Seminar report Services Seminar - TRTA i

Services Seminar
Seminar report
Karachi, 31 May 2005

This publication has been produced with the assistance of the European Union (EU) as part of an
EU-funded Trade Related Technical Assistance (TRTA) programme with the Government of Pakistan.
The International Trade Centre (ITC) is implementing the programme. The content of this publication is
the sole responsibility of the implementing agency. Facts and figures set forth in this publication are the
responsibility of the implementing agency and should not be considered as reflecting the views or
carrying the endorsement of the EC, ITC, UNCTAD, or WTO. The factual details and in-country
resources in the publication have been researched and compiled by the implementing agency. ITC has
not formally edited this report.
Written by:
DPMD/TSS
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Email: itcreg@intracen.org
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Distribution: UNRESTRICTED
May 2005
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Conference on Trade and Development (UNCTAD) and the World Trade Organization (WTO) for
business aspects of trade development. ITC’s mission is to contribute to sustainable development
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ITC’s strategic objectives are:
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Table of contents
Introduction 1
EC TRTA Programme 1
Services seminar report 3
Services trade impediments 3
Energy 4
Education 4
Telecommunications: Access to broadband 5
Access to financing 5
Priority service markets 5
Additional issues 5
Follow on 6
Seminar agenda 7
Presentation 9
Challenges for business in Services negotiations 9
List of participants 13

Introduction
EC TRTA Programme
The International Trade Centre UNCTAD/WTO (ITC) is executing an EC-funded Trade
Related Technical Assistance (TRTA) programme for Pakistan. The objective of the
programme is to enhance awareness among Government officials, the business sector and civil
society about the implications of World Trade Organisation (WTO) Agreements on the
economy of the country, and to assist Pakistan in building the necessary capacity to address
issues resulting from its participation in the WTO.
Within this framework, a number of series will be held focussing on various aspects of the
WTO negotiating framework – including Agriculture, NAMA and Trade Facilitation in
addition to Services.
The seminars involve both public and private sector stakeholders, and are designed to increase
awareness of the negotiations and their progress, to look ahead to the challenges and
opportunities that the negotiations may provide for both government policy and business
practice. This enhanced knowledge will equip business leaders to play a more meaningful
advocacy role with the government, with a view to contributing to the completion of the WTO
negotiations. The seminars are intended to foster communication between business and
government, leading to the formation of negotiating positions in line with national needs and
inclusive of the real and concrete economic and commercial interests of the country.
With the TRTA, a number of activities are also focused on the development of Pakistan’s
services exports. These include advisory services and training, a survey of the export potential
of the services sector, and development of a service export strategy. Special events, such as
this, are also being organised targeting trade bodies on how to promote service exports and of
the implications of the GATS.
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Services seminar report
The Pakistani Institute of Management (PIM), in conjunction with the International Trade
Centre (ITC), hosted a Services Seminar on 31 May 2005 in Karachi under the auspices of the
EC Trade Related Technical Assistance Programme (TRTA) for Pakistan.
Private sector representatives from the financial, information technology, construction,
telecommunications and professional service sectors were brought together as panellists to
discuss trade constraints. The evening before the seminar, they gathered for a briefing on the
objectives of the seminar and primary principles of international trade in services.
Government agencies were represented by the Ministry of Commerce (MOC), Export
Promotion Bureau (EPB), the Ministry of Industries and Production (MIP), the Pakistan
Software Export Board (PSEB) and provincial governments, and participated actively in the
discussions.
Presentations were made primarily by private sector panellists, and were rich in examples of
General Agreement on Trade in Services (GATS) issues as well as general market challenges.
The symposium was characterised by a very transparent exchange of views from both the
private and public sector participants. The Joint Secretary, MOC, Qasim Niaz, participated for
the full day of the event, responding in detail to a number of concerns raised by services
exporters on WTO related issues. This was clearly appreciated by private sector participants.
Moderators for the sessions (both from the private sector) did a good job in keeping panellists
focussed but also in drawing out key themes on services export development. Regulatory
issues, both internal and external, lack of recognition of professional qualifications obtained in
Pakistan and infrastructural inefficiencies were all cited as constraints to services exports
development.
