Date: July 2022
By: Carla Zahra
TradeMalta CEO Anton Buttigieg is passionate about helping Maltabased businesses fulfil their potential beyond Maltese shores. But what makes a company ready for internationalisation?
Established in 2014 as a joint-venture between the Government of Malta and The Malta Chamber, TradeMalta offers a bespoke service to support Malta-based companies throughout their internationalisation process. Of course, a highly competitive market does exist locally for business owners, but venturing outside of Malta provides unparalleled opportunities for growth. As the first CEO of the organisation, Anton is targeting new markets that would be well-suited for local companies, mainly in SubSaharan Africa and the Middle East. Within these markets, TradeMalta has identified growth opportunities for businesses operating in the medical fields, aquaculture, agribusiness and specialised manufacturing, among others.
When it comes to business, there is no universal language. Rather, says Anton, each region has its own culture and way of doing things. This is why exploring new markets in person and building relationships face-to-face is crucial in order to develop a solid foundation for business relationships to thrive. Having international representation is another important factor needed to facilitate the process. “When we identified the Sub-Saharan markets as a good opportunity for Maltese businesses to venture into, we approached the Maltese government and worked together to open our first two diplomatic representations in Ghana and Ethiopia,” explains Anton. “We promote these markets and the surrounding regions actively and have found the local business community to be very responsive to the idea of expanding into these emerging markets.”
So far, TradeMalta has already registered multiple success stories such as aiding the wholesale distribution company, Salvo Grima, and the Biometrics & Data protection start-up, Trust Stamp, to launch operations in Sub-Saharan Africa. Both companies opened a base in Rwanda, enabling them to focus on growing demand for their services in the region. In addition to providing market research and guidance, TradeMalta also supports companies through financial grants and institutional introductions.
Naturally, travel restrictions due to COVID-19 were a major setback for businesses seeking to internationalise. Although the team members had all the tools they needed for remote working already in place, they were not able to reach out to companies to discuss opportunities faceto-face. Moreover, not being able to travel meant that the team had to press pause on several market visits.
“Human interaction is crucial for relationship building, no matter how prevalent digital communication becomes.”
“We now believe that Malta needs to build new relationships at an international level. There is talk about deglobalisation and ‘on-shoring’, but this will not happen overnight and it will come at an increased cost.”
“We could only adapt to a certain extent, by providing online services and helping companies shift towards the digital space,” says Anton. “But the physical element in what we do cannot be replaced.” “Human interaction is crucial for relationship building, no matter how prevalent digital communication becomes. There’s a limit to how successful you can be in a market without being physically present,” he adds.
In spite of these challenges, the TradeMalta team remain motivated to continue giving companies what they truly need in today’s business environment. Each individual shares a common drive to help local businesses and, by keeping things in perspective, they are able to recognise the important function that they contribute to society. “Every day is different, and we’re constantly looking for new companies to support. It’s a continuous learning process, so we are always inspired to do more,” he says.
“Still, we’re not immune to what’s happening around us. Across the board, companies are struggling to secure raw materials at a competitive price, while shipping costs for remain high. This was already a problem during the pandemic, but on top of very expensive freight costs we are now experiencing issues of scarcity and the increased cost of raw materials,” continues Anton.
Indeed, several countries have closed their economies to protect their internal markets and are no longer exporting their own raw materials, which poses serious threats to business on a local and international scale.
“Instability is the enemy of every business,” he adds. “But every challenge comes with an opportunity, and companies are recalibrating their business models and looking for new business partners, which is where we can help.”
According to Anton, the biggest challenges in internationalisation are understanding where you should be going with your product or service, finding the best partners and choosing your best routes of entry. Since many businesses have not previously expanded internationally, TradeMalta aims to smoothen the transition by doing all the groundwork, such as learning how to conduct business in particular jurisdictions and Tea or coffee? Tea arranging meetings. Sunrise or sunset? Sunset “We now believe that Malta Sweet or savoury? Sweet needs to build new relationships Books or television? Books at an international level. There is Working alone or in a team? Team Summer or winter? Winter talk about deglobalisation and ‘onshoring’, but this will not happen overnight and it will come at an Android or iOS? iOS increased cost. This is why we City breaks or country holidays? Country need to seek new international Home cooking or dining out? Home cooking partners and to widen our business networks,” explains Anton. “It takes time to see the benefits of our work, as we diversify our approach to international business. We cannot put all our eggs in one basket, but we also cannot overstretch ourselves.”
Most often, TradeMalta initiates discussions with local businesses in which they identify potential for internationalisation. But what is the main thing they look for when choosing who to contact?
“What we want to see in the companies we help is commitment. If a company has a team or at least one person in charge of handling their internationalisation process, then we can tell that they are more focused to take this new challenge on board. If they have a single person in charge of Maltese operations and internationalisation, then we know that the chances of success are going to be slim,” he concludes.