2. Experiences: Key Points
30 years Export sales
Several Companies of
5 nationalities
Large network BTB,
Fast results
Independent!
Build Distribution
This is the Product!
Find the Clients!
Use the relations
Focus is important
Know the countries
Rural cities expand
Not only the capital
Countries are large!
3. Establishing distributors
BTB, Dealers and OEM sales
Seek and start partners for cooperation
Desk research and conclusions
Field research, visit, selection
Maybe visit relevant exhibitions
Businessplanning in steps/ phases
Start up and expand exportmarkets
Taylored cooperation, client specific
Good references from previous work
4. Partner Company proposal
Which ideas now?
Etablish market
Distributor profile
Cover country
(Perhaps LT+LV OK.
Estonia separately)
Focus exhibitions
Start with Baltics
Russia and Ukraine
Consider Imports
Split in Regions!
Black Sea Coast
Area important!
(Ukraine & Russia)
Build in Steps
Further cooperation
after establishing
5. Baltic countries, population 6,8 million
Riga 800.000.Vilnius&Tallinn about 400.000
7 cities with 100-300.000 (mainly Lithuania)
The Capitals
Harbour cities and the larger
inland cities
Using personal contacts.
Baltic Business Club and
DCC.lv
Partner Country/region
Riga important (fairs)
http://www.bt1.lv/bt1/rigafoo
d/?link=10000000
http://www.gastro.lv/
http://www.mamma.lv/?id=di
vilrez_karte&lang=en&QNosa
ukums=Restaurants+bars+caf
es&&k_coord_x=449066&k_co
ord_y=6313882&k_zoom=3&re
cord_type=FIRM&k_call_list=1
26869&page=8
6. Ukraine 45 million
25 cities 200.000-500.000
6 cities about 1 million
Kiev about 2,7 million
Start with Kiev!
Crimea (Russia), large resorts
The 6 important cities
Kiev has the exhibitions
Use relations to track:
Key Business/conglomerates
(Owners of Gastro & leisure
establishments)
Oligarchs are the real owners
Ukraine money business and
Russians are close connected
Expats from USA/ Canada
http://www.eventseye.com/fairs/cst1_tra
de-shows_ukraine_catering-hospitality-
industries.html
http://expo.ucci.org.ua/en/exhibition/id.
293/
http://www.ua.all-
biz.info/en/buy/goods/?category=2343
7. Russia150 million
Moscow about12 mill. ,SPB 5 mill.
13 other cities, around 1 million
The Golden Triangle is where the money is!
Absolutely interesting!
Might be 3 distributors:
Moscow, SPB, Krasnodar-
others
The good connections are
very important for distributor!
Ownerships in Russia are in
very few hands (Club 299)
http://www.youtube.com/watch?v=Fd
ZVsBfT7xw&feature=fvwrel
8. Krasnodar region
(Black Sea)is 1,5
times the size of DK
About 12 million tourists/year
25% of Russia hotel/restaurants
Winter OL Games 2014 in Sochi
It is one of the richest regions
Very diverse clientele/ young
Turkish business interests
Nos. Population as in Denmark
Good contacts are a must
Region is ruled like a business
http://www.forumkuban.com/
http://www.youtube.com/wat
ch?v=QIFJm3ACn18
http://sochi2014.com/en/
http://www.youtube.com/wat
ch?v=3IP_KrKdLys
9. Belarus 10 millioner
Minsk 2 millioner inhabitants
5 other cities about 400.000
Concentrate in Minsk for the start
A Partner with the right
connections is essentiall
Economy and Minsk is well
developed/ connected to Russia
Use relations from earlier business
(Latvia and Ukraine)
A russian partner could be OK
http://www.expoforum.by/en/year_11/apri
l/horeca_en_11
http://www.inyourpocket.com/belarus/min
sk
(In general the ”Inyour pocket guides” are
recommended to get a picture of
entertainment industry in East Europe)
10. 3 Proposals for establishing market
3 typical phases
A) Package 6 months
Desk and field
research. Partners
found and
recommended for
further cooperation.
Finalized with an
introduction of
distributor.
B) Package 9 months
Desk and field
research, incl. relevant
exhibition.
Partners found and
daily business is run in
Practical start up issues
solved .
Daily business and
expedition, temporary.
11. Full Liner. Optimum solution
C) Package
Custom made solution, adapted to and
especially designed for the actual need
and wishes from both sides in the operation
Aim and goal is to secure a long term and
prosperous cooperation between EvoCon
and the partner (s) in question
