+

Jens Thomsen Commercial Counsellor Royal Danish Embassy, Warsaw

Your perception of Poland?

Rainbow in Poland

Poland A must in your export strategy on neighbouring markets … but how? Jens Thomsen Head of Commercial Department, Royal Danish Embassy, Warsaw

ECONOMIC FACTS

Source: European Commission, Spring Forecast 2014

FEATURE DK

PL

2011 2012 2013 2014

Annual percentage change

GDP DK

PL

1.1

4.5

-0.4

2.0

0.4

1.6

1.5

3.2

Inflation DK

PL

2.7

3.9

2.4

3.7

1.1

1.4

1.6

2.0

Unemployment DK

PL

7.6

9.7

7.5

10.1

7.0

10.3

6.8

9.9

Export DK

PL

7.0

7.7

0.4

3.9

1.2

4.6

3.1

4.4

STARTING POINT

Poland no. 10 export market for Denmark

• Ahead of Russia, Brasil, Japan, India, Italy • 850 companies with DK shareholders in PL • Population of PL 6 times bigger than DK • Flight time WAW – CPH: 1 hour • Drive by car (Cph – Szczecin): 6 hours

Exports

• Poland was Denmark´s 10th largest export market in 2013.

• Denmark exported goods worth DKK 15,5 bln. 2,5% of accumulated

Danish exports.

• Exports of goods to Poland rose 4,2% from 2012 to 2013.

• Most important export goods in 2013 was meat and processed meat

products (DKK 1.89 mln. DKK).

• Export of services to Poland was in 2012 DKK 4.100 mln. (Sea transport

DKK 1.810 mln.)

Import

• The import from Poland was DKK 18,5 bln in 2013 – a growth on 8% to

2012.

• Largest import commodities in 2013 were raw mineral oils and refined

products. (DKK 1.350 mln).

• Import of services from Poland in 2012 amounted to DKK 3.526 mln.

(Sea transport DKK 859 mln)

Mln. DKK 2009 2010 2011 2012 2013

Export 11.820 13.247 15.685 14.917 15.536

Import 11.332 14.064 15.970 17.140 18.509

Investments

Danish FDI in Poland was in 2012, DKK 28,8 bln.

Polish FDI in Denmark was in 2012 DKK 2,5 bln.

DILEMMAS – or are they?

How do we find relevant partners in Poland ?

How do we verify rules and framework conditions ?

How can we start the dialogue with authorities ?

How to conclude contracts in Poland ?

HOW TO START: 10 GOLDEN RULES

RULE 1: SIZE OF COMPANIES. Do not always

start from the biggest market players.

RULE 2: FOLLOW-UP. One meeting does not

give you a sales contract.

RULE 3: COMPETITIVE MARKET. Need to be

flexible and ready to make an effort.

RULE 4: INVESTMENT. Things do not sell by

themselves, need to invest in marketing.

RULE 5: PERSONAL RELATIONSHIP. Need to

win a trust of local manager.

HOW TO START: 10 GOLDEN RULES

RULE 6: DENMARK IS EXPENSIVE. Not always true.

RULE 7: READINESS FOR EXPORT. Clear strategy & take

time to get to know your new market.

RULE 8: UNDERESTIMATING. Language problems do not

mean the lack of professional knowledge.

RULE 9: LARGE COUNTRY. Logistics is more complex

than in Denmark.

RULE 10: CONTRACT IMPLEMENTATION. Very formalistic.

Might need lawyers much more than in DK.

• GPA – use us as door openers

• Partner searches

• Supplier search

• Economic diplomacy

Support programs

- Export start

- Vitus

- Regional Key account

- Strategic alliances

HOW THE EMBASSY SUPPORTS

- Energy Efficiency in Industry and buildings

- Sustainable Energy

- Water and Waste

- Healthy Living

- Smart cities and Architecture

- Healthy foods

Smart Living A branding platform within 6 sectors

Example: Energy and Environment

• Using existing reference projects to pave the way for new sales.

• Identifying new projects and mediating these with decision makers at relevant Polish bodies.

• Setting up a new financing scheme that in a simple and transparent way allows fast acceptance process based on local guarantees. The financing period can be up to 5 years, and the maximum amount is EUR 3m a project

Value Proposition • 4 Newsletters, released quarterly. Content entails invitations to TC Poland events, expert industry

analysis and advice. The newsletters are targetted specifically towards the focus of the campaign, and provides first-hand intelligence and events for the members.

• Kick off meeting in the Embassy with relevant Polish press and decision makers.

• Christmas business mixer with a number of your clients in the Ambassador´s residence

• A VIP-roundtable discussing the trends and challenges of Poland in the sector.

• Direct access to local experts in the Trade Council and 5 hours of strategic sparring and consultancy services included.

• One work shop with decision makers discussing future projects in a given region.

• Participation in the Smart-Living reference book

• Invitations for joining the Trade Council on its business visits to different regions in Poland.

• Great network and collaborated effort between the participants of the campaign in the club through organised events during the year.

Klaus Sørensen, Energy Expert, Poland and Russia will contact you to

discuss the possibilities.

Interested…?

THANK YOU