In addition to the traditional industry, Russia is developing since several years IT and Internet banking business. Divers start-ups are created and Russian IT companies becoming multinational firms.
For example, Sberbank (the largest bank in Russia and in Central & Eastern Europe, and the third largest in Europe, ranked 33rd in the world) creates regularly new online services that are not even proposed by European banks.
Yandex became huge multinational company, one of the leader in the IT industry, directly competing with global leaders as Google, Paypal, Apple.
Russian market is also very desirous of luxury products, especially from France (Alcohol, jewellery, fashion, cosmetics...)
With a solid distribution network and right partners, worldwide companies have a good opportunity to get ROI on their investment. However, in order to exponentially increase sales in Russia and CIS, it is mandatory to create the local office.
This is often the reason why companies struggle to increase sales in Russia. They wrongly believe:
That it is possible to manage Russian market from Europe and come 3 or 4 times a year.
Russian clients (Top management, engineers, suppliers) speak English.
The most important is to have orders and manage logistic; having stock in Russia is optional.
Technical support could be managed by distributors.
Moreover, trends are to promote the "made in Russia" and Russian government issues plenteous of laws to stimulate the increase of localized products in Russia. For example, car manufacturers get fiscal advantage proportionally to the localized share.
Many governmental tenders are reserved for Russian companies. If your company already does business in Russia, and your products have real competitive advantages, the localization of production is the best way for your company to keep the market for the next years and increase considerably the sales.
What we can propose
A team based in Moscow. According to us it is mandatory because:
We strongly believe that a client needs to be visited regularly. From our experience from organizing meetings with top management of our customers during a week in Russia, we regularly notice that Russian top managers (especially from state groupe) postpone the meeting at last minute. Having a team full time in Russia allows the company to be more reactive and more effective is their business development
It allows the company to provide a closer support (for example a 24/7) and more efficient prospection (no need to make visa, buy ticket, book a hotel...)
Having a team which speaks Russian (and even a native Russian speaker) allows clients to be more confident and speak without barrier. It is often strategic to understand the subtleties of the language and understand the hidden messages of the interlocutor.
Having a team with technical background allows us to be professional and effective when exchanging with customer’s technical dept and to provide more accurate translation, either for important discussion or technical documentation (RFP for example).
It avoids any misunderstanding from Russian culture and adapts to Russian practice
Moreover, we can help your company to :
Settle localisation strategy
Validate the right Russian industrial partner.
Develop new product specifically for Russian market
TR & Partners also has all the necessary tools and connections for making relevant lobbying in Russian government and with top management of the customers. It is an important step, to validate your place on the market from other foreign competitors.
All Russian competitors have an obvious and noticeable advantage over all foreign companies – the “made in Russia” label. This case is much more complicated that to be faced only with foreign competitors, but we are used to work on these cases, and we have all the necessary background and connections in Russia to implement the right strategy for competing local companies.