PDF, 3464 KB - Roland Berger

Entering the market with a strong partner is important for the
success in Russia
Success factors and respective comments
Key success factors in Russia
a
e
b
Diversity product
portfolio
c
d
Long-term
commitment
Local network/
partnering
Usage of cost
advantages
Local networking
• Product production in Russia should not solely depend on customers
requirements in Russia; different approaches should be considered
also LowCost truck (new brand) for Western Europe, CIS, etc.
• Adaptation of product concept
• Long-term commitment necessary to be able to respond to the future
needs of the clients and to create positive perception by authorities
• Products and know-how of Russian suppliers are not state-of-the-art
– modernization of the industry is necessary
• Very careful partner selection is necessary to ensure project‘s longterm
success and enable fast entry (e.g. supplier, service and
aftersales network)
• Low production costs
• Numerous federal and local incentives will increase profitability and
will decrease pay-back period (e.g. tax incentives, special economic
zones)
• Close network to federal authorities (Political/regulatory risk)
• Sponsoring of locals increase acceptance
Source: Roland Berger
MUC-90007-497-09-03-E.ppt 29