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How to enter the Polish Market In cooperation with Actoribus

P olish - E stonian M eeting / P olish Chamber of Commerce 18th March 2014. How to enter the Polish Market In cooperation with Actoribus. Marek Florczak / CEO Andrzej Cholewinski / COO. Actoribus Sp. z o.o. / Aleje Jerozolimskie 96 / Equator II Building / 00-807 Warsaw.

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How to enter the Polish Market In cooperation with Actoribus

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  1. Polish-EstonianMeeting/ PolishChamber of Commerce 18th March 2014 How to enter the Polish Market In cooperation with Actoribus Marek Florczak / CEO Andrzej Cholewinski / COO Actoribus Sp. z o.o. / Aleje Jerozolimskie 96/ Equator II Building / 00-807 Warsaw t: +48 22 275 57 84 / e: office@actoribus.com / w: www.actoribus.com

  2. ACTORIBUS SuccessDelivery Agenda AboutActoribus Aboutour Partners OurApproach Poland – a place where the business has to be done Whatcan we offer? 2

  3. ACTORIBUS SuccessDelivery Our Team Marek Florczak, MBA - CEO; GM, Sales Manager with 15 yearsexperience (building, engeniering, distribution, operational management) Andrzej Cholewiński,MBA - COO; GM, Capital Investor, Senior Interim Manager with over 25 yearsinternationalexperience (general management, IT, finance, sales, marketing) Robert Loranc, DBA - CFO; GM, Interim Manager with 20 yearsexperience (capitalinvestments, restructuring, financing, insurance) Marek Szala, PhD. - Non ExecutiveDirector (IT, controlling) ----------- +Associate Partners: Wojciech Reszka, MBA, Company Doctor, Finance Manager, Managing Partner, Co-operating with VC, investors, insurancecompanies. Katarzyna Dąbrowska, LicencedTax Advisor, Accountancy, Co-operating with UE Funds 3

  4. ACTORIBUS SuccessDelivery Who we are? / Ourroots… • Active top managers for overtwodecades in Poland and Western countriesrunningprojects for significant, internationalkey market players • Founders and members of Interim Managerssociety in Poland (SIM – Polish Interim ManagersAssociation) • Access to the variescompetencies and disciplines • Close cooperation with: • Shareholders & decisionmakers of small & medium enterprises acting on the Polish market, • Business associations & organisations in Poland, • Law firms, • Tax consultancies, • HR & ExecutiveSearch, • RealEstate Agents, • Local authorities, • State authorities, • Venture Capital & Private Equity 4

  5. ACTORIBUS SuccessDelivery OurBussiness Partners • Accountancyofficies(MK Salvia Sp. z o.o. Mazowsze, Dolny Śląsk) • Taxadvisorconsultancy(Katarzyna Dąbrowska - Mazowsze, Dolny Śląsk; Robert Lorczyk - Śląsk) • Legaloffices(Iurico - Dolny Śląsk, Trusiewicz & Siwko - Mazowsze ) • HR & ExecutiveSearchAgencies(HR Practice, Inwenta, Hill) • PR Agencies(Glaubicz & Garwolińska Consultants) • VC & PE 5

  6. ACTORIBUS SuccessDelivery Who we are? / Ourprojects … • List of someourprojects: simmilar to yourareainterest • Link to ourprojects(available on www.actoribus.com) • We run projects in followingcountries: 6

  7. ACTORIBUS SuccessDelivery Who we are? / Ourprojects(available on www.actoribus.com) 7

  8. ACTORIBUS SuccessDelivery What we do? • Effectively prove the multiplier effect in the process of delivering success in carrying out the services in the following areas: • Interim Management, • Outsourcing PersonalManagement Functions, • Project Management, • Business Advisory, • International Trade. 8

  9. ACTORIBUS SuccessDelivery International Trade • Actoribus helps in choosing the best form of representation on the Polish market: • Agency - /The agent isworking 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 orcompanyisworking on itsownname; e.g. based on regionalexclusivity/ • WhatActoribushasdonealready: • 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, • Improvedsales processes. 9

  10. Polish-EstonianMeeting/ PolishChamber of Commerce 18th March 2014 How to enter the Polish Market In cooperation with Actoribus Andrzej Cholewinski / COO Actoribus Sp. z o.o. / Aleje Jerozolimskie 96/ Equator II Building / 00-807 Warsaw t: +48 22 275 57 84 / e: office@actoribus.com / w: www.actoribus.com

  11. ACTORIBUS SuccessDelivery Poland – new market for you But not only … abovefiguresareimportant. 11

  12. ACTORIBUS SuccessDelivery Poland – Estonia / small comparison 12

  13. ACTORIBUS SuccessDelivery Poland – Estonia / small comparison 13

  14. ACTORIBUS SuccessDelivery Poland – Estonia / small comparison 14

  15. ACTORIBUS SuccessDelivery Poland – new market for you PolishDailyRzeczpospolita on 11.3.2014 „Polishsluice-gateprices” „… electronics, clothes and cosmetics are in Polish stores over 50% moreexpensivethan in the West…” 15

  16. ACTORIBUS SuccessDelivery Poland – new market for you 16

  17. ACTORIBUS SuccessDelivery Poland – new market for you A fewnumbers … 17

  18. ACTORIBUS SuccessDelivery What we offer for EstonianCompanies? „5-Step Primer to Entering New Markets” We suggest following five steps to properly assess the opportunities and risks of a new market. 18

  19. ACTORIBUS SuccessDelivery What we recommend? 1/3 • Define the MarketClearly 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. • Perform Market AnalysisExpanding 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. • Assess Internal CapabilitiesMuch 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: • How much of our core competencies can we leverage? • Do we have sales channels / infrastructure / relationships in place? • What time-to-market considerations exist? 19

  20. ACTORIBUS SuccessDelivery What we recommend? 2/3 • Prioritize and Select MarketsOnce 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: • Are there gaps in this marketplace that we can fill (and do so better than our competitors)? • What value do we deliver to this market and how much are they willing to pay for it? • Develop Market Entry OptionsOnce 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. • The key steps here are to develop: • the business plan, case for investment, • implementation work plan, including owners, timelines, tasks, and key milestones to enter. 20

  21. ACTORIBUS SuccessDelivery 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. 21

  22. ACTORIBUS SuccessDelivery What we offer? Market EntryStrategypreparation Market research and establishingapproriopriatecontacts & connections Legalaspects Organization of yourlocal business Staff recruitment General Business Management Everything from a single source 22

  23. ACTORIBUS SuccessDelivery What we offer? 23

  24. Thanks for yourattention Andrzej Cholewinski / COO T: +48 786 819 311 E: andrzej.cholewinski@actoribus.com Marek Florczak / CEO T: +48 607 337 948 E: marek.florczak@actoribus.com ActoribusSp. z o.o. Aleje Jerozolimskie 96, Equator II 00-807 Warszawa, Poland T: +48 22 275-57-84 E: office@actoribus.com W: www.actoribus.com

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