Overall awareness of services exports, both from the private and public sectors remains low in
Pakistan. Although there are some successes, the potential for success in key sectors, such as
financial services, professional services, IT and Telecoms, remains largely untapped. There are
some comparative advantages in the construction sector, but these are being eroded by very
aggressive competition from East Asia and China. The possibilities for attracting outsourcing,
including call centres, service centres and BPOs faces the key challenge of India, which is
many years ahead both in terms of capability and marketing expertise.
The comment from the private sector is they are to a large extent left to their own devices in
the market, whilst at the same time not understanding the overall multilateral services export
environment. The symposium went some way towards redressing these concerns, but it was at
most a positive beginning. Panellist recommendations focussed strongly on the need for a more
sustained public/private sector dialogue.
Services trade impediments
Representatives from each sector identified numerous establishment issues in various markets.
For example, a financial institution interested in the Bangladesh, Sri Lanka and Middle East
markets identified complex licensing arrangements, compliance with arduous disclosure rules,
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estrictions on repatriation of profits, as well as high capital requirements as constraints to
operations abroad.
A construction conglomerate emphasized their interest in Middle East markets. The firm
identified burdensome registration and licensing procedures, high capital asset requirements,
excessive indemnities, and significant performance guarantees as constraints.
A design firm operating in Lahore, Karachi, Dubai, Manila, and London discussed their joint
venture experience in an unnamed Middle East market. They paid excessive capital
requirements to establish the joint venture. They found the local partner had preferential
standing under domestic law. Once the joint venture became profitable, the local partner
pushed out the Pakistani firm.
An information technology, outsourcing firm explained that "image" was a primary concern.
This resonated with many of the panellists as well as a Pakistani consultant firm interested in
the United Arab Emirates (UAE), Qatar, Saudi Arabia (acceding to the World Trade
Organization (WTO), Malaysia, Zimbabwe, and France. To work around the problem, the
firms sought to establish offices abroad to portray themselves as global entities.
A panellist explained how from an operational standpoint they use all modes of supply from
marketing, service delivery, to after sales service. For example, their associated offices and
offshore business partners outsource design development work to them via cross-border
supply. They serve numerous foreign clients in Pakistan via consumption abroad. Their
representative office in Dubai exemplifies their use of commercial presence. Their staff travel
to find, market, and serve clients abroad via temporary movement.
The firms identified burdensome visa requirements and non-recognition of professional
credentials as constraints to trade. They believed they would gain from efficient, timely
provision of visas in export markets of interest. The firms highlighted recognition of
professional credentials as a necessity for export expansion.
Energy
Reliable access to sources of electricity is a concern of each service firm. Some companies
build generators themselves due to an absence of reliable, quality electricity. This significantly
increases their cost of doing business and makes them less competitive in the international
market. Discussants emphasized this constraint across service and manufacturing firms. 1
As electricity provision is an obstacle to the growth of Pakistani services firms and in light of
current WTO GATS negotiations on energy services, considered exploration of energy
services proposals is warranted from a private-sector perspective.
Education
When service firms higher new staff they have to invest time and money in increasing the skill
level of the new employees. An IT company adopted a rigorous testing process to ensure new
1
A useful source on the issue is "Energy and Environmental Services: Negotiating Objectives and
Development Priorities" published by the UN Council for Trade and Development (UNCTAD) published
in 2003 and edited by Simonetta Zarrilli, Economic Affairs Officer, Division on International Trade in
Goods and Services, and Commodities, e-mail: HSimonetta.Zarrilli@unctad.orgH.
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hires have the quality of skills needed for their responsibilities. The firm found, for example, in
a pool of 150 applicants, they might only identify 5% that are adequately qualified. It may take
the firm six months to train new hires. This increases the firm's cost of doing business and
represents a drag on their competitiveness.
Telecommunications: Access to broadband
Firms identified the need for greater broadband connectivity domestically and with major
foreign international business centres. A second submarine cable is scheduled to open in
October, however domestic connectivity is still an issue. Given Pakistan's relatively recent
telecommunications liberalization, managing the transition to a competitive telecom market
that ensures adequate broadband build out is a high priority. Careful consideration should be
given to post telecom liberalization issues associated with the efficacy of the independent
regulator in overseeing and disciplining new entrants and the incumbent.
