Published on February 6, 2014
Wednesday, 5th February 2014 Radisson Blu, Glasgow
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
Emerging Europe 2014 Johannes Augustin Senior Business Development Executive SDI Düsseldorf
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
EMERGING EUROPE COUNTRY COMPARISION MAP www.sdi.co.uk/export-from-scotland.aspx
Cheese: The UK share is 2% www.sdi.co.uk/export-from-scotland.aspx
Emerging Europe 2014 Paul Taylor UKTI Regional Director, Central & Eastern Europe
Emerging Europe Overview – February 2014 8
110 million consumers on the UK’s doorstep 9
Better than Belgium? 10
UK Exports of Goods and Services 2012 (£ billion) 11
Increase in UK exports 2002-2012 12
Disposable income set to increase substantially 13
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
UK Share of Emerging Europe’s Import Market (2012) 15
An increasingly sophisticated market 16
A creative and experienced regional UKTI team 17
Real opportunity matched to UK strengths 18
One Stop Shop access to the region 19
Strengthened business to business support network with new services 20
The main challenges Outdated perceptions of the region among business in the UK Transparency Bureaucracy Strong competition 21
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
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
Case studies 24
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
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
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
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
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
Forthcoming events 30
Thank you for listening firstname.lastname@example.org 31
British Polish Chamber of Commerce
3.67 3.52 4.33 6.04 3.79 4.67 2.79 4.31 3.01 2.31 2.32 1.42 1.83 3.0 1.65 4.0 2.37 3.62 3.70 5.0 1.0 UK exports to Poland Polish exports to UK Source: ONS Monthly Review of External Trade Statistics 2013 (IXI) 2012 2011 2010 2009 2008 2007 2006 2005 0.0 2004 GBP billions 6.0 2.0 7.22 8.0 7.0 7.42 7.10 UK-Polish bilateral trade Trade between UK and Poland
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
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
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'
Sterling vs. the zloty since 2004
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.
160 150 140 130 120 110 Poland Eurozone 20 14 * 20 13 20 12 20 11 20 10 20 09 20 08 20 07 20 06 20 05 20 04 100 20 03 Real GDP growth rate: 2003 = 100 Poland’s decade of growth UK Source: Eurostat, forecasts from national ministries of finance, ECB
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)
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)
7.22 3.67 3.52 3.79 4.67 2.79 4.31 3.01 2.37 3.62 2.31 2.32 1.42 1.83 3.0 1.65 4.0 2.0 3.70 5.0 1.0 UK exports to Poland Polish exports to UK Source: ONS Monthly Review of External Trade Statistics 2013 (IXI) 2012 2011 2010 2009 2008 2007 2006 2005 0.0 2004 GBP billions 6.0 4.33 6.04 7.0 7.42 8.0 7.10 Time to address the imbalance Trade between UK and Poland
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 email@example.com
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.
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.
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: firstname.lastname@example.org or contacting @BPCC_Trade.
The BPCC trade data tool...
How much Poland imports of a given product...
… and where it imports it from.
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
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
Thank you! British Polish Chamber of Commerce
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