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The SME Knowledge Gap

Tarek Sultan - CEO Agility
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Updated on 19 Jan 20172 min read

Last year, the World Trade Organization released a 177-page report on small and medium-sized businesses. Its biggest revelation was how little we know about them.

SMEs, which employ most workers and account for 95 percent of all firms, are the lifeblood of the world’s economy. Yet they remain understudied, underappreciated and underserved, mostly overlooked by those writing international trade rules, and little understood even by larger businesses that count them as customers and suppliers.

Tarek Sultan - CEO Agility

The WTO says SMEs – companies with fewer than 250 employees -- have been “largely absent from the broad trade debate.” Cross-border trade is more difficult and costly for smaller businesses than for larger companies, it says.

Beyond that, the WTO study reads like a self-indictment. “Relatively little is known about SME participation in trade, their decisions to start exporting, or the benefits they may derive from internationalization,” the report says. “In the WTO context, SMEs have not figured very prominently over the years. A relatively small number of agreements have provisions that refer explicitly to SMEs.”

In some ways, SMEs defy efforts to study them. A “born global” start-up – say, a German firm selling digital wares – has little in common with an African micro-enterprise that lacks internet connectivity and can’t make bank transfers or count on reliable delivery of goods.

Available evidence suggests a strong correlation between the technological savvy of small companies and the likelihood they will take part in cross-border trade. eBay data from 22 countries shows that 97% to 100% of “technology-enabled” small firms export but indicates that only 2% to 28% of “traditional” SMEs are exporters.

Indeed, technology is the great leveler for SMEs. When it comes to trade, their biggest obstacles are access to distribution networks, information about border regulations and standards, trade finance, trusted payment mechanisms, and reliable, cost-effective shipping.

Today, governments are scrambling to create online resources for SMEs from how-to guides to matchmaking services to single-window export-import portals. At the same time, e-commerce platforms have given SMEs the ability to reach customers at low cost, share product information, establish trust and engage in web-based sales across borders. Digital freight platforms such as now give SMEs a secure, easy way to manage shipments online, walking them through compliance issues, providing payment mechanisms, and offering port-to-port or door-to-door delivery.

Taken together, these developments give SMEs a “virtual” scale they could never attain before or achieve on their own. And as both the platforms and the enterprises using them get more sophisticated, SMEs will improve their productivity, lower their costs and gain the ability to plug into global value chains dominated by larger businesses.

The data on SMEs and trade is incomplete but fairly conclusive. Whether in developed or developing countries, smaller enterprises that do business across borders generally grow, profit, increase productivity, diversify -- and survive -- at higher rates than those that don’t.

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