2. Emerging Europe 2014
Agenda
09.30 – 09.35
09.35 – 09.45
09.45 – 10.15
10.15 – 10.35
11.10 – 11.25
Welcome
Market Context – Emerging Europe Country Comparison
An Introduction to Emerging Europe
Support Services from British Chambers in Emerging
Europe
Panel Session:
High Potential Opportunities and Routes to Market
Coffee break
11.25 – 13.05
Breakout sessions
13.10 – 13.40
13.40 – 14.20
Networking lunch
Roundtable sessions / One to one sessions
10.35 – 11.10
4. SCOTTISH DEVELOPMENT INTERNATIONAL (SDI) - GLOBAL REACH
PLUS: We work with partners such as Global Scots, UKTI and the Chambers of Commerce !
www.sdi.co.uk/export-from-scotland.aspx
14. Growth forecasts roughly on a par with other Emerging
economies
Average annual GDP growth forecast (%)
2010-2020
2020-2030
2030-2040
CEE Average
4.7
4.2
3.8
Dev. World
Asia
Lat. Am
1.8
5.8
4.9
1.8
5.1
4.5
1.9
4.7
4.1
Source: HSBC The World in 2050
14
15. UK Share of Emerging Europe’s Import Market (2012)
15
21. The main challenges
Outdated perceptions of the region among business in the UK
Transparency
Bureaucracy
Strong competition
21
22. Ease of Doing Business ranking: 2013
Austria
Slovenia
Slovakia
Hungary
Poland
Czech Rep
Bulgaria
Romania
Croatia
29
35
46
54
55
65
66
72
84
China
Russia
Brazil
India
91
112
130
132
World Bank Ease of Doing Business survey 2013, rankings 1-185
22
23. Corruption Perceptions Index: 2012
Austria
Slovenia
Poland
Hungary
Czech Rep
Croatia
Slovakia
Romania
Bulgaria
25
37
41
46
54
62
62
66
75
China
Brazil
India
Mexico
Russia
80
69
94
105
133
Transparency International Corruption Perceptions Index 2012 – rankings from 1-174
23
25. Extreme Light Infrastructure (ELI) project
EU-funded plan to build new generation of large research
facilities in Czech Republic, Hungary and Romania.
Awareness-raising events delivered to UK supply chain
involving key decision makers.
Trade missions to Prague, Budapest and Bucharest to present
technology, equipment and services to ELI teams.
UK architect and UK consultancies awarded design contract in
Prague. £10 million win for UK supplier of specialist
components and technologies.
25
26. South East provider of management & corporate training
Company participated in CEN regional Education and
Corporate Services event in Vienna – meeting buyers and UKTI
sector leads.
Sales of £30,000 recorded at the two-day event.
4-5 repeat visits made to Austria supported by UKTI Vienna.
Total sales of £200,000 in 2012.
26
27. Scottish producer and exporter of seafood
Contacted UKTI Sofia one year ago to identify and warm up
potential Bulgarian partners.
Visit made to Sofia to meet suggested partners - resulting in first
sale – one container of seafood.
Initial cost of UKTI support - £765.
Follow-up support has been commissioned from UKTI to open
up other parts of Bulgaria.
27
28. East Midlands manufacturer of heat exchangers and coolers
Contacted UKTI Vienna to request an introduction to a potential
Austrian client they had identified.
UKTI Vienna suggested alternative clients providing potentially
better matches for the UK company’s products.
Market visit made with calls on purchasing directors of all
potential clients.
Supply contract won for initial £30,000 p.a. and rising.
28
29. Keys to success
Appoint the best agent or distributor – UKTI can help.
Visit as often as you can – and drop in on the Embassy team.
Make use of Emerging Europe regional events.
Tap into overseas business networks including British
chambers of commerce.
Use local trade specialists to access support and advisory
services (SMART Exporter).
Access market and sector information and alerts about business
opportunities and events on UKTI’s website.
29
34. Poland’s imports of agricultural machinery (CN8432, €m)
150
100
50
0
2004
Total
2005
2006
Germany
2007
2008
France
2009
Italy
2010
2011
Sweden
2012
UK
35. Poland’s imports of blue cheese (CN040640, € ,000s)
8,000
7,000
6,000
5,000
4,000
3,000
2,000
1,000
0
2004
Total
2005
2006
Germany
2007
2008
France
2009
Italy
2010
2011
Denmark
2012
UK
36. Why the deficit? Is it the UK business’s perception of
Poland as a market?
• 'Poland’s a poor country – its consumers/businesses can’t
afford my products/services... the market isn't sophisticated'
• 'Corruption’s a problem'
• 'The zloty is weak compared to the pound'
• 'All my continental competitors have already sewed up the
market'
• 'There’s little information about the market available'
38. Post-communist countries and corruption
0
(inverse scale; 0= total corruption, 100 = total lack of corruption)
10
17
20
29
30
40
50
57
60
60
57
54
53
48
48
43
43
28
26
17
25
41
68
70
80
90
a
H u ni a
ng
ar
y
La
Cz
tv
e c ia
h
Re
Cr p
oa
S l ti a
ov
a
R o kia
m
an
Bu ia
l ga
r
B e ia
l ar
u
Ru s
Ka ss
za ia
kh
s ta
Uk n
U z r a in
e
b
T u ek i
r k s ta
m
en n
is t
an
hu
L it
en
ia
d
Sl
ov
l an
Po
Es
to
n ia
100
Source: Transparency International Global Corruption Perception Index, 2013 r.
