This newsletter provides updates on Danish businesses operating in Poland. It summarizes the experiences of three Danish companies that have found success in Poland in 2010. Ester & Erik, a candle company, received a positive response launching in Poland despite selling luxury products at higher prices than local competitors. Terma, a defense company, was awarded a major contract to provide electronic warfare systems for Polish military helicopters. Greenwood Engineering received two public contracts for road and bridge projects. The newsletter indicates that Danish exports to Poland have increased significantly in recent years and that the Polish economy and market provide opportunities for further growth.

1. FOR MEMBERS OF DANISH BUSINESS CLUB POIAND
EXECUTIVE NEWSLETTER
a::?{:i;
02 From the Ambassador
O3 The Trade Council
O4 ester & erik
O 5 Dania.com.pl
Cu Iture
EU presidency, UEFA
Terma
Greenwood Engineering
District Heating Roadshow
Dl studytrip
Special Economic Zones
Aiming at Poland?, Nordea
Energy, Upcoming events
Services
Danish Business Club Poland
DAN IS H
COMPANIES
IN PO LAN D
With an increase in exports to Poland on 79%
since zoo4 and a PoLish economywhich is
booming, there are alLthe reasons to betieve in
furthergroMh on the Potish market. The recent
strengthening and stabilization ofthe Ztoty adds
further substance to this assessment. ln the first
9 months ofzoro the Danish exportto Poland
recorded a heatthy 5.2% increase compared to
lastyear.
Alongwith the expected groMh in exports comes
an increasing demand for high-quatity products -
an areawhere Danish companies are usuallyvery
competitive.
lnside this issue ofthe Executive Newsletter
you will find stories of three very different
Danish companies, which all have had a
successful 2o10 on the Polish market. ester &
erik, which is very new in Poland but already
has achieved a very positive response, Terma
which [anded a major contract with the Polish
m ilitary, and Greenwood Engineering which
was awarded two pubtic contracts forthe Road
and Bridge Research lnstitute.
o6
o7
o8
o9
10
77
72
73
74
75
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2. IHE TRADE COUNCIL
DANISH COMPANY PROFI LE
"lt has been a very positive experience to
start up a business in Poland. We have only
experienced a very serious and professional
approach to our company and products. The
Danish Embassy helped with finding a group of
companies which were interested in a possible
cooperation, and from that tist we could choose
the companies we saw as most interesting for
us. Furthermore, the Embassy was present
during alt meetings and it was veryvaluable and
on several occasions also a necessity.".
As mentioned before, ester & erik is stitl very
new in Poland, and Søren Møllertells us
that the candles are being presented to the
customers, so as to "(...) make the market
aware that we are new in Potand and have
something unique. lt of course takes some
time with a product as ourwhich is a luxury
product which people are not used to pay so
much for in Poland, because there are several
local producers which seltto far lower prices.
But untiI now there has been amazingly
positive response and our partner feets that
there are great possibilities for our candtes in
Poland.".
As to the question aboutwhich kinds ofcandtes
witt setlthe best in Poland, Søren answered:
"The candtes the Potish customers are asking
for are typically the very classic candles we also
burn in Scandinavia - but it is stillvery early to
saywhich models and colours wewilt seltthe
most in Poland.".
The fair in Paris: Maison et objet - Autumn 201.0 (3/9 -7 /9).
Ester & erik candles can be found in the finest interior design outtets and exctusive florists
worldwide, in Poland ester & erik candles are soleLy sotd from Wiltowhouse.
Ester & erik started to produce dipped candles in 1987.
The establishers were Ester and Erik Møller, and the second generation is ready presented by
Søren and Christina Møller.
http://www.ester-e ri k.d k/
ESTER & ERII(
INTERVIEW WITH ESTER & ERIK'S
SØREN MøLLER
Ester & erik is a com pany which specialises in
producing candles of a particular high quality.
The candles are made from raw materials from
teading European suppliers, coloured and
lacquered by hand and they do not drip or
make unpleasant smoke or soot.
Søren Møller, who is the owner of ester & erik
and responsibte for Poland, emphasises that
their candles are so special because "(...)
we have the greatest selection of cotours
among all distributors in the EU and our
candles are detivered in frames which are EU
design protected. We are the onty company
in the world which does that and that makes
our candles stand out even more from other
producers on the market.".
