results as digital divide as reduce because one of the most important because one of the most important

obstacle that SME’s faces is the access obstacle that SME’s faces is the access and using of IT in order to be more and using of IT in order to be more

competitive competitive