WORLD TRADE GROWTH

GLOBALIZATION Way of life Way of production Keeping in touch with the universal dimension of international trade.

PROMOTION OF EXCHANGES SME’s and Market Definition of the two terms of this relationship SME’s : different definitions in Europe Role of SME’s in the Market

COMPETITION The Strategy will change from export to 1Direct investments 2Cooperation with local agents 3Distribution 4Joint ventures Key Factor: Services intensive sectors Technical Assistance

MARKETING STRATEGY OF A SMALL FIRM 1st step: analysis of consumer behaviour Persons Organisations ≻ firms – public org. WHO DOES IT IN A SMALL FIRM?

2nd step: Costs of a marketing programme Information barriers Role of Internet Technical barriers

3rd step: Marketing mix: Comunication Characteristic Price Distribution HOW IT WORKS IN A SME

GLOBALIZATION: New Countries with a lower labour cost The cases of China and India New strategies for european firms New markets U. A. E. Russia Enlargement of E.U. HOW TO FACE IT

SCHEME OF A MARKET RESEARCH Information about the country Economic and social structure Foreign trade Analysis of distributed products

Analysis of the different channels Distribution: Indipendent Associated Concentraded Specialized Other firms

STRATEGIC POINT Collect datas Analysis Data processing Decisions Recognizing the real behaviour of the consumer. What he needs and what is expected from the product.

HOW TO ENTER IN A MARKET SME’s ≻ Trade fair ≻ Local firms Marketing Research Analysis of the market with datas Research on the field

Role of the Research Avoid Risks Financial Logistic Capacity of production

Theory of marketing: Start from the market

EU PROGAMMES FOR SME’S An overview of the main funding opportunities available to european SME’s Assistance Non financial Financial

FOUR CATEGORIES 1. Funding opportunities available directly Environments (life III) Research (sixth framework progamme) Education (information Society)(Socrates) Energy (renewable energies) (energy efficiency) Transport

2. Structural Funds Programmes managed at national and regional level Help to reduce disparities in the development of regions. Promote economic and social cohesion within the E.U.

Three objectives: 1) development SME support structures in the least favoured regions 2) conversion of regions facing difficulties (job opportunities) 3) modernising systems of training and promoting employment

INSTRUMENTS ERDF – European Regional Development Fund ESF – European Social Fund FIFG - Financial Instrument for Fisheries guidance EAGGF - European Agricultural guidance and guarantee Fund

COMMUNITY INITIATIVES Common solutions to problems affecting the whole Union INTERREG III Transnational Cooperation URBAN Regenerate Cities

EQUAL Elimination of the factors leading to inequalities and discrimination in the labour market LEADER + Local development through SME in rural areas

3. FINANCIAL INSTRUMENTS Managed by the European Investiment Fund Multi – annual programme 2001 – 2005 (€ 350mln provided by the Commission) Indirect Assistence with national financial intermediares to be implemented Two instruments Venture capital Guarantee instruments

4. NON FINANCIAL ASSISTENCE Business Cooperation AL Invest Asia Invest Executive training programme (Japan –Korea) Gateway to Japan

OTHER PROGRAMMES FOR COOPERATION Phare Meda

NATIONAL BEST PRACTICES Services support to SME’s Export Consortia Role of Chambers of Commerce Desks abroad to analyse markets