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Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
Expaccidea -  Presentation on how to do business on the Nordic Market(s)
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Expaccidea - Presentation on how to do business on the Nordic Market(s)

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Presentation on the Nordic Market in 2012 on how to improve business (EU Project in the Balkans). …

Presentation on the Nordic Market in 2012 on how to improve business (EU Project in the Balkans).

The EU Project SECEP -Support to Enterprise Competitiveness and Export Promotion - had the aim to improve the competitiveness of Serbian small and medium sized enterprises (SME). http://narr.gov.rs/index.php/narr_en/Projects/Completed-projects/Support-to-Enterprise-Competitiveness-and-Export-Promotion-SECEP

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  • 1. How to do Business with the Nordic Market(s) – The Swedish Market as an example SECEP – European Initiative to Promote Export from Serbia Leonard Neno Milenković Belgrade, March 2012
  • 2. AGENDA Introduction Nordic countries – A region of similarities 2 Access to the Nordic Market – contract to contract Perception of the Serbian Market – Market Survey About Accidea Strategic Consulting
  • 3. ADVISOR ON BUSINESS STRATEGY Use our strengths in your trade, law and business Business minded Local knowledge Serbian Companies Nordic market Swedish Know- how Track Record Networks Door opener
  • 4. The best way to enter a market An overview Establish presence • Support Office Develop business • Sales & Market Support • Business Strategy Entry Growth Examine opportunities • Business Intelligence • Steps to Export/Import • Market Selection Choose strategy • Market Analysis • Visits • Partner Match • Mergers & Acquisition • Business Opportunity Consulting • Support Office • Company establishment • Representative • Export/Import cooperation • Strategic Partner • Joint Ventures • Business Growth • Multi-market Approach Start
  • 5. AGENDA Introduction Nordic countries – A region of similarities 5 Access to the Nordic Market – contract to contract Perception of the Serbian Market – Market Survey About Accidea Strategic Consulting
  • 6. 25 MILLION PEOPLE 2,5 HOURS FROM SERBIA Denmark Population 2011 Million Sweden 9,4 Finland 5,4 Norway 5,0 Denmark 5,5 Source: Euromonitor
  • 7. THE NORDIC MARKET IN GDP Sweden 347 Denmark 234 GDP (Current Prices) € Million Finland 180 Norway 312 Source: Euromonitor
  • 8. THE NORDIC MARKET – A REGION OF SIMILARITIES – INDIVIDUALLY SMALL MARKETS, BUT WITH A LOT IN COMMON Export of products, are you export-ready? More customers, higher profits and lower manufacturing costs. SWOT analysis: Strengths, Weaknesses, Opportunities and 8 SWOT analysis: Strengths, Weaknesses, Opportunities and Threats. Business Plan: Strategy and business concept (what to do, how to do it and who the customers are).
  • 9. BUSINESS CULTURE – THERE IS A CORRESPONDING NORDIC BUSINESS CULTURE Rules Before Relations: Clear distinction between personal and professional relations. Punctuality: Respect and efficiency. 9 Power Distance: The business hierarchy is equal, ‘flat’. The power distance relatively small between persons at different company levels. Negotiating Business Terms: Expectations and contributions. Be very precise when terms are negotiated.
  • 10. BUSINESS CULTURE – THERE IS A CORRESPONDING NORDIC BUSINESS CULTURE (CONT). The Contract: Written contracts are preferred. A contract is not a letter of intent. Dress Code and Communication Style: Nordic people are often 1 0 more informally dressed; even the CEO can be dressed in that way. Women in Business: Nordic countries have the world’s highest rate of women in the workforce. Gifts: It is not common for business associates to give each other gifts, and legislation against bribes is severe. The best choice is to only present gifts of low value.
  • 11. AGENDA Introduction Nordic countries – A region of similarities 1 1 Access to the Nordic Market – contract to contract Perception of the Serbian Market– Market Survey About Accidea Strategic Consulting
  • 12. THE NORDIC MARKET – RECEIVE RECOGNITION, SOME PRACTICAL STEPS Market research Potential products in the markets. Relevant information such as certifications, standards etc. 1 2 Relevant information such as certifications, standards etc. Socio-economic elements - How does the distribution network look like? Centralised/decentralised system? If necessary, upgrade your products and personnel so that they meet international norms and requirements.
