How to be successful on the Hungarian logistics market – tips and tricks Eva Cartwright advisor to the CEO Bertrans Zrt Hungarian Logistics Days in the Netherlands, 18 -19 November 2008 Eva Cartwright BERTRANS ZRt.
Introduction – Bertrans ZRt. • Turnover ( 2007 ) 22, 1 m EUR, Employees : 250, 4 sites, group of 5 companies, activities: warehousing, transport, forwarding , domestic distribution, customs , trading , property development & management • Hungarian owned, 20 yrs old, base: 80 km South of Budapest ( H-6000 Kecskemét ) • Typical Hungarian Story – Eva Cartwright • 10 yrs in logistics, freight forwarder , customs expert, logistics manager, 4 years with Bertrans • advisor to the CEO = Jolly Joker ( also typical Hungarian story… ) Hungarian Logistics Days in the Netherlands, 18 -19 November 2008 Eva Cartwright BERTRANS ZRt.
How to be succesful… … on the Hungarian Logistics Market? = be succesful in Hungary – Impress your Hungarian partner – arrive with some knowledge • . . about our language ( we are not Slavs) • . . about our history ( we used to be VERY big, but we never were part of the Soviet Union ) • . . about our people ( we don’t actually ride horses, neither live in fortresses) – Get The Local Guy ASAP • . . You can buy anything, anywhere, any time …but there is almost certainly a shorter/cheaper/quicker way to get it • . . foreign speaking lawyer + accountant ( PWC, Deloitte, KPMG etc. are here a long time, not always the best choice as legal reps , but for accounting they probably are) • . . check out the country – Budapest is just a Capital Hungarian Logistics Days in the Netherlands, 18 -19 November 2008 Eva Cartwright BERTRANS ZRt.
What might seem strange at first sight? • Hungarians are very emotional compared to most Western Nations • Emotionally based decisions, mood-swings even in business, sometimes overly – familiar attitude: – – – Don’t ask „How are you”, unless you have at least half an hour Don’t get offended, if you are offered something more than 3 times. Just keep saying no, thank you- we’ll probably let you off at 6… Once in touch, prepare to be well kept and fed. Definitely say no to the second shot of Palinka, though… • Our education is more lexical – based than pragmatic – expect freshly qualified professionals to be unfamiliar with everyday practices, but with a huge amount of scientific knowledge • Lack of foreign languages – German / English • Mixed „race” – very high IQ, very quick thinking and outstanding flexibility in all aspects of life – „nifty” in some cases. • Very tolerant & welcoming towards foreigners Irish-Hungarian Business Meeting, 16 Sept 2008 Eva Cartwright BERTRANS ZRt.
HU Logistics Market • Big ones are here for a long time ( DHL, Gefco, Kühne&Nagel etc) • Most local players are/were specialists – and many are still alive – importance of local knowledge! • We service the neighbouring countries with ease ( AT, SK, UA, RO, XS, HR ) – geographical proximity ( 300 km ) + good infrastructure • ever-growing warehouse-capacity • All transport modes are present , rail is traditionally stronger than in old EU countries • Big age-gap in workforce, but huge amounts of young professionals available • Very closed and small – everyone knows everyone. Several Trade Associations exist within Logistics – best to consult ITDH, and they’ll direct you to the right one Irish-Hungarian Business Meeting, 16 Sept 2008 Eva Cartwright BERTRANS ZRt.
Thank you for your attention, & Good Luck in Hungary! Eva Cartwright advisor to the CEO www. bertrans. hu bertrans@bertrans. hu Hungarian Logistics Days in the Netherlands, 18 -19 November 2008 Eva Cartwright BERTRANS ZRt.
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