Experience in doing business with Belarus SBBA

SBBA

Experience in doing business with Belarus

Christer Beijbom

Ericsson (Sales Director)

SJ Freight/Green Cargo (managing Director) IKEA Rail (Managing Director)

BIRMA (Management advisor)

Meeting with official authorities

 Ministry of economy

 Ministry of transports an communications

 Ministry of Industry

 Communities

 Belarus railways

 Embassy of the Belarus Republic in Stockholm

Meeting with Belarus Companies

 BELAZ

 Kultzlishmash

 Osipovichi wagon plant

 Mohilev wagon plant

 Baranovichi plant

 Sputnic of Belarus (Tourism)

 BAMAP (Association of international road carriers)

 Gulbis (transportationcompany)

 Yanstrong (transportationcompany)

Kockums new wagons

MegaSwing Multipurpose

What were we looking for

 Closer subcontractors

 Reach the market in Belarus and Russia

 Much cheaper production

 Technical Co-operation

Discussions in good atmosfear

Baranovichi plant

Mohilev wagong factory

The quality

Kuzlitmash i Pinsk

BELAZ

Belaz

 Topmodern factory

 International business all over the world

 Owner of the Mohilev Plant

 The most professional of the plants we visited

 Belaz visited Kockums in Malmö

 Kockums as dealer of their trucks in Scandinavia

Dominating wagons in Russia

Hopper wagons Containerwagons

The offer for chassies

The language

What we experienced



Higher production costs



Lower quality



Less interest for negotiations



Bad communication



Difficulties with the language



Importance of signed protocols



Not driving the development the contact

Forwarding business

 Begoma spedition in Malmö

 Transports to the east

 Expansion to the east – Russia Kazakstan etc

 New partners

 2011 visiting Belarus

The result

 Very good contact with BAMAP, modern and professional

 Good contact with two transportation companies

 Relatively good in English

 Concreate business

 By the time very little contact

 No initative from the transortcompanies

 Begoma is still interested but get no response for transports between Belarus and Sweden

Conclusion of business in Belarus

 Very little business orientation

 Very bad in communication

 Showin little interest in negotiations

 Making things too complicated

 The language

 Quality in the offers

 Pricelevel of the offers surpricingly high

 But very good support from the Belarus embassy in Stockholm

Thanks for listening