40. Bu N Lon
ck E
d
s, Sc on
G
Be ot
lo
rk lan
uc
s, d
s,
O
W
ilts Ch xon
, B es
h
Su ath/ ire
rre Br
y, isto
Su l
ss
W ex
Be ars
ds aw
,
H He
an rt
ts s
,I
oW
E.
M
Yo
id
r k W. s
s
& Mi d
H
s
N um
E
b
En er
gl
an
W d
al
es
GDP per capita – € nominal
Warsaw and UK regions
50000
45000
40000
35000
30000
25000
20000
15000
10000
5000
0
Sources: Eurostat, GUS (2010 data)
41. T ri-C ity
U p p e r S ile s ia n
a g g lo m e ra tio n
K ra k o w
W ro c la w
Poznan
U K A v e ra g e
W a rs a w
GDP per capita € nominal
Poland’s cities: UK perspective
30000
25000
20000
15000
10000
5000
0
Source: Eurostat, GUS; (2010 data)
43. The British Polish Chamber of Commerce
•
Best British chamber in continental Europe four times over the past decade.
•
Networking businesses in Poland since 1992.
•
418 member firms, 70% of whom offer B2B services to support exporters.
•
We work with UK investors in Poland, UK exporters to Poland, Polish
exporters to UK, Polish entrepreneurs in the UK.
•
Offices in Warsaw, Wroclaw, Krakow, London; four teams based in Warsaw HQ.
•
Among the leaders of the Wave One countries, signed contract with UKTI in May 2013
•
For more information on the chamber please contact patrick.ney@bpcc.org.pl
44. BPCC Structure
Warsaw Headquarters – home to Trade,
Policy, Media and Membership teams.
•
London Office.
•
Wrocław Office.
•
Kraków Office.
Working closely with the UKTI team at
the British Embassy in Warsaw
Our Business Centre is your
ideal landing zone in market.
45. BPCC Trade Team
•
Seven Business Consultants with extensive experience working in UK and in Poland.
•
Specialised experience in business sectors spanning manufacturing, consultancy,
advisory, legal, food and drink and ICT.
•
Funded by Government/UKTI to support more UK companies to export to market.
•
Based in the British-Polish Business Centre in Warsaw.
•
Range of products delivered in-house or outsourced to accredited chamber members.
•
Our mission is to support hundreds more UK exporters of goods and services to enter
or expand in the Polish market and the surrounding region.
46. BPCC Trade: Our Products in brief
We offer the following services for UK exporters:
1: Discounted Market Research. Three hours of researcher support free of charge.
2: Company Debt Check. Polish company records on KRD national debt register.
3: Instant Demand Analysis from our special trade data engine.
4: Content Translation into technically perfect Polish (combine with 1 and 3 for low cost
market entry).
5: British Polish Business Centre – hot-desking, meeting place, wi-fi, coffee.
6: Complex market entry projects delivered through chamber members.
Our chamber members offer a wider range of services for UK exporters – find out more by
getting in touch: konrad.kubacki@bpcc.org.pl or contacting @BPCC_Trade.
50. Who are our
customers?
The Government has set the BPCC a simple
target: to radically increase the number of
UK companies trading with Poland. To do
that we want to help:
• UK SMEs across all sectors.
• Innovative UK exporters who understand
that entering Poland, the biggest untapped
market for the UK in the EU, requires
dedication and persistence.
• Companies who can succeed in the market,
helping us to champion the potential further.
The BPCC is the premier
networking chamber in Poland
51. What our customers say about us...
“Given Poland’s growth in recent years, we’ve made market entry here, along with Turkey, a top priority.
The BPCC Trade Team have been very useful in helping us understand the market and support us as
we build a successful distributor relationship here” – Aoife Clarke, Export Manager. Zenith Hygiene Ltd.
“The BPCC Trade Team went out of their way to give me an outstanding level of service and support when
I recently made an export enquiry. Their fast responses, knowledgeable staff and extensive links with
business have proven invaluable in helping my company exploit the potential of the Polish market” –
David Gray, Roman Showers Ltd
“The BPCC Trade has been extremely helpful in examining and advising upon different options for our
business as we look to enter the Polish market. Having made contact with the BPCC Trade Team and
receiving our first diagnosis session, they've been in contact on a weekly basis, introducing us to some
great contacts that we'd never have found on our own, and have shown they've sincerely care about our
business. It's refreshing to know that you have them supporting you as you try to make a success of
your business. I'd absolutely recommend them to any UK exporter looking at the Polish market” –
Andrew Dobson, Export Manager, UBER
