SBBA Experience in doing business with Belarus Seminar on the 21st ov May

Christer Beijbom Swedish Army (Major) 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