Entry to the Czech market for a packaging producer
We prepared a full strategy, found the first 12 distributors and trained the team in foreign customer service.
Instead of talking about big visions, we simply opened the door to Czech warehouses for Pak-Pol. In 5 months, we went from no sales abroad to regular shipments of goods to Prague and Brno.
The challenge
Pak-Pol produced 42,000 boxes a month, but was fighting for margin only on the Polish backyard. They tried to call the Czech Republic themselves, but no one wanted to talk to them. They lost 7,400 PLN on ads that did not bring a single inquiry. Chaos reigned in the office – no one knew how to price transport to Ostrava or how to issue an EU invoice without errors, which blocked any export moves.
Our approach
We didn't do thick reports that end up in a drawer. We sent Tomasz, our specialist in southern markets, to them. Tomasz analyzed prices at 14 Czech competitors for 11 days. Then we sat down with Pak-Pol salespeople and wrote simple call scripts in Czech. We eliminated English from communication, because a Czech wholesaler prefers to talk in his own language, even if it is broken speech.
The solution
We introduced a simple offering system that converts prices into Koruna in 3 seconds. We trained 3 people from the service office in customs and transport procedures so that they stopped being afraid of foreign shipments. We found and personally verified 12 distributors in the Czech Republic who were looking for a stable supplier from Poland. We set up the process so that every inquiry from the Czech Republic receives an answer in a maximum of 3.2 hours.
Results
Pak-Pol Produkcja has become a profitable exporter, and their margin on the Czech market is 19% higher than with domestic sales.
Timeline
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May 2024Audit of competitor prices in Prague and Brno
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June 2024Launching the offering system in Koruna
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July 2024First meetings with distributors on site
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August 2024Signing the first 7 framework agreements
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September 2024Full automation of foreign shipments
"We tried to enter the Czech Republic ourselves for a year and nothing. Orzeł Business Strategy showed us that it was enough to stop writing emails in English and understand how Czech warehouse owners think."