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Business Development and SME Support
Service in Brazil: the role of SEBRAE
Pannel VI
Small and medium enterprises, cooperation between Brazilian and German companies
German Brazilian Economic Meeting 2010
Munich, Germany
May 30th, Monday to June 1st, Tuesday 2010
Dr Carlos Alberto dos Santos
Technical Director
SEBRAE
Why Brazil?
� A land of entrepreneurs – GEM – 460 thousand new companies createdevery year
� A favorable macroeconomic and business environment (forecast of a 6%growth rate in 2010) + investment grade
� Business opportunities (commodities, infrastructure, new value chains)
� Larger consummer base (bottom of the pyramid and the new ‘mediumclass’)
� Public Investments
� Business support services
Why Brazil?
5 ,6 million of formal enterprises (99%) and 10 million of informal enterprises
56,1% of the formal urban labor force
26% of the aggregate wage/salaries
20% of Brazilian Gross Domestic Product
13% of government procurement
2% volume of Brazilian exports(96% of number of exporters)
Why SMEs?
SMEs
in
Brazil
Criteria for SME’s classification
Classification according to gross annual revenue (*)
� Micro: up to R$ 240 mil per year - € 100.000,
� Small: from R$ 240 mil up to R$ 2,4 millon per year - € 1 million
(*) according to General Law of SME’s (14/12/2006):
Mission
To promote the competitive and sustainable development of
micro of small enterprises and foster enterpreneurship
Why SEBRAE?
Brazilian Micro and Small Business Support Service
• 27 regional offices
• 858 Business Development Centers
• Budget 2010: US$ 1,24 billion
• 4,902 staff
• 7,388 accredit experts
• 3,000 projects (group of SMEs), 480.343 clients
• Deliver assistance to all sectors
• Reached in 2009 over 1,8 million individuals throughtraining and consultancy activities
• 27 regional offices
• 858 Business Development Centers
• Budget 2010: US$ 1,24 billion
• 4,902 staff
• 7,388 accredit experts
• 3,000 projects (group of SMEs), 480.343 clients
• Deliver assistance to all sectors
• Reached in 2009 over 1,8 million individuals throughtraining and consultancy activities
� MDIC- Ministry of Development, Industry and Trade
� ABDE- Brazilian Association of Financial Institutions for Development
� CNI- National Industry Confederation
� CNA- National Agriculture Confederation
� CNC – National Commerce Confederation
� CACB- Commerce and Enterpreneurial Associations Confederation of Brasil.
� ANPROTEC- National Assoc of Support Institutions for High Tech Enterprises
� ANPEI- National Assoc for Research and Engineering of Innovative Enterprises
� BB – Bank of Brasil
� CEF- Caixa Economica Federal
� ABASE – Brazilian Association of State SEBRAE’s Units
� FINEP- Funding Agency for Studies and Projects
� BNDES- Economic and Social Development National Bank
Governing Board - National Council
� Designing and delivering training programs and group and
individual consultancy activities in areas such as management,
human resources, market access, entrepreneurship, access to
technology, innovation support, access to financial services;
� Advocacy of a more favorable and enabling environment
(supporting the development of a better regulatory and policy
framework) to entrepreneurship and SME development – i.e.
SME’s General Law, Innovation Law (chapter on SMEs),
government procurement, credit guarantee societies.
Main activities
� SMEs individually - through our centers of assistance + through the web, radio, TV (distance learning), call centers + distribution of videos, books, publications, CDs, DVDs. More recently we introduced a “door to door” approach, intensifying the assistance of individual entrepreneurs in theirown enterprises
� Group of SMEs - projects delivering group assistance (training, consultancy, information, networking, trade missions). SMEs are gathered in group such as clusters, cooperatives, business associations, business networks, as group of suppliers to larger companies, etc.
How Sebrae delivers its services
� SMEs individual assistance - business life cycle� Potential entrepreneurs
� Companies: 0 to 2 years
� Companies: over 2 years
� “Gazelles” or highly competitive SMEs
� Group Assistance – group of SMEs
� Clusters - strong business links + territory based projects
� Groups of companies - no special links – exists on a short temporary
base
� Business networks or associations – common interests
� Group of suppliers of large companies - following same standards,
contracts, value chain strategies
� Trade associations – common market interests
How we segment our clientele
Technology
and
Innovation
Market
Access
Facilitating access to
financial services
Individual and
group assistance
Business
strategy
Business
Management
and
Cooperation Culture
An Integrated Approach
Results
More competive
and sustainable
SMEs
Questions for debate
� Which are the new ways for the cooperation betweenSMES?
� How much investment fund will be required for SMEs?
� Cooperation in technologies, is that possible?
� Value chains, suppliers, clusters, investments in major projects?