Access to financing
Discussants bemoaned the lack of appropriate financing vehicles for service firms. Discussants
noted the difficulty in sourcing venture-capital funds. Participants highlighted the banking
sector's non-recognition of electronic assets such as databases and user information as a basis
for loans. According to a Pakistani transnational, their growth is constrained because
commercial banks do not accept contracts as a lien or collateral. A firm did point out that they
successfully received loans on the basis of projected cash flows.
An associated anecdote explained how a service firm's purchase of electronic assets from
abroad was not recognized by the public agency overseeing international financial transfers.
Because goods did not change hands, the financial payment for the electronic assets was not
released. Consequently the firm had to create a "dummy" package to move through customs
for the release of the funds.
Priority service markets
Service firms emphasized their interest in Middle East markets, including the UAE, Saudi
Arabia (acceding to the WTO), Qatar, as well as Bangladesh, Sri Lanka, India, China,
Afghanistan, Malaysia, the Philippines, Zimbabwe, the EU, and the US.
Additional issues
Firms emphasized their desire for:
• Ensuring government is a facilitator in services market rather than a competitor in certain
sectors. For example, NADRA Technologies, a public entity, competes with private
technology companies.
• Concerted public-sector effort to build Pakistan's image globally.
• Public sector understanding of the nature of services products and the value of electronic
assets.
• Attention to tax burden and its impact on international competitiveness.
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• Recognition of the value of the Information Technology Agreement.
• Ensuring national service standards are consistent with international quality and
certification benchmarks.
• Legislative stability and consistency.
• Reduction of domestic "red tape".
• Coordination on services issues across Ministries.
• Support for consistent participation in International Trade Fairs and Expositions.
• Assistance with marketing skills.
• Targeted training in project management and information technology.
• Understanding and obtaining international certification requirements where applicable.
Follow on
The Services Seminar effectively identified private sector trade interests. Its success was due to
considerable discussion of trade in services principles with the presenters before the gathering.
Speakers were also advised to simply talk about their business operations in plain terms. The
presence of representatives from the Government helped to create a rich exploration of service
interests.
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Seminar agenda
EC Trade Related Technical Assistance Programme For Pakistan
Services Seminar
Pakistan Institute of Management, Karachi
31 May 2005
Opening Remarks
Mr. Arif Ahmed Khan
ITC National Programme Coordinator TRTA Programme
ITC Welcoming Remarks
Mr. Bruce Shepherd
ITC Senior Business Advisory Services Officer
0900 hrs
0910 hrs
Presentation ‘Challenges for Business in Services Negotiations’
Ms. Linda Schmid
ITC Trade in Services Officer
Inauguration of Sessions
Mr. Qasim Niaz
JS WTO Ministry of Commerce Government of Pakistan
0950 hrs
Session I
Financial Services
Introduction by the Moderator
Introduction of the Panelists
Mr. Naved Iqbal, Senior Vice President, Muslim Commercial Bank, Karachi
Mr. Raheel Javed Director, West Minister & Eastern Financial Services, Karachi
Mr. Arooj Alam, Ernst & Young International, Karachi
Discussion
Closing Remarks
Session II
IT & Telecom Services
Introduction by the Moderator
Introduction of the Panelists
Mr. Ahmed Afzal, Director Pakistan Software Export Board, Islamabad
Mr. Atif Mumtaz CEO Cogilient Solutions, Islamabad
Mr. Babar Jhumra, Managing Partner, NBA Computers, Karachi
Discussion
Closing Remarks
1000 hrs
1005 hrs
1010 hrs
1100 hrs
1115 hrs
1120 hrs
1125 hrs
1130 hrs
1220 hrs
1230 hrs
LUNCH BREAK
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Session III
Construction & Related Services
Introduction by the Moderator
Introduction of the Panelists
Mr. Khalil Hassan, Ed.Zublin AG, GBH-Islamabad
Mr. Usman Saleem Khan CEO Impact Design, Islamabad
Mr. Parvez Qureshi Architect, Lahore
Discussion
Closing Remarks
Session IV
1330 hrs
1335 hrs
1345 hrs
1430 hrs
1440 hrs
1440hrs
Professional Services
Introduction by the Moderator
Introduction of the Panelists
Mr. Yousaf Khosa, Legal Advisor Impregilo SPA, GBH-Islamabad
Ms. Mehnaz Sheraz Partner, Afridi Shah Minallah Law Firm, Lahore
