3 5 NOVEMBER DUBAI, UNITED ARAB EMIRATES TPO NETWORK AWARDS. Excellence in export development initiative. SHORT LISTED APPLICANTS booklet

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1 3 5 NOVEMBER DUBAI, UNITED ARAB EMIRATES TPO NETWORK AWARDS Excellence in export development initiative SHORT LISTED APPLICANTS booklet

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3 2014 TPO NETWORK AWARDS EXCELLENCE IN EXPORT DEVELOPMENT INITIATIVES SHORTLISTED TPO NETWORK AWARDS APPLICANTS Country Afghanistan Bangladesh Brazil China Colombia Dominican Republic Ecuador Kazakhstan Republic of Korea Lithuania Mauritius Philippines Spain Switzerland Trinidad and Tobago Zambia Trade Promotion Organization Export Promotion Agency of Afghanistan (EPAA) Export Promotion Bureau (EPB) Brazilian Trade and Investment Promotion Agency (Apex-Brasil) China Council for the Promotion of International Trade (CCPIT) Proexport Colombia Dominican Republic Export and Investment Centre (CEI-RD) ProEcuador - Institute for the Promotion of Exports and Investments (ProEcuador) National Export and Investment Agency (KAZNEX INVEST) Korea Trade Investment Promotion Agency (KOTRA) Enterprise Lithuania Enterprise Mauritius (EM) Export Marketing Bureau (EMB) of the Republic of the Philippines ICEX Spain, Export and Investment Switzerland Global Enterprise (S-GE) ExporTT Zambia Development Agency (ZDA)

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5 PROFILES SHORT LISTED APPLICANTS 3

6 AFGHANISTAN LEAST DEVELOPED COUNTRY AWARD THE EXPORT PROMOTION AGENCY OF AFGHANISTAN (EPAA) The Export Promotion Agency of Afghanistan (EPAA) recently launched two initiatives to support Afghanistan exports. I) The One Stop Shop, created with support from Germany s Gesellschaft für Internationale Zusammenarbeit (GIZ) and USAID enables exporters to access all relevant export entities at the same time in one place. II) The Artisan Toolkit, supported by Harakat Afghanistan Investment Climate Facility, helps majority women-owned businesses improve product quality and learn marketing techniques. Reducing trade deficits and integrating into the world economy EPAA s export promotion initiatives aim to reduce Afghanistan s large trade deficit, help the country integrate into the world economy and reduce the impact of external shocks on the domestic market. The initiatives are making a difference. Exports have increased over the past two years, for example, from US$ 375 in 2012 to US$ in Established in 2012, the One Stop Shop reduces the amount of time and expense required to process export documentation. It used to take between five-to-seven working days to process documentation. Now exporters in Kabul can complete their documents in two-to-three hours. EPAA s long-term goal is to establish One Stop Shops in key border provinces. Launched in November 2013, the Artisan Toolkit seeks to improve exports, particularly handicrafts, a sector mainly led by women exporters. The toolkit aims to establish market-driven standards for artisans that are expected to improve production and design processes, identify the needs and preferences of international buyers and promote exports through more efficient business management. The Artisan Toolkit is disseminated through training sessions in Kabul and in the provinces. 4

7 BANGLADESH LEAST DEVELOPED COUNTRY AWARD BANGLADESH EXPORT PROMOTION BUREAU (EPB) With independence in 1971, Bangladesh faced a devastated economy, but with much potential. To revive the economy, the Bangladesh Export Promotion Bureau (EPB) has launched a number of initiatives to increase, broaden and diversify exports. Many of these initiatives seek to capitalize on Bangladesh s comparative advantages due to its relatively inexpensive and competitive labour force. Impressive export growth During the last four and a half decades, these initiatives have produced impressive results: average annual export growth of 14.95%; 20.95% contribution to GDP; increase in export earnings from US$ 348 million to US$ 30 billion; significant employment creation and reduced trade imbalances. Initiatives taken for export market diversification include: Seeking quota-free and duty-free access to prospective markets; Obtaining market access through bilateral and regional trading negotiations; Promotional efforts such as trade delegations and other programmes to highlight Bangladesh s competitiveness and capabilities; Organizing and participating in trade fairs. One key EPB initiative promotes export of poppadum (an appetizer frequently served with Indian and Bangladeshi food). First, a survey was conducted to determine how to produce and market quality poppadum at a competitive price to countries with high densities of Indian and Bangladeshi restaurants. Based on the survey, additional activities have been launched, including establishing a Bangladesh standard for poppadum; creating a training programme to insure product safety and quality; seminars dealing with quality, price and export potential; providing drying facilities; and bringing together a consortium of small entrepreneurs to ensure continuous supply. 5