Even though ester & erik has atready
expanded to other parts ofthe world, the
Americas and Asia, the thought of expanding
the business to Poland does not go back far:
"We began to think about Poland as a market
about three years ago. We did that because
there was more and more emphasis on the
purchasing power in Poland, and there was
a lot of writing about the possibitities in
Poland in different media. Furthermore we
got more and more requests from Potish
stores via our fair in Paris, and atso began to
get some orders.".
Accordingto Søren Mø[er, Poland has so
far lived up to the company's expectations:
4

3. DESIGN
GROWING POPULARIry
OF DAN IA.COM.PL
The website was launched in May zoro and has
quickly gained popularity for both companies
and private peopte. lt also turned out that it is
widely used by journatists and design experts
as a good source of information. Furthermore,
we have been offered numerous cooperation
proposals in relation to the website.
The poputarityofthe website is driven byvery
specific information on Danish design written
in Polish, and presented on one website.
Additionalty, it offers a little more than onty
information on Danish design in Poland. The
visitors can also read about designers and the
story of Dan ish design as well as participating in
the announced competitions.
THE TRADE COUNCIL
Number of visitors
6 llumber sfvisitsr!
NOVEMBER SAW A VISITOR RECORD OFZ583,
SEE THE TABLE
The concept of the website will be further
developed and new changes will occur almost
every month. Press conferences and new
competitions forthe visitors are also planned
for zon.
FOR FURTHER INFORMATION,
PLEASE CONTACT:
SENIOR COMMERCIAL ADVISER
AGNIESZKA WR6BEL
TEL.: +48 (22) 565 29 21
E-MAIL: AGNWRO@UM.DK
NOVEMBER SAW AVISITOR RECORD OF 7583,
SEE THE TABLE
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4. THE TRADE COUNCIL
SUCCESSFU L DAN ISH COMPANY
TERMA TO
D ELIVER
SELF.
PROTECTI O N
SYSTEMS
FOR
POL
MILI
HEL
SH
TARY
CO PTERS
This summerTerma was awarded
a contract bythe Potish Ministry of
National Defence to provide Electronic
Warfare Self-Protection Suites for 7 MltT
Multipurpose Helicopters and r5 Ml-24
Attack Helicopters. The contract is part of
an upgrade programme that wilt prepare
the Potish Army heticopters to meet the
operationaI requirements in the Afghan
theatre ofoperations.
The contract has a vatue of approximately
PLN room and is the single biggest electronic
warfare contract Terma has been awarded so
fa r.
The Polish Armed Forces have a long-standing
requirementto equip its rotary and fixed
wing platforms with modern self-protection
8
systems. lt is therefore considered an
important breakthrough, thatTerma has been
selected as the prime contractor to deliver its
turnkey self-protection solution for zz Potish
Army helicopters. Terma's Corporate Vice
President, Customers & Marl<ets, Jørn Henrik
Levy Rasmussen, expresses his hopes that
"this contract makes Terma come into play in
coming projects in Poland, and opens doors
further, as these types of heticopters are in
use in other countries as well.".
This is the first time Russian designed Ml
heticopters are being equipped with Terma's
Etectronic Warfare Setf-Protection Suites.
There are numerous Ml helicopters in service
with armed forces across East and Central
Europe, the Middle East, Asia and Latin
America. Other Ml users might be interested
in fottowing the Polish example and update
their heticopters to meet today's operationaL
requirements.
Standardisation is a high priority for the
Polish Armed Forces. The chatlenge ahead
of Terma is to demonstrate the quatity,
effectiveness and sustainabitity of its aircraft
survivability equipment. The Polish military
has short and medium term requirements for
upgrading its MIG-29 fighters, M-zB Bryza
light transport aircraft and additional Ml-17
heticopters with modern electronic warfare
eq uipment.
Terma won the contract after several years'
preparation, where the relations to the Polish
Air Force, Polish Army Air Mobite Forces and
last but not least the Potish industry have
been developed. During this process there
has been a good and close cooperation
between Terma and the Embassy. Levy
Rasmussen says: "During the preparation
Terma A/S was originally founded in 1949
as a machinery shop in Aarhus, Denmark.
The headquarters are in Denmark and Terma
has internaiionaL subsidiaries and facilities
in the Netherlands, Germany, Singapore
and several in the USA.
