Jens Thomsen. Commercial Counsellor Royal Danish Embassy, Warsaw

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2 Jens Thomsen Commercial Counsellor Royal Danish Embassy, Warsaw

3 Your perception of Poland? Rainbow in Poland

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

5 ECONOMIC FACTS FEATURE DK PL Annual percentage change GDP DK PL Inflation DK PL Unemployment DK PL Export DK PL Source: European Commission, Spring Forecast 2014

6 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

7 Exports Poland was Denmark s 10 th largest export market in 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 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 mln. (Sea transport DKK mln.) Import The import from Poland was DKK 18,5 bln in 2013 a growth on 8% to Largest import commodities in 2013 were raw mineral oils and refined products. (DKK mln). Import of services from Poland in 2012 amounted to DKK mln. (Sea transport DKK 859 mln) Mln. DKK Export Import

8 Investments Danish FDI in Poland was in 2012, DKK 28,8 bln. Polish FDI in Denmark was in 2012 DKK 2,5 bln.

9 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?

10 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.

11 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.

12 HOW THE EMBASSY SUPPORTS GPA use us as door openers Partner searches Supplier search Economic diplomacy Support programs - Export start - Vitus - Regional Key account - Strategic alliances

13 Smart Living A branding platform within 6 sectors - Energy Efficiency in Industry and buildings - Sustainable Energy - Water and Waste - Healthy Living - Smart cities and Architecture - Healthy foods

14 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

15 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.

16 Interested? Klaus Sørensen, Energy Expert, Poland and Russia will contact you to discuss the possibilities.

17 THANK YOU

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