8 BRAZIL DEVELOPING COUNTRY AWARD BRAZILIAN TRADE AND INVESTMENT PROMOTION AGENCY (APEX-BRASIL) The Brazilian Trade and Investment Promotion Agency (Apex-Brasil) launched its Design Export Program in The programme s strategy is to strengthen Brazilian companies through the application of design to improve Brazilian products performance, appeal, ease of use, manufacturing costs and positioning in foreign markets. Developing innovative products through design Serving small and medium-sized enterprises in the South and Southeast regions of Brazil, the Design Export Program aims to develop 70 innovations in products and services by the end of The initiative serves as a bridge between entrepreneurs and design professionals. Participating companies receive support for finding design professionals that best meet their needs. These companies can access financial resources of up to US$ 9,000 to hire design professionals. The project provides training through seminars on the concepts of design and innovation, and makes tools available for monitoring and online services. After 18 months, the Design Export Program is accomplishing its objective of supporting Brazilian companies in developing innovative export-oriented products with differentiated design. The programme has already achieved important results: Ninety-seven companies have been informed about how to use design as a way to add value to their products and services and increase their exports; Seventy companies have registered in the programme; 59 of them are using design as an innovative tool; Ten participating companies have reported cost reductions in their production processes; Ten companies have developed new products or services that are being introduced to international markets through Apex-Brasil s trade promotion initiatives. Apex-Brasil seeks to expand the programme to serve more than 100 companies across the country by

9 CHINA DEVELOPING COUNTRY AWARD CHINA COUNCIL FOR THE PROMOTION OF INTERNATIONAL TRADE (CCPIT) The green tea sector in the Ningbo region of China is characterized by many small producers, similar products, low increases in export volumes, cutthroat competition and decreasing profit margins. These challenges led to the China Council for the Promotion of International Trade (CCPIT), with input from small and medium-sized enterprises (SMEs) in the sector, to launch the Green Tea Initiative for Sector Export Sustainability (GTISES). Promoting sustainable development in the tea sector GTISES objective is to support sustainable development in terms of both immediate economic returns and harmonious social and environmental development in the long run. To achieve this objective, the initiative focuses on: Export efficiency export volumes, new markets, innovation, research and development, and international certification. Employment growth creating jobs and improving incomes. Financial efficiency increasing profit margins. Protecting land fertilizer and pesticide use, and organic farming. Managing water waste treatment and disposal. Reducing poverty providing jobs to families living under the national poverty line. Education life-long learning. GTISES provides customized management capacity building and market support, focusing on enhancing export competitiveness of SMEs in the green tea sector. It provides integrated technical support systems including methodologies, modules and training tools; and consulting and counselling on strategies, management, transactions and market solutions. Companies participating in GTISES have seen increases in export volumes, access to new markets, product innovations, international certifications, employment and profits, and increases in fertilizer use efficiency, among other benefits. Participants also report increased understanding of how to make strategic decisions, identify target markets, and deal with international product standards and certifications. 7

10 COLOMBIA DEVELOPING COUNTRY AWARD PROEXPORT COLOMBIA Proexport Colombia launched a new methodology Proexport Selling Methodology 2.0 (PSM 2.0) based on business intelligence processes and value-added strategies to maximize the sustainable competitive advantages of Colombian companies. PSM 2.0 aims to increase textile and apparel exports to the United States. Leading Columbian businesses to an international path PSM 2.0 has four modules. The first provides entrepreneurs with specialized market intelligence through seminars, publications and online content. The second identifies supply in the textile and apparel industry through meetings and counselling conducted by Proexport s Information Centers. In the third module, Colombian companies interested in entering export markets, particularly the United States, participate in exploratory missions to learn about market requirements and evaluate their supply capabilities. After identifying export-ready companies, individual needs, market opportunities and product/market validations, the fourth module focuses on adapting supply to close identified production gaps. At this stage, the Exportable Textile and Apparel to the United States Adequacy Program is combined with development of commercial action plans. PSM 2.0 generates value-added information that enables Colombian entrepreneurs to present competitive proposals thus achieving profitable exports. PSM 2.0 has achieved significant results: Ninety-five per cent of participating companies report that they are pleased, and 99% say they would attend other Proexport seminars. Between 2012 and the first quarter of 2014, five exploratory missions were conducted with 95 companies participating. During that same period, 37 companies reported 74 US export business opportunities, and 18 concluded deals with North American clients. Participating companies significantly closed production gaps, allowing them to securely, successfully and sustainably enter export markets. 8

