![](bg6.png)
It is expected that collaboration will be
established not only for product marketing, but also
include the whole production system. As part of the
supply chain, small scale tapioca production unit
should possess better bargaining position in cassava
industry. Collaboration will enable them to be
exposed to a broader market, and other benefits such
as possibility to cost share and opportunity to
technology transfer in order to improve productivity
and business performance. However, collaborative
network will not be achieved without trust among
members (Petrescu; cRuz; Negrusa, 2014). An
important point which possible to attain in a
community with strong social capital.
It is fair to conclude that the character of small
scale enterprise in rural area is traditional in which
their natural resource base activity is heavily depend
on raw material availability and local market system.
In globalization era, holding to that principle will
place them into a vulnerable position. It is important
to strengthen them with relevant entrepreneurial skill
and knowledge to help them survive by increasing
their competitiveness. This will require a collective
action and institutional approach to shift the paradigm
from traditionally managed small scale enterprise to
collaborative network. The collaboration of which
will enable them to strengthen their bargaining
position, solving problem collectively, which at the
end creating a more efficient and effective marketing
system (Barham &Chitemi, 2009). Proper support is
required to increase the capacity and capability of
small scale industries to adapt well into meeting
market demand and thus establish sustainable
business activity they could rely upon (Aykan;
Aksoy; Sonmez, 2013).
Of course, to realize the idea of collaboration,
there should be one of tapioca producer who
pioneered. Communication between producers is
absolutely necessary. Intensive communication and
meetings required to equalize perception and group
purpose. In this part, the role of facilitator is
necessary. Facilitator has an important role to be a
mediator to make similarity understanding.
4 CONCLUSIONS
Delayed sales is one of the problem of small scale
tapioca producer, especially in Subang Region. It is
need problem solver to cope that condition.
Collaborations could become a prospective
alternative to support the business performance of
small scale tapioca industry. Collaboration can
strengthen them in bargaining power, technology
innovation, and market share. They growth together,
and create an social ties more closely. The existing
social capital plays an important role to establish an
effective knot of collaboration which function not
only to improve marketing system, but also to gain
better access to technology, capital and supporting
policy they deserve.
ACKNOWLEDGMENTS
The authors acknowledge the Center of Appropriate
Technology Development Indonesian Institute of
Science for supporting this study. We also extend our
gratitude to all respondents’ tapioca manufacturers in
Tanjungsiang subdistrict for being diligently
accommodating us with data and information; also to
Hari SiswoyoAji, Abah Cumid and all tapioca
producer in Subang, who have contributed in many
aspects of the research.
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