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Presentation by the company Actoribus Sp. z o.o. for the President and the economic mission of Estonia in the National Chamber of Commerce, Warsaw, 18.03.2014.
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How to enter the Polish Market
In cooperation with Actoribus
Polish-Estonian Meeting / Polish Chamber of Commerce 18th March 2014
t: +48 22 275 57 84 / e: [email protected] / w: www.actoribus.comActoribus Sp. z o.o. / Aleje Jerozolimskie 96 / Equator II Building / 00-807 Warsaw
Marek Florczak / CEO
Andrzej Cholewinski / COO
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ACTORIBUS
Success Delivery Agenda
1. About Actoribus
2. About our Partners
3. Our Approach
4. Poland – a place where the business has to be done
5. What can we offer?
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ACTORIBUS
Success Delivery Our TeamMarek Florczak, MBA - CEO; GM, Sales Manager with 15 years experience(building, engeniering, distribution, operational management)
Andrzej Cholewiński, MBA - COO; GM, Capital Investor, Senior Interim Manager with over 25 years international experience (general management, IT, finance, sales, marketing)
Robert Loranc, DBA - CFO; GM, Interim Manager with 20 years experience(capital investments, restructuring, financing, insurance)
Marek Szala, PhD. - Non Executive Director (IT, controlling)-----------
+ Associate Partners:
Wojciech Reszka, MBA, Company Doctor, Finance Manager, ManagingPartner, Co-operating with VC, investors, insurance companies.
Katarzyna Dąbrowska, Licenced Tax Advisor, Accountancy, Co-operatingwith UE Funds
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ACTORIBUS
Success Delivery Who we are? / Our roots…
• Active top managers for over two decades in Poland and Western countriesrunning projects for significant, international key market players
• Founders and members of Interim Managers society in Poland (SIM –Polish Interim Managers Association)
• Access to the varies competencies and disciplines
• Close cooperation with:
• Shareholders & decision makers of small & medium enterprises actingon the Polish market,
• Business associations & organisations in Poland,• Law firms,• Tax consultancies,• HR & Executive Search,• Real Estate Agents,• Local authorities,• State authorities,• Venture Capital & Private Equity
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ACTORIBUS
Success Delivery Our Bussiness Partners
• Accountancy officies
(MK Salvia Sp. z o.o. Mazowsze, Dolny Śląsk)
• Tax advisor consultancy
(Katarzyna Dąbrowska - Mazowsze, Dolny Śląsk; Robert Lorczyk - Śląsk)
• Legal offices
(Iurico - Dolny Śląsk, Trusiewicz & Siwko - Mazowsze )
• HR & Executive Search Agencies
(HR Practice, Inwenta, Hill)
• PR Agencies
(Glaubicz & Garwolińska Consultants)
• VC & PE
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ACTORIBUS
Success Delivery Who we are? / Our projects …
• List of some our projects: simmilar to your area interest
• Link to our projects (available on www.actoribus.com)
• We run projects in following countries:
• Poland,• Ukraine,• Latvia,• Lithuania,• Estonia,• Slovakia,• Czech Republic,• Germany,• Switzerland,• Austria,• UK,• USA,
• Belgium,• Netherlands,• Danmark,• Finnland,• Sweden,• Russia,• Spain,• Italy,• France,• Romania,• Hungary,• China.
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ACTORIBUS
Success Delivery Who we are? / Our projects (available on www.actoribus.com)
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What we do?
Effectively prove the multiplier effect in the process of delivering success in carrying out the services in the following areas:
1. Interim Management,
2. Outsourcing Personal Management Functions,
3. Project Management,
4. Business Advisory,
5. International Trade.
ACTORIBUS
Success Delivery
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ACTORIBUS
Success Delivery International Trade
Actoribus helps in choosing the best form of representation on the Polishmarket:
• Agency - /The agent is working on your behalf and in your name/
• Consignment - /The person or company is working on your behalf but on its own name/
• Distribution - /The person or company is working on its own name; e.g. based on regional exclusivity/
What Actoribus has done already:
• Selected the best trading strategy for their clients,• Built departments and trading company "from scratch”,• Managed sales networks in various industries,• Opened trade agencies,• Built incentive schemes for staff,• Improved sales processes.