11 DOMINICAN REPUBLIC SMALL ISLAND DEVELOPING STATE AWARD DOMINICAN REPUBLIC EXPORTS AND INVESTMENT CENTER (CEI-RD) The Dominican Republic Exports and Investment Center (CEI-RD) launched the Project for the Internationalization of Chacabanas to convert an informal sector that sold predominantly in the domestic market into an export culture. The project intends to boost competitiveness in this potentially lucrative sector, which lacks structure. Modernizing a traditional, informal sector Chacabanas are traditional white shirts worn in the Dominican Republic and other Caribbean nations. Crafted from linen or cotton, they are distinguished by pockets and interlaced fine pleats on the back and front of the shirt. Today s modern designs feature various styles of collars, fabrics, hems, buttons and a combination of colours, which have made the shirts popular among young people. These stylish Chacabanas are also an alternative to men s suits. The growing popularity of the chacabana in the United States and Europe, and the high quality of small Dominican manufacturers, convinced CEI-RD that the industry could be better structured, formal and efficient. CEI-RD representatives recruited 22 manufacturers through personal visits. This enabled CEI-RD to design a strategy based on the needs of the sector, including training on: Best practices; Maintaining quality standards; Business planning Commercial negotiations; Marketing strategies; Export processes. One of the project s most important achievements is supporting the manufacturers to become organized formal businesses under the first non-profit Association of Chacabana Artisans in the Dominican Republic. Association members can jointly purchase raw materials and share business opportunities. As a result of this initiative, only six of the selected 22 Chacabanas manufacturers remain in the informal economy. The first results are encouraging. Following a first visit to Miami, Florida, one participant was awarded a contract worth US$ 200,000 per year to export high-end chacabanas. Another target market is San Juan, Puerto Rico. 9

12 ECUADOR DEVELOPING COUNTRY AWARD INSTITUTO DE PROMONCIÓN DE EXPORTACIONES E INVERSIONES (PRO ECUADOR) In October 2013, Instituto de Promoción de Exportaciones e Inversiones (Pro Ecuador) initiated EXPORTA PAÍS. The programme provides technical and tailor-made assistance to Ecuadorian companies to optimize production and marketing processes, meet demands in target export markets, increase the value added of products and services, and promote innovation and quality. EXPORTA PAÍS aims to support all Ecuadorian exporters, but it emphasizes small and medium-sized enterprises and stakeholders in the Ecuadorian Popular and Solidarity Economy, which includes organizations with social aims such as cooperatives and producer groups. Triple diversification and seven sectors Consistent with government policy, EXPORTA PAÍS seeks to promote triple diversification of actors, products and markets. The programme has prioritized seven sectors: Coffee and cocoa Seafood Flowers Fresh fruits and vegetables Processed foods and natural ingredients Tourism Software The services EXPORTA PAÍS is providing to participating companies include: Expert coaching to support companies to design and implement export market entry strategies; Technical assistance and training based on participating companies needs in areas such as co-financing, international certificates and participation in worldwide export promotion events. In the first round, 86 companies were chosen to participate in the selection process through EXPORTA PAÍS export audits. Participants in these audits report a high level of acceptance and satisfaction with the methodology. The program is now in a follow up phase. Within four years, the program expects to increase the value of exports of these 86 firms by US$ 196 million. 10