Ms Nousheen Khan, CEO AMZ-KHN Consulting, Islamabad
Discussion
Closing Remarks
1445 hrs
1455 hrs
1545 hrs
1555 hrs
Recommendations from the Panels
1600 hrs
Closing & Tea Break
1630 hrs
Press Conference
1700 hrs
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Presentation
Challenges for business in Services negotiations
Business challenges
EC Trade Related Technical Assistance
Programme for Pakistan in Services
“Challenges for Business in
Services Negotiations”
• Awareness of the nature of the services
economy
• Identification of trade in services impediments
• Articulation of interests
• Implementation
May 31, 2005
Karachi, Pakistan
2
Nature of the Services economy
Pakistan exports 2003
• Size, scope, growth, employment
• Value of telecom infrastructure
• Services relationship to commodity, agriculture,
textile production
• Nature of services impediments
• Transparency in domestic regulation
Manufactures
76%
Other commercial
TransportationTravel
services
6% 1%
4%
Agricultural products
11%
Mining products
2%
Other Commercial Services:
Communication
Construction
Ins uranc e
Financial
Computer
Info rma tio n
Other business
Cultural & recreational
Royalties & license fees
3
4
Pakistan trade in services 1999-2003
(Exports)
900
800
Transportation
700
Travel
600
Other commercial services
500
400
Other Commercial Services:
Communication
300
Construction
Insurance
200
Financial
Computer
100
Information
Other business
0
Cultural &recreational
1999 2000 2001 2002 2003
Royalties and license fees
Source: WTO Trade Services database
5
Telecommunications as the conduit for
international services trade …
• Access to foreign markets
• Means to find, market, and service foreign
customers
• Quality, cost, access determinants of competitive
position
6
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Services as a significant component of
agricultural, commodity, textile production
• Logistics services critical to bringing products
to market
• Banking and insurance services crucial to
international trade
• Professional services (legal, accounting,
engineering) fundamental to hard & soft
business
7
Services trade impediments
• May take the shape of government “measures” or
regulatory barriers at national & sub national level,
i.e. domestic and foreign:
• Law
• Regulations
• Administrative rules
• “GATS establishes rules and disciplines for policies
affecting access to services markets" - Bernard
Hoekman - Assessing the General Agreement on
Trade in Services
8
Transparency in domestic regulation
• Critical to services markets
Method of creation,
publication,
administration,
adjudication of rules:
• Enables business to
understand the rules governing
commercial practices
• Influences time, quality, and
cost of providing services
• Affects the ability to compete
vis-à-vis domestic and foreign
firms
Grasping the “trade framework”
• Cross-border
• Consumption abroad
• Commercial presence — establishment —
investment regime
• Temporary movement of people
9
10
Identification of trade in services
impediments
• A professional service firm is required to partner with local firms
in foreign markets. They find this impedes their ability to grow.
• Potential Obstacle: prescriptive corporate structure
• Request: ability to establish in form of company’s choice
• A construction firm identifies a prospective project in a foreign
market.
• Potential obstacle: bids not open to foreign enterprises
• Request: non-discriminatory treatment
• Financial institution has identified prospective market niche in
foreign country.
• Potential obstacle: product-specific restriction
• Request: elimination of constraint
11
Establishment rules: bottom line for
business
• Where firms locate
• Who and how many employees they hire
• Which clients they serve
• Their scope and type of service products
• How they access capital
• Cost of doing business
• Competitive position
12
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Identification of trade in services
impediments
• W. K. Chan of the Hong Kong Coalition of Service
Industries founded in 1990 representing 50 services
sectors advised:
“We keep in regular contact with our members, conduct
periodic consultations and occasionally cooperate with
academic institutions on studies to identify their interests...
We also maintain close contact with our constituent members
(industry and professional associations) to gauge their
views."
• Consultation, studies, and collaboration are best
practices to elicit export barriers.
13
Identification of trade in services
impediments – Intra-industry consultation
• Undertaking across service firms and industries is a
delicate process.
