Face-to-face sets the pace in Russia

ERJ staff report (TP)

Moscow – At the 2014 Tires & Rubber Exhibition, Franz Gabler, Sales Manager Industry for Gebhardt – a German load carrier company – spoke to ERJ on 22 April about why a simple email won’t cut it when doing business in Russia.

Gabler had good advice for those planning to enter the Russian market: “It’s not like Europe, where you can send a brochure and a few weeks later send a quote. Business here does not work on email. You must visit the company – face to face – and it is old fashioned.

“However, for us it’s OK. It won’t be a problem because every market has its specific requirements. For example, in China you have the same situation – you have to be there. Even Apple has to talk face to face.”

The firm is a relative newcomer to the show, as it’s only their third visit, but they have considerable experience in many different areas of business.

They were founded 180 years ago and work with firms like Siemens and Spar (the German retailer). But have also been working in the tire business for the last 40 years – customers include Pirelli and Goodyear.

Their load carriers are available in wood, metal and plastic, and Gabler explained what they offer: “If you want something standard, you can go to the internet and order it, but that’s not our business. We offer tailor made solutions.”

In terms of the future, Gabler said: “Nothing planned for investments in Russia this year – we are looking for partners and we are still learning.

“At the moment we make our products mainly in Germany but our idea is to start production here for specific products.”