13 KAZAKHSTAN DEVELOPING COUNTRY AWARD NATIONAL EXPORT AND INVESTMENT AGENCY OF KAZAKHSTAN (KAZNEX- INVEST) Providing products needed by international aid organizations is a big business. Kazakhstan s location in Central Asia, a region prone to natural disasters and human conflicts, particularly in Afghanistan, creates opportunities to supply products required by aid organizations. However, Kazakhstani businesses lack knowledge and skills needed to access aid procurement markets. To address this opportunity, the National Export and Investment Agency of Kazakhstan (Kaznex- Invest) created an initiative Assisting domestic enterprises in accessing the aid procurement markets to assist domestic producers to supply products to the international aid procurement market in Central Asia and Afghanistan. Accessing the aid procurement market Engaging with aid agencies such as World Food Programme (WFP), United Nations High Commissioner for Refugees, United Nations Children s Fund, International Federation of Red Cross and Red Crescent Societies, and with US Defence Department vendors, the initiative is supporting Kazakhstani companies to supply international aid procurement markets. The initiative first educated over 100 companies on the details of aid procurement through workshops with aid agencies and vendors. Guidelines, training materials, tender information and sources were made available. Next, Kaznex-Invest arranged inspections by aid agencies and primary vendors of around 40 domestic factories, which supported the companies to make the necessary adjustments to enter the aid procurement market. Early results are encouraging: Four food producers are on the WFP pre-qualified supplier list and are preparing tenders. Fifteen companies have provided more than US$ 80 million worth of supplies to Afghanistan through primary vendors. Kazakhstani companies have opened new markets. An annual directory, Relief Items from Kazakhstan, is being distributed. 11

14 THE REPUBLIC OF KOREA DEVELOPING COUNTRY AWARD KOREA TRADE INVESTMENT PROMOTION AGENCY (KOTRA) Korea Trade Investment Promotion Agency (KOTRA) has set a goal of increasing Korean exports from US$ 1 trillion in 2011 to US$ 2 trillion in To accomplish this goal, KOTRA launched the Export Gateway Project, which provides customized services to domestic small and medium-sized enterprises (SMEs) with little or no previous export experience, but with high potential for boosting their export capacity. Customized export support for SMEs To provide customized support, KOTRA developed the Global Competence Level (GCL) Test to identify difficulties the participating companies had in entering export markets. GCL Test results revealed that the biggest obstacles to entering export markets for Korean companies were the lack of global networks and professionals. To address these issues, KOTRA devised a one-on-one support programme. KOTRA hired expert consultants to work with Korean companies to perform trade-related tasks and convey knowledge and experience. These consultants serve as export mentors and overseas salesmen for their clients. KOTRA also searches for overseas buyers for Korean companies through its Korea Business Centers. KOTRA also created a Mobile KOTRA service through which export specialists provide direct consulting to all Korean businesses. Through these initiatives, many Korean businesses have become successful exporters: Of 266 participating companies with no prior export experience, 71 have now become exporters. Of 315 beginning export companies, 275 have secured new export contracts. From 2012 to 2013, the 581 participating companies saw the total value of their exports increase by US$ million. 12

15 LITHUANIA DEVELOPED COUNTRY AWARD ENTERPRISE LITHUANIA In Lithuania, demand for adequately trained, professional export managers is constantly growing. To meet this demand, address high youth unemployment and bridge the skills gap, Enterprise Lithuania created Wings, a training programme for young leaders in export. Running from July 2013 through June 2014, Wings was the first Lithuanian government-business partnership seeking to increase the country s competitiveness by developing export-oriented business leaders. The Wings programme focuses on the less populous regions of the country. Developing professional export managers In the initial phase, 16 talented young people were selected to work with experienced, private sector export project managers and take training courses and seminars. The initiative was targeted at Lithuanian small and medium-sized enterprises (SMEs). Enterprise Lithuania covered 60% of the young leaders salaries and provided necessary tools including computers, telephones, seminars and training courses. Forty-eight companies participated. Enterprise Lithuania plans to expand the programme up to 50 participants. Enterprise Lithuania assessed the impact of the Wings initiative through qualitative interviews with participating SMEs. These interviews revealed: 80% of participating companies realized the need for performance management systems; Heightened awareness of the need for greater professionalism in entering new markets; Export practices and cooperation with potential customers; 80% of participating companies recognized the need to recruit young people to work in export markets who are motivated, goal oriented, potential leaders and fluent in foreign languages. Feedback from one participating company was enthusiastic, and noted that Wings is a suitable programme for regions where businesses face a lack of highly skilled employees. 13