• Market players can:
• Examine problems found operating in domestic & foreign
markets
• Explain how problems affect business operations
• Consult to determine if there are common obstacles
• Talk to service users such as agriculture and commodity
producers to find common positions
• Commercially significant impediments that are common
to players generally form the basis of consensus
14
Hearings can help identify trade in
servcies constraints
• Valuable "demand pull" device to drive private
sector input
• Individual firms and services associations
participate
• Facilitates parliamentary or inter-ministerial
consideration of services trade issues
Critical to process
15
Articulation of interests: The written word
• Letters to the editor of local newspapers
• Letters to parliamentarians, trade ministers,
regulators or the chief executive
• Testimony for presentation at trade hearings
• Declarations for release at important trade events
• Brief white papers identifying and explaining the
obstacles and their impact on business
• Firms can act independently or in groups to
articulate their interests
16
Articulation of interests: The spoken word
• Meet one-on-one with public representatives to
introduce and explain issues
• Orchestrate symposiums to discuss services
trade issues and attract press attention
• Participate in radio or television talk shows and
leverage the press
Articulation of interests: The structured
“decision-maker meeting”
• Planning strategy
• Anchor spokespeople to explain interests to
public sector representative
• Consensus on key messages
• Provision of trade issue briefing documents
• Request for specific action
• Follow-up
17
18
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Trade agreements: Pakistan & Asia
19
• Economic Co-operation Organization (ECO)
• Pakistan, Iran, Turkey, Afghanistan, Kyrgyzstan, Azerbaijan, Tajikistan,
Turkmenistan and Uzbekistan
• South Asian Association for Regional Cooperation (SAARC)
• Pakistan, Bangladesh, Bhutan, India, Maldives, Nepal and
Sri Lanka
• South Asian Preferential Trade Agreement (SAPTA)
• Pakistan, Bangladesh, Bhutan, India, Maldives, Nepal and
Sri Lanka
• South Asian Free Trade Agreement (SAFTA)
• Pakistan, Bangladesh, Bhutan, India, Maldives, Nepal and
Sri Lanka.
20
“Challenges for Business in Services
Negotiations”
Implementation
services@intracen.org
21
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List of participants
No. Name Organization Address Phone No. E-mail
1. Ali Raza BMA Capital Karachi 021-2430532 araza@bmacapital.com
2. Nousheen G. Khan AM/KHN Consulting 0300-8549805 nkhan@amzconsulting.com
3. Muhammad Taufiq DHM Enterprises 501, 5 th Floor, Uni
Shopping Centre,
Saddar, Karachi
4. Haroon Mirza Haseeb & Co. 408 Uni Shopping
Centre, Abdullah
Haroon Road,
Saddar, Karachi
5. Farhat Rashid D.I. Sindh 48/11 B6 street,
Phase –V, DHA,
Karachi
5211492/5678545
0300-2485113
5674472
Fax: 5675314
0300-236558
haseebco@super.net.pk
6. Ms. Nudrat Hussain
Khan
7. Muhammad Saqib
Hafeez
EPB
BOI
62, Garden Block,
Garden Town, Lahore
1 ST Floor, Kandawala
Building, M.A. Jinnah
Road, Karachi
8. Asif Khan EPB Shahrah-e-Faisal,
FTC Building, Karachi
9. Athar Khokhar EPB Shahrah-e-Faisal,
FTC Building, Karachi
10. Dr. Masroor Anwar
Memon
EPB
Shahrah-e-Faisal,
FTC Building, Karachi
042-9230640 nudratimran@hotmail.com
021-9215443 saqib_mian@yahoo.com