  • 13. THE NORDIC MARKET – RECEIVE RECOGNITION, SOME PRACTICAL STEPS Marketing and distribution Means of transportation. Entry options 1 3 Entry options How do you distribute your products? All/exclusive? How do you plan to market your product in Sweden?
  • 14. CUSTOMER EXPECTATIONS –THE BUYER HAS HIGH EXPECTATIONS OF YOUR PRODUCT AND DELIVERY CSR: Increased consumer awareness on Corporate Social Responsibility. More responsibility than the law demands when it comes to social, ethical and environmental issues. 1 4 Certification and Standards: Compliance with EU and national directives, laws, regulations and standards. Consumer safety and the environment, in accordance with European standards. Delivery Times and Terms: As mentioned before, punctuality is highly emphasised. Make sure to stick to your agreed deadline in delivery. A fast and reliable delivery is highly valued and there is often zero tolerance of delays.
  • 15. CUSTOMER EXPECTATIONS –THE BUYER HAS HIGH EXPECTATIONS OF YOUR PRODUCT AND DELIVERY Packaging: The key to a successful packaging is to ensure that the product is not damaged or intact in any way at arrival. However, the packaging also indicates the quality of the product and must meet certain legal requirements. 1 5 certain legal requirements. Payment: The terms of payment are often stated in the agreement between you and the Swedish company. The most common terms of payment are Cash in Advance, Letters of Credit, Documentary Collections and Open Accounts.
  • 16. AGENDA Introduction Nordic countries – A region of similarities 1 6 Access to the Nordic Market – contract to contract Perception of the Serbian Market – Market Survey About Accidea Strategic Consulting
  • 17. BUSINESS CLIMATE SURVEY IN SOUTH EASTERN EUROPE 2010 2014-04-03SOURCE: SWEDISH TRADE COUNCIL IN COOPERATION WITH SWEDISH TRADE COUNCIL November 2010 – April 2011
  • 18. BUSINESS PLANS Subsidiary to Swedish company Other Marketing/ sales manager 12% Plant manager 2% Other 5% “What best describes your office?” ”What is your position in the company?” 2014-04-0318 company Branch office of a Swedish company Represent ative office of a Swedish company Distributor or agent for a Swedish company General manager/di rector 73% Area manager 8%
  • 19. RESPONDENTS PER BUSINESS SECTOR 60% 80% 100% Trade 2014-04-0319 0% 20% 40% 60% Serbia Romania Greece Bulgaria Other markets Trade Production Service Other
  • 20. FINDING A RELIABLE BUSINESS PARTNER “How do you estimate the possibility to find reliable business partners on your market?” 60% 80% 100% Hard or very hard 2014-04-0320 0% 20% 40% 60% Serbia Bulgaria Greece Other markets Romania hard Not hard nor easy Relatively easy or very easy Many companies percieve they need assistance in finding a reliable business partner
  • 21. DIFFICULTIES IN CONTACT WITH AUTHORITIES “What do you consider a significant problem when dealing with authorities?” 29% 38% 71% 78% 31% 22% 12% 6% Romania Bulgaria Unexpected costs Lack of predictability Slow handling and/or lack of 2014-04-0321 35% 38% 29% 75% 54% 71% 10% 23% 15% 19% 0% 20% 40% 60% 80% 100% Greece Serbia Slow handling and/or lack of service will Accessability / reaching the right person
  • 22. ESTABLISHING A BUSINESS “How difficult was it to establish your company on your market?” Per cent ”easy” and ”very easy” 54%60% 80% 100% 2014-04-0322 54% 50% 47% 40% 35% 0% 20% 40% 60% Other markets Serbia Bulgaria Romania Greece
  • 23. AGENDA Introduction Nordic countries – A region of similarities 2 3 Access to the Nordic Market – contract to contract Perception of the Serbian Market – Market Survey About Accidea Strategic Consulting
  • 24. About Accidea Accidea is an independent strategy consultancy that can create a competitive advantage through unique solutions as a partner in your business in law, business & strategy.business in law, business & strategy. In Cooperation with:
  • 25. We expand your business horizons beyond your business ideas. Leonard Neno Milenković, LL.M. & Lic. Export Sales Manager leonard.milenkovic@accidea.se Tel: +381 63 564 620 (SRB), +46 70 896 74 51 (SWE)Tel: +381 63 564 620 (SRB), +46 70 896 74 51 (SWE) Accidea YU Business Center, Bul. Mihaila Pupina 10 11070 Belgrade, Serbia
  • 26. Thank you for your attention!Thank you for your attention! Accidea 2012. All Rights Reserved.

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