16 MAURITIUS SMALL ISLAND DEVELOPING STATE AWARD ENTERPRISE MAURITIUS (EM) In 2013, Enterprise Mauritius (EM) launched its Go-Export project designed to strengthen the export readiness of Mauritian small- and medium-sized enterprises (SMEs). The Mauritian government funded the project. Twenty SMEs showing the greatest export potential were selected to participate in the 2013 Go- Export project, an interactive training platform combining classroom workshops, group meetings, role playing, test applications, factory visits and one-on-one sessions with mentors and coaches. Empowering SMEs for export Through research, EM determined that Mauritian SMEs had a number of trade related weaknesses: lack of understanding of the intricacies of international trade, lack of synchronization to meet the demands of international buyers, and lack of market adaptability of products. The Go-Export project addresses these weaknesses and has the following objectives: Equip 20 SMEs each year with skills required to export on a sustainable basis; Change managerial behaviour to better meet export markets demands; Broaden the Mauritian export base by meeting international standards of quality, price, packaging and product diversity; Increase Mauritius market share in Africa; Increase the number of Mauritian exporters; Build EM s capacity to conduct similar training programmes. In its first year Go-Export showed impressive results. Five beneficiary SMEs shipped exports valued at approximately US$ 400,000. Eight beneficiaries are finalizing export orders of approximately US$ 165,000. Two companies have made significant investments in new technology and are now ready to export. Go-Export participants have improved their products in terms of quality, standards compliance, packaging and innovation. 14

17 THE REPUBLIC OF THE PHILIPPINES DEVELOPING COUNTRY AWARD EXPORT MARKETING BUREAU (EMB) The Export Marketing Bureau (EMB) of the Republic of the Philippines launched its Doing Business in Free Trade Areas Program (DBFTA) in DBFTA is a public-private, extensive nationwide information campaign to inform Philippine businesses, especially small and medium-size enterprises (SMEs), of the seven free trade agreements (FTAs) that the Philippines has entered into and the benefits that the FTAs can provide to Philippine businesses that understand how to use them. Using FTAs to promote exports The goal of the DBFTA is to inform Philippine businesses how to take advantage of the export opportunities made available by FTA partner countries as markets for exports or as sources of costcompetitive inputs for Philippine exporters. The basic information components of DBFTA include: Lectures and discussion on export opportunities in FTA markets, how to take advantage of preferential FTA tariffs, obtaining certificates of origin for products, testimonials and open forums. Help desks run by government agencies providing information on understanding FTA commitments, identifying export market opportunities, knowing correct tariff classifications and rates, and obtaining certificates of origin. DBFTA also comprises components for training and capacity building, and communications to increase public awareness and support for FTAs. DBFTA has achieved significant results: The number of certificates of origin issued by the Port of Manila has increased substantially for all FTAs. Philippine exports to FTA partner countries, including Australia, People s Republic of China, Republic of Korea, India, Japan and New Zealand, increased 20%, from $US billion in 2011 to US$ billion in

18 SPAIN DEVELOPED COUNTRY AWARD SPAIN EXPORT AND INVESTMENT ICEX Since 1974, the Young Professional Program of España Exportación e Inversiones (ICEX), has trained more than 5,500 young graduates to work at Spanish companies that are growing internationally. Over its 40-year history, the programme has evolved as Spanish companies have become increasing globalized. Currently, ICEX invests over 11 million annually in the programme. Support to young people seeking an international career Approximately 1,800 candidates apply annually. The selection process has received ISO 9001:2008 quality certification. The programme provides scholarships and culminates with a Master s course in International Business Management with qualifications from the Menéndez Pelayo International University. Stage 1 of the programme consists of one year of training in the network of Trade Commission Offices in Spanish Embassies. Stage 2 provides training in international Spanish companies or multilateral organizations. ICEX covers between 50% and 100% of the costs. The scholarship lasts four years. The principal objectives of the programme include: Overcoming structural deficits in human capital specializing in international business management; Imparting knowledge of Spanish government instruments supporting the internationalization process; Providing training in areas of internationalization, including foreign trade, project management, multilateral tenders, investments and information technology. Surveys of former trainees in 2008 and 2011 measured the level of satisfaction after completing the programme. The results were very positive both subjectively in trainees' assessment of the scholarship experience and objectively in terms of their employability. The unemployment rate among programme trainees was significantly lower than other young people of same age group. During 2014, the programme received over 700 applications from nearly 500 companies competing for one of the 181 available trainees. 16

