M6 Educational Centre – Skopje hosted the masterclass “Exports That Drive Growth”, organized in collaboration with ProCredit Bank and supported by the European Bank for Reconstruction and Development (EBRD).
Is now the right time for Macedonian companies to think more seriously about exporting? And what does it take for a product or service to successfully enter international markets?
“A country’s wealth is not created when money circulates only within its borders, but when someone abroad is willing to pay for what we create,” said Elena Mladenovska Jelenković, Executive Director of M6 Educational Centre, as she opened the event.
She also presented the next phases of the programme. Between 10 and 15 June, five industry-focused webinars will be delivered, followed by two levels of training. A foundational programme for companies exploring export opportunities will take place on 22–23 June, while an advanced programme designed for businesses already engaged in exporting will be held on 24–25 June. Starting in September, all programme content will also be available as e-learning courses through the digital platforms of M6 Educational Centre and ProCredit Bank.
Maja Stolevska Kostadinovska, National Programme Manager for Business Advisory Services at the EBRD, highlighted that exporting presents a range of challenges for small and medium-sized enterprises—from developing an export strategy and understanding international markets to strengthening operational capacity and managing business risks. For this reason, many companies require additional knowledge, expert guidance, and practical support before taking the next step.
Why Focus on Exporting Now?
Ana Nikolova, Director of the Business Department at ProCredit Bank, emphasized that although geopolitical developments and changes in the global economy have created uncertainty, they have also opened up new business opportunities. European markets are increasingly seeking suppliers that are geographically closer, capable of delivering quickly, and flexible enough to respond to changing demand.
She noted that approximately 6,700 companies in North Macedonia export, yet more than 70% of the country’s total exports come from just 100 companies. The remaining businesses have significant growth potential but need stronger capabilities, international standards, organizational readiness, and targeted support to expand into foreign markets.
According to Svetozar Janevski, Chief Executive Officer of M6 Group, success in international markets requires much more than an excellent product. Competing globally means meeting world-class standards of quality, maintaining competitive pricing, and committing to continuous improvement. Nevertheless, his message to entrepreneurs was simple: “Don’t be afraid.”
He stressed that confidence in one’s product and the willingness to take the next step are just as important as technical knowledge and business expertise.
During the fireside conversation, Darko Čović, international business leader and transformation expert, focused on the practical realities of exporting. He explained that having a quality product alone is no longer sufficient—companies also need courage, a compelling story, and a clear strategic focus.
Rather than competing with large-scale manufacturers on volume, smaller companies should concentrate on specialized niche products, where they can differentiate themselves through quality, innovation, and expertise. He also emphasized the importance of efficient logistics, strong partnerships, and learning from the experiences of companies across the region that have already successfully expanded into international markets.
Zoran Martinovski, International Finance Expert and Private Sector Advisor, challenged participants with the question: “Can we afford not to export?”
He emphasized that for a country the size of North Macedonia, exporting is not simply an opportunity—it is a necessity for many businesses seeking long-term growth and competitiveness. Martinovski provided an overview of the country’s export structure, noting that automotive components, metals, textiles, and IT services represent the largest share of Macedonian exports. He also pointed out that a significant portion of the country’s export performance is driven by foreign direct investment.
As examples of successful Macedonian companies that have built a strong international presence over many years, he highlighted Alkaloid, Tikveš, and Vitaminka. He also placed particular emphasis on Environmental, Social, and Governance (ESG) principles, explaining that sustainability is becoming an increasingly important competitive advantage, particularly for companies operating in international markets.
The masterclass marked the first milestone of the Export Programme, which will continue with a series of webinars, specialized training programmes, and mentoring support for participating companies.
Although each speaker approached the topic from a different perspective, they all shared the same conclusion: successful exporting requires preparation, knowledge, and courage—but for Macedonian companies, it also represents one of the greatest opportunities for sustainable growth and international expansion.
