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Business in Russia. Lance Erickson Assistant Director Center for Slavic and East European Studies. Initial thoughts. What is the first thing that comes to mind when talking about Russia? What are your first impressions of business practices in Russia?.

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Business in russia

Business in Russia

Lance Erickson

Assistant Director

Center for Slavic and East European Studies


Initial thoughts
Initial thoughts

  • What is the first thing that comes to mind when talking about Russia?

  • What are your first impressions of business practices in Russia?


Center for slavic and east european studies
Center for Slavic and East European Studies

  • US Department of Education funded Title VI NRC

  • Provide support to all OSU students, faculty and programs

  • Support all Ohio universities, businesses, communities

  • FLAS

  • Outreach

  • Support


Center for slavic and east european studies1
Center for Slavic and East European Studies

  • Oxley Hall 303

  • Career Services

    • Job search, internships in-country, recruiter visits

  • Conferences, discussion groups

  • Cultural events

  • Language maintenance and support

    • Language tables, video library, lectures


Personal background
Personal background

  • Russian and East European Institute, Indiana University (2005 - 2007) ~ top ranked program in US

  • BA, Political Science, Russian & East European Studies, University of Illinois

  • MA, Russian, East European and Eurasian Studies, University of Texas

  • Languages studied: Spanish, French, German, Portuguese, Italian, Russian, Swedish, Ukrainian, Lithuanian


Overseas work experience
Overseas work experience

  • Sidvim and the Chicago Center (1997 – 1999, 2001 – 2005)

  • Lived in Moscow, Russia; Kyiv, Ukraine; and Vilnius, Lithuania

  • Traveled for business to…

    • Russia: St. Pete, Kaliningrad, Chelyabinsk, Nizhny Novgorod, Ekaterinburg, Irkutsk, Vladivostok

    • Ukraine: Lviv, Donetsk, Lugansk, Simferopol, Yalta

    • Lithuania: Kaunas, Panevesys, Utena, Klaipeda

    • Latvia: Riga

    • Estonia: Tallinn

    • Kazakhstan: Almaty, Astana, Karaganda

    • Austria, Belgium, France, Germany, and Sweden


Role within the company
Role within the company

  • Manager of Faculty and Supplier Relations

  • Marketing Support Manager

  • Country Director – Ukraine

  • Regional Marketing Manager

  • Regional Marketing and Sales Manager

  • Director – Ukraine and Baltic offices


Sidvim chicago center
Sidvim / Chicago Center

  • Private, Chicago-based

  • Origins: Siemens India, Universal Healthcare

  • Computers / Med Tech

  • Conferences

  • University of Chicago, Loyola University, Northwestern University, University of Illinois at Chicago


Market entry
Market entry

  • Dental market overview

    • Private vs. state-run

    • Cosmetic demand

    • Products available

  • Educational contacts

  • Training seminars

  • Conferences

  • Educational tours


Initial business plan
Initial business plan

  • Strategy

    • Courses

    • Treatment

    • Rented facilities

    • Pricing

    • Inventory

    • Staffing

    • Problems

      • Establishing market

      • Providing follow up

      • Staffing

      • Breaking old habits


Clinical services
Clinical services

  • Higher profit margin

  • Client referrals

  • Time spent working vs. teaching

  • Bringing in product

  • Success rate of difficult cases

  • Need to establish clinic for continued growth


Conferences
Conferences

  • International

  • Need for new and expanded fields

  • Increase network of contacts

  • Promote opportunities to western vendors

    • More competition on the market

    • Pricing concerns


Investment in clinic
Investment in clinic

  • Build state-of-the-art clinic

  • Combine with sales offices and training facility

  • Materials purchased in US and shipped

  • Key location

  • Set trend for private clinics in the market

  • Expenses and debt rose significantly

  • Ever increasing competition


Crash
Crash...

  • Economy crashed in 1998

  • Business struggles

  • Market empties

  • State of the economy

    • Bank defaults

    • Consumer market


Survival and expansion
Survival and Expansion

  • Stayed in market

  • Explored opportunities in Ukraine

  • Moved into Ukraine, Baltics and Kazakhstan

    • Moscow served entire region

    • Strain on resources


Conferences and growth
Conferences and Growth

  • Moscow

  • EAO

  • Las Vegas

  • Siberian Tour

    • Logistical nightmare

  • Kazakh Tour


Headaches began
Headaches began…

  • Trouble in the office

  • Differing objectives

  • Staff purge

  • Client theft

  • Start of gray market

  • Renewed customer service

    • Client visits, visits, and more visits

    • New pricing structure


Move to ukraine lithuania
Move to Ukraine / Lithuania

  • Russia stabilized

  • Young markets struggling

  • Key clients

  • Conference in Yalta

  • Baltic market and EU entry


Struggles
Struggles

  • Market competition

  • Pricing issues

  • Stock

  • Moscow always as priority

  • Expansion to India

  • Changing regulations

  • Move to Grushevskovo

  • Corporate espionage and crime

  • Orange Revolution


Current situation
Current situation

  • CCAD

  • Nobel Biocare Russia

  • Russia

  • Ukraine

  • Baltics

  • Kazakhstan

  • India

  • www.chicagocentre.com

  • www.nobelbiocare.com


Difficult business environment
Difficult business environment

  • Office management

  • Corruption and Blanket laws

    • Customs

    • Computer software

  • Registration

    • Company

    • Employee

  • Shift away from democracy

  • History and insecurity

    • Romanovs – Soviets – Yeltsin – Putin – Medvedev - ?

    • Democracy vs. Kleptocracy

    • WTO


Life as an expat in russia
Life as an Expat in Russia

  • Living conditions

  • Expenses

  • Travel

  • Time difference

  • Vacation time

  • Tight-knit community

  • Exciting political and business scenes


Are business skills enough
Are business skills enough?

  • Importance of language skills

    • Communication is key

    • Personal relationships

    • Networking

  • Importance of cultural knowledge

    • Know your customers

    • Understand the market

    • History, politics, arts, literature…

    • Regions vs. Moscow

    • Why so much corruption?

    • Why so much red tape?


  • What can i do to prepare
    What can I do to prepare?

    • EM course – amazing opportunity!

    • Work with Experts you have available at Fisher and OSU

    • Work closely with CIBER

    • Learn the language

    • Spend time in-country

    • Attend cultural events at OSU

    • Network with the local Russian community

    • Study the culture

    • Learn the language

    • Learn the language!


    Questions?Contact CSEES at any time!Lance [email protected] from CSEES, CIBER, CCAD, Nobel Biocare, and MicrosoftMap from CIA


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