Terma is owned by the Thomas B. Thrige
Foundation, Copen hagen.
l(ey business areas are: Aerostructures,
lntegrated Defence Systems, Radar Systems,
S pace.

5. THE TRADE COUNCIL
: -:, e only experienced welt-quatified
:. ''on both Defence Attach6 Carsten dJp
: i - trssen and the Trade Department. lt has
.-- oigreat advantage to us, to have people
- - .inow about the PoLish defence and
.-,.rre with us the whole way.".
- -
- -g the execution of the programme,
- : ^ is wetI underway, Terma will be working
- a number of sub-suppliers and partners,
-, -Cing MilitaryAirworl<s No. r (WZL-t) in
--
- :. and Air Force Institute of Technology
-,', .) in Warsaw. Terma will work closely with
,
---r for installation of hardware parts and
-,', - for testing and certification.
-". Dolish defence market is expanding.
--: defence budget is linked to the GDP,
. - : during the last severaI years it has
- -s experienced a steady increase. Potish
. - rorities are determined to modernise
the armed forces and ambitious technical
modernisation programmes have been
launched. Modernisation of command,
controtand information systems, air defence,
surveillance systems etc. wilL provide market
opportunities not only forTerma, but atso
for other Danish companies that are abte to
provide advanced technotogicaI solutions. I
shall though emphasise thatTerma's example
proves beyond doubt, that a Long-lasting
commitment and abiLity to cooperate with the
Polish defence industry is a prerequisite to
5 U CCeS S.
Terma is part of the Trade Council's l(ey
Account-programme, which is a close
cooperation between the company and a
designated Key Account Manager. It is a Long-
term and strategic cooperation, where the
Key Account Manager gets a look into what
the company produces and its wishes for the
future. This raises the value of the worl<the
Trade Council delivers.
FOR FURTHER INFORMATION, PLEASE
CO NTACT:
DEFENCE ATTACHE
CARSTEN RASMUSSEN
TEL.: +48 (22) 565 29 31
E-MAIL: CARASM@UM.Dl(
kGREENWOOD
:NGINEERING
. Greenwood Engineering was founded
as a company in 1992 by Leif
Grønskov.
The first project was a Profitograph
with 17 tasers and an inertial system.
The company-s main office is located
in Brøndby, Denmark and in 2006
Greenwood Engineering opened a
representative oliice in Beijing.
GREENWOOD ENGIN EERI NG SUCCESSFUL
IN PUBLIC
:'eenwood Engineering was awarded two
:-lblic contracts with the Road and Bridge
:esearch lnstitute (lBDiM) in Poland, for
:elivery of state of the art road measurement
=q uipment. Both contracts are financed by the
-stitute within the EU-funded programme
- novative Economy.
Greenwood Engineering specialises in a
,'ride range of measuring equipment for
roth highways and railways, which is sotd
,vorldwide.For the road sector, Greenwood
Engineering produces equipment that at
research levet supports better planning of
TENDERS
pavement maintenance; the equipments
monitor bearing capacity, roughness, and
pavement damages.
For the railway sector, Greenwood Engineering
produces systems for supervising railway
material for research, planning and
maintenance
FOR FU RTHER INFORMATION,
PLEASE CONTACT:
SENIOR COMMERCIAL ADVISER
TOMASZ LUCZYNSKI
TEL.: +48 (ZZ) SeSZg Sl
E-MAIL: TOMLU@UM.DK

6. THE TRADE COUNCIL
SPECIAL ECONOMIC ZONES
TH E SPECIAL ECONOMIC
ZON ES IN PO LAN D
EXPERIEN CE G ROWTH
According to the latest report from the
con sultin g agen cy l(PMG, the S pecia I Econom ic
Zones (SEZ) are again experiencing growth
aftera slowdown in zoo9.
So far it has resulted in the employment
expected to go up by B% on average, which
exceeds the levet of zoo8 - before the
financiat crisis began. The number of issued
permits is atso expected to increase with
z7o/o,Io a numberof r66, up from r3tinzoog.
However, even though there is an increase
in both employment and issued permits, the
overatI investments will decrease with about
3r%. The reason for this is that the market
changed after the crisis. Now there is more
lnvestment outlays in SEZs (PLN mittion)
focus on attracting SMEs with Potish capital
advantage, than big businesses. This is also
the reason why most of the issued permits are
issued to companies already operating in a
SEZ, and therefore do not invest as much as
new big businesses starting up from nothing.