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ACTORIBUS
Success Delivery Poland – new market for you
But not only … above figures are important.
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ACTORIBUS
Success Delivery Poland – Estonia / small comparison
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ACTORIBUS
Success Delivery Poland – Estonia / small comparison
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ACTORIBUS
Success Delivery Poland – Estonia / small comparison
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ACTORIBUS
Success Delivery Poland – new market for you
Polish Daily Rzeczpospolita on 11.3.2014
„… electronics, clothes and cosmetics are
in Polish stores over 50% more expensive
than in the West…”
„Polish sluice-gate prices”
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ACTORIBUS
Success Delivery Poland – new market for you
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ACTORIBUS
Success Delivery Poland – new market for you
A few numbers …
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ACTORIBUS
Success Delivery What we offer for Estonian Companies?
„5-Step Primer to Entering New Markets”
We suggest following five steps to properly assess the opportunities and risks of a new market.
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ACTORIBUS
Success Delivery What we recommend? 1/3
1. Define the Market
Clearly defining your market may seem like a simple step, but before you identify who you
want to sell your product to, it is difficult to understand their needs. You'll want to consider
the demographics, location, and common interests or needs of your target customers.
2. Perform Market Analysis
Expanding into new markets involves a great deal of market research in addition to target
customers. You'll want to develop an in-depth understanding of market growth rates,
forecasted demand, competitors, and potential barriers to entry.
3. Assess Internal Capabilities
Much of your decision on how to enter a new market (build, buy, or partner) is driven by an
internal capabilities assessment.
During this stage, you should ask yourself questions like:
1. How much of our core competencies can we leverage?
2. Do we have sales channels / infrastructure / relationships in place?
3. What time-to-market considerations exist?
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ACTORIBUS
Success Delivery What we recommend? 2/3
4. Prioritize and Select Markets
Once you've completed the market analysis and internal skills assessment, it is time to
prioritize potential markets for expansion. Markets should be prioritized based on the
strategic fit and your ability to serve them. Answer questions like:
1. Are there gaps in this marketplace that we can fill (and do so better than our
competitors)?
2. What value do we deliver to this market and how much are they willing to pay for it?
5. Develop Market Entry Options
Once you've selected an attractive market, you'll want to determine the appropriate level of
organic investment vs. expanding through a series of acquisitions (or some combination of
the two). If you have complementary infrastructure or sales channels in place, you might
want to consider an organic approach to growth.
1. The key steps here are to develop:
1. the business plan, case for investment,
2. implementation work plan, including owners, timelines, tasks, and key
milestones to enter.
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ACTORIBUS
Success Delivery What we recommend? 3/3
Summarizing:
If you are entering an entirely new market, with limited core assets to leverage, you should
consider a joint venture / partnership or acquisition.
These options require target identification, prioritization, due diligence, deal negotiation and
close. Prior findings can be leveraged to identify the appropriate mix of market entry options
that is linked to the business's core competencies, assets, and overall strategy.
This list of key steps in creating your market entry strategy is high level, but it shows that to
make the best decision for your business, you need to do your homework and consider all of
your options around cost, risk and predictability.
Remember:
Success of any market entry strategy is driven partially by factors outside of your
control - but investment in these upfront steps should help you to mitigate the risk.
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ACTORIBUS
Success Delivery What we offer?
1. Market Entry Strategy preparation
2. Market research and establishing approriopriate contacts &
connections
3. Legal aspects
4. Organization of your local business
5. Staff recruitment
6. General Business Management
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ACTORIBUS
Success Delivery What we offer?
Thanks for your attention
Actoribus Sp. z o.o.
Aleje Jerozolimskie 96, Equator II
00-807 Warszawa, Poland
T: +48 22 275-57-84
W: www.actoribus.com
Andrzej Cholewinski / COO
T: +48 786 819 311
Marek Florczak / CEO
T: +48 607 337 948