COUNTRY REPORT
■ Polish companies choose Nooteboom because of the quality and service
In 2004 Poland joined the European Union and this gave the Polish transport operators more access to the European markets . Jakub Garbacz , Marcin Szpojankowski and Michael Augustyniak are responsible for the sales and service for Nooteboom on the Polish market . Three extremely motivated men who are determined to achieve further growth of Nooteboom in Poland . Marcin : ‘ Companies in Western Europe often have dozens of years ’ experience in abnormal transport . In less than 15 years our customers have reached the same quality level as companies in Germany and the Netherlands . But it took a lot of hard work to achieve this .’
A HANDFUL OF TRANSPORT COMPANIES Marcin : ‘ We started out fifteen ago with nothing at all . Transport companies used to buy second hand and preferable cheap trailers in Germany and the Netherlands . Now more than one hundred companies in Poland specialise in abnormal transport , but in 2001 there were only a handful of companies in that business . I remember very well when I sold the first new Nooteboom trailer . After six months of negotiations I sold a 5-axle hydraulically steered semi low-loader for exactly DM 100,000 . In those days that was a huge investment . From 2002 we were supported by the Nooteboom organisation and our customer base grew steadily every year .
TIME-CONSUMING REGISTRATION Jakub : ‘ The regulations in Poland are going to change in the coming years . Up to now there was only legislation for trailers with three axles maximum and for heavier vehicles there were hardly any regulations in place . Registration could take up to six months , but recently things have improved and our trailers can be on their way with a registration in less than two months .’
SERVICE ORGANISATION Michael : ‘ We have three very good service partners , Remocar , Polcar and Rystal . These companies have mechanics that are trained at Nooteboom in Wijchen . In view of the large number of customers and increasing sales we want to further strengthen our service network with at least two new service partners . That won ’ t be easy because our quality requirements are high . We have the delivery of parts under control . In the bigger towns and cities we can deliver within 24 hours and in more rural places within 48 hours . For emergencies our service partners have some parts in stock .’
PRICE AND DELIVERY TIME Marcin : ‘ If I enter into negotiations about the sale of a trailer , a Polish transport operator will first ask about the price , he then wants the trailer to be delivered almost immediately and the quality of the product and service organisation is bottom of the list . But it is beginning to change now . The quality of the products , but also of the organisation providing support for the products , is becoming more and more important and here we have a big advantage . Our service partners repair other makes too and we often hear stories about ‘ cheap ’ trailers from other competing brands that are not quite up to scratch and have to be completely refurbished after only a few years . Fortunately we can deliver various versions from stock ’.
EXEMPTIONS Marcin : ‘ Up to a few years ago we had to apply for an exemption for every single transport separately . The procedure was so time-consuming that transport operators often took the risk of driving without an exemption . Since 2008 the transport business has their own association , the OSPTN , who can discuss new regulations with the government . We have regulations for seven categories . Only category seven applies to transports with a gross vehicle weight of 60 tonnes or over .’
THE ZLOTY Marcin : ‘ Our own currency , the zloty , is getting less important all the time . In many cases our customers buy and pay in in Euro ’ s . However , the zloty has helped us through the crisis . Due to the favourable exchange rate the Polish companies found it easy to export their goods . Fortunately the exchange rate is reasonably stable now and that is good for foreign trade and the Polish economy .’
Poland is strategically placed between Western and Eastern Europe . Extremely motivated and well- educated young people have built great companies in just thirty years . They have learned from companies in the West and understand the culture of the East . And what ’ s more , Polish employees nearly always speak English or German and older people tend to speak Russian too . Poland is an economic force to be reckoned with , right in the heart of Europe . ■
11