19 SWITZERLAND DEVELOPED COUNTRY AWARD SWITZERLAND GLOBAL ENTERPRISE (S-GE) Switzerland is party to some 30 Free Trade Agreements (FTAs) with 45 countries. A 5% growth rate in exports is expected in 2014 due to new FTAs alone. As a small country with a strong currency and not an EU member, Switzerland depends on open, free markets for export promotion. For the past two years, the Free Trade Initiative of Switzerland Global Enterprise (S-GE) has been fostering the effective use of often complex FTAs by Swiss small and medium-sized enterprises (SMEs). Effectively using FTAs S-GE has analysed customs data of target export markets to evaluate the effective use of FTAs. It discovered that Swiss companies use FTAs differently depending on the economic sector, the sizes of the exporting companies and the terms of the FTAs. S-GE has developed new consulting services and tools for SMEs to enable them to benefit from FTAs. These include an online tool Trade4Free, FTA fact sheets for important export markets, FTA events, sharing best practices, online customs databases, export help consultation and information, booklets, videos and export promotion campaigns. In 2013, over 200 companies participated in FTA events. With these new export products and services for Swiss SMEs, S-GE, through the Free Trade Initiative, expects to achieve at least a 60% usage rate of FTAs by SMEs within the first year. Analysis shows that Swiss SMEs already save over CHF 1 billion per year through the use of FTAs with Switzerland s most important trading countries. S-GE believes that savings of additional billions of CHF could be achieved, which would greatly increase the profitability of Swiss exporters. 17

20 TRINIDAD AND TOBAGO SMALL ISLAND DEVELOPING STATE AWARD NATIONAL EXPORT FACILITATION ORGANIZATION OF TRINIDAD AND TOBAGO (EXPORTT) The National Export Facilitation Organization of Trinidad and Tobago (exportt) launched its Cottage Food and Beverage Industry Development Programme in July The programme involves exporter intelligence research, information dissemination, training, implementing food safety management systems, and business and export assistance. Exporting quality foods and beverages The programme grew out of ExporTT s evaluation that many quality foods and beverages were available locally in Trinidad and Tobago but were not being exported. The programme aims to support export-ready firms that can produce and export goods that meet international standards and regulations. The programme involves: Identifying potential export-ready companies and disseminating information about the programme; Exporter training; Developing food safety standards; Pre-export assistance; Post-export assistance. The export training covers export fundamentals, market research, formulating an export plan, packaging and labelling for export, and product testing and nutritional content. To date, 23 companies have enrolled in the programme. Eleven companies have completed all training modules, developed export plans and implemented food safety management. Eight companies now have food safety management procedures. Four companies have achieved compliance with Good Manufacturing Practices (GMP), and two have achieved compliance with Hazardous Analysis and Critical Control Points (HACCP). Twelve firms are currently engaged in training; of these, two have completed a rapid audit and have started implementing GMP. One company is now regularly exporting, and two other companies are in the process of registering their brands in the United States and negotiating with US distributors. 18

21 ZAMBIA LEAST DEVELOPED COUNTRY AWARD ZAMBIA DEVELOPMENT AGENCY (ZDA) Zambia Development Agency (ZDA) created the Zambia Export Development Fund (ZEDEF) in early It aims to help firms meet the challenge finding pre- and post-shipment export finance. The lack of export finance constrains production, which makes it difficult for firms to meet the demands of export markets. The fund makes low-interest loans to producer associations in non-traditional export sectors, including leather, coffee, timber, organic products, gemstones and crocodile products. The producer associations serve as monitoring mechanisms for their members and, as the borrowers, are responsible for repaying the loans. Since 2011, ZEDEF issued nine loans valued at US$ 1,511,938 and 285,000 to six exporting associations. The fund has propelled exporters into export markets in the region and abroad, creating employment and generating income. ZEDEF s objectives include: Enabling Zambian small and medium-sized enterprises (SMEs) to sustainably enter export markets; Providing export financing; Encouraging value-addition activities on primary exports to increase export earnings; Stimulating investment in exports in sectors where Zambia has comparative and competitive advantages. Short-term loans are available for pre-shipment costs of procuring raw materials and equipment, and for post-shipment costs of salaries and other operating expenses. Medium-term loans are available for production and seasonal imports. ZDA together with partners has launched several initiatives to build export capacity, particularly among Zambian SMEs. Beneficiaries of these measures and ZEDEF loans have experienced significant growth in their workforces and exports. As a result of ZDA s Train for Trade Trading Programme over the past 12 years, 103 participants have been trained on how to seize export opportunities. Companies showcasing at the Southern African International Trade Exhibition have generated more than US$ 1.4 million of business. 19

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24 Contact: Postal address: Ben Mohamed Imamo Senior Programme Officer, Institutional Networks and Business Generation ITC Palais des Nations 1211 Geneva 10, Switzerland Telephone: Fax: The International Trade Centre (ITC) is the joint agency of the World Trade Organization and the United Nations.