A part of the report was also to interview the
businesses operating in the zones, and to the
question about whether zorr will be better or
worse than zoto,86o/" answered itwould be
better. The investors also answered questions
as to how satisfied they are with the workers
in the SEZ. 77ok of the investors were positive
about the qualifications ofworkers and
administrative staff, and to the availabitity of
those two groups B7olo were positive. When it
Sren no 31 grudnta
-{f- Prccentcrva :nriana wzglgdenr roku N:cprzednlego
comes to managers and engineers the investors
were positive with 59% and 52% respectively.
Eight ofro companies in the survey agree, that
the benefits are greaterthan the costs involved
when entering into a SEZ.
To be abte to measure the condition of the
zones, KPMG has chosen the three most
important indications for doing that, which
are r) the number of permits issued for
activities in the area, z) the amount which is
actua[[y paid by the investments, and 3) the
number of employees.
More detaited information about the SEZ can
be found in DOING BUSINESS lN POLAND.
Ptease see next page.
FOR FURTHER INFORMATION ON SEZ,
PLEASE CONTACT:
SEN IOR COMMERCIAL ADVISER
TOMASZ LUCZYNSKI
TEL: +48 (22) 565 29 29,
E-MAIL: TOMLUC@UM.DK
5%
0%
SOURCE: KPMG BASED ON MINISTRYOF ECONOMY DATA (2007-2009); KPMG SURVEY (2010)

7. THE TRADE COUNCIT
SERVICES
-ire Trade CounciI in Poland assists
lanish companies with interest in
:he Potish market. Annua[ty, we work
rn around 4oo cases helping Danish
:ompanies find the right partners
'r Poland, promotion, EU-funds,
:stablishment and others. Below ptease
ind a brief description ofwhatwe can do
'oryou.
/ou are atways wetcome to contact us for more
'nformation
on +48 zz 565 z9 oo.
]ARTNER SEARCH
dentifi cation of potential business partners in
)o la nd i n clud i ngd istributors,agents, suppliers,
outsourcin g partners. Upon specifi ed selection
criteria, the partners are identified and
s e lected. Meetings a re organ ized with th e m ost
suitable potentiat partners.
]ANISH BUSINESS CLUB POLAND
The mission of the Club is to keep members
rveLl informed about important developments
on the Polish marl<et and provide you with a
usefuI network of companies active on the
Polish market.
EU FUNDS ADVISORY SERVICES
The Trade Council offers comprehensive
EU Funds Advisory Services to companies
plann ing investments in Poland or interested in
selling their products and services to potential
beneficiaries of EU grants.
PUBLIC RELATIONS SERVICES
The Trade CounciI offers futI pR support in
achieving your business goats. ln cooperation
with a customer our team creates and
im plements a comprehensive pR strategv. To
trace th e actua I ach ieve ments of pR activities, a
sum up of the results is also provided.
BUSINTSS START"UP
Danish companies starting their activities in
PoLand can obtain support from the Trade
Counci[. Assistance covers muttiple aspects of
[aunchingoperations of an enterprise with a
view to facilitate doing business on the potish
market.
RECRU ITMENT
The Embassy assists Danish companies in
recruiting personneI forcompanies in Denmark
and theirsubsidiaries in Poland. ln this respect,
the Embassy specialises in recruitment of staff
for middle and top management positions,
engineers, sales speciatists and blue-coltar
worke rs,
CHIEF EDITOR
Steffen Eriksen
ASSISTANT CHIEF EDITOR
Monica Juul Rasmussen
EDITORIAT STAFF
Freya Petersen
Katarzyna Wojda
Agnieszka Wr6bel
Carsten Rasmussen
Marta Orlikowska
Tomasz tuczynski
Erik Brøgger Rasmussen
Dennis Holte Albertsen
Ditte 5køtt Davidsen
Anna Manarczyk
PHOTOS
The Ministry of Foreign Affairs
Marta Orlikowska
Dennis Hotte Albertsen
Terma
Nordea
KPMG
DTP
Studio Q, Warsaw
Reproduction is authorised,
provided the source is
acknowledged, except where
otherwise stated. Citations
may be made without prior
permission, provided the
source is acknowtedged.
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