021-9201520 asif.khan@epb.gov.pk
021-9201520 Atharad2003@yahoo.com
021-9202714 memonmasroor@yahoo.co
m
11. Mansoor Arifeen PAMCO, Punjab Lahore 042-6309721 mansoorarifeen@hotmail.co
m
12. Navaid Iqbal MCB 11 th Floor, MCB
Tower, I.I. Chundrigar
Road, Karachi
13. Arooj Alam Khan Sidat Hyder Morshed
Associates
601, Beaumont Plaza,
Beaumont Road,
Karachi
14. Umar Khalid TMT Ventures Ltd. 610, CTC, Blocks,
Clifton, Karachi
15. M. Jawaid Anwar SME Leasing Ltd. FTC, Shahrah-e-
Faisal, Karachi
16. Qasim M. Niaz Ministry of Commerce Pak Secretariat,
Islamabad
17. Usman S. Khan IMPACT Design No. 4, St-27, F-6/2,
Islamabad
18. Pervez Qureshi Unicon Cons 82, Allaudin Road,
Lahore
19. Jahangir Khan
Sherpao
CITE Architecture
Planning & Design
79 – I&T Centre, G-
8/1, Islamabad
20. S.M. Wasimuddin Jawks Leather D-83, Pakistan
Quarters, Nishter
Road, Karachi
21 Basit Rauf EPB Paris Road,
Sialkot
22. Atif Aziz FTC Building,
Shahrah-e-Faisal,
Karachi
021-2270044 navaid-iqbal@mcb.com.pk
5693521-30 Arooj.khan@sidathyder.com
5863015 umarkhalid@tmtventures.net
9204751-3 Anwar-jawaid@hotmail.com
051-9202107 jswto@yahoo.com
051-2826353 Impact01@comsats.net.pk
042-6688571 uniconconsulting@hotmail.c
om
051-2256997 info@citearchitercture.com
021-2220066 smwasimuddin@yahoo.com
052-9250084 epbskt@brain.net.pk
021-9209202711 atif.aziz@epb.gov.pk
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No. Name Organization Address Phone No. E-mail
23. Nasir Hamid FTC Building,
Shahrah-e-Faisal,
Karachi
021-9201517 Nasir.hamid@epb.gov.pk
24. Qamar Anjum Shara-e-Iqbal, Quetta 081-9202491 Qamar127@hotmail.ocm
25. Riaz Ahmed Sheikh FTC Building,
Shahrah-e-Faisal,
Karachi
021-9206808 Riaz.shaikh@epb.gov.pk
26. Syed Zafar Hassan
Zaidi
Int’l. Trading Corp.
27. S. Asim Shah Forms `
4,5 &6 Dilkusha
Chambers
28. Mehnaz Shiraz Afridi, Shah Minallah 15/2, Maratib Ali
Road, Gulber-4,
Lahore
29. Rashid K. Siddiqui Saudi Pak Leasing
Co. Ltd.
30. Mushtaq Ahmed Overseas Pakistani
Foundation
6 th Floor, Lakson
Square Building - 1
Karachi
20/A-II, PECHS
Karachi
31. S.H.A. Bukhari NILAT, M/Labour University Road,
Karachi
32. S. Ghayoor Hassan University Road,
Karachi
33. M. Anwar Khan University Road,
Karachi
34. Khalil Hassan H. 5, St. 3, G-6/3,
Islamabad
35. Ahmed Afzal Evacuee Trust
Complex, F-5,
Islamabad
36. Yusuf Hussain 10, ST.33, F-7//1,
Islamabad
37. Azhar Dahar FTC Building,
Shahrah-e-Faisal,
Karachi
38. Zulfiqar Ali BMA Capital 801, Uni Tower,
Karachi
39. Atif Mumtaz Cogilent 205 D, Evacuee Trust,
Islamabad
40. Babar Jhumra NBA Computer 47-H-I, PECHS,
Karachi
41. M. Itiaz Ahmed Aliya Associate 20/7, Textile Plaza,
Karachi
021-2727349 Itcntn@super.net.pk
042-587300-3 Mehnaz.shiraz@gmail.com
021-5210678 rashidksiddiqui@hotmail.co
m
021-4534868 sindh@opf.ogc.com
021-9243760
021-9243760
021-9243760
0300-8476324 khalilhasan@hotmail.com
111-333-666 aafzal@pseb.org.pk
0300-5001708 Yusuf.hussain@dualmatric.c
om
021-9206809 Azhar.dahar@epb.gov.pk
021-242-6829 zali@bmacapital.com
051-2871173 atifm@cogilent.com
021-4384005 babar@jhumra.com
021-2415563
42. Mubarak Zeb Khan Daily Dawn Zero Point Islamabad 051-2202701-5 mubarakz@hotmail.com
43. Noorul Hadi NILAT University Road,
Karachi
021-9243758
9243764
44. Inaamul Haque Govt. of Punjab P&D Dep’t. Lahore 042-9210491 Inaamulhaq786@yahoo.com
45. FTC Building,
Shahrah-e-Faisal,
Karachi
021-9201505
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