Your key to doing Business with Eastern European Companies
For Eastern European Companies intending to do Business in the West, and for Western Companies intending to look for new Markets and Partners in Eastern Europe.
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FAQ's
Frequently Asked Questions
 
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Eastern European Clients will have many questions. This page attempts to answer some of them. But if you have any question, do not hesitate to send us an e-mail, or a letter and ask us. If it is of general interest, we will add your question to this page.

Our FAQ's

(Scroll down or click on the to go to the answer)

Who are the Clients of BUSEAST™?

Where are the Principal Markets for finding clients who require productive Capacity?

How does BUSEAST™ approach potential clients?

Why do not more manufacturing companies from the USA/Canada use available productive capacity in Eastern Europe?

We have Web Designers and Internet Providers in our own country and I can register my domain in my own country. Why should I go to a company with an Internet site in the United States to do that?

I have a web site, but I have not seen any business from it. Should I abandon the effort?

We have little experience in dealing with companies in the USA. If we would get some business through the intermediation of the BUSEAST™ site, could we rely for help on the people at BUSEAST™ to guide us through the pitfalls and bring the deal to a successful conclusion?

Why should you consider working with BUSEAST™?

Who are the Clients of BUSEAST™?

Principally, BUSEAST™ has two types of clients. There are, on the one hand, the East European companies who advertise in these pages and who have spare productive capacity of products and productive or engineering resources to offer to a client, and, on the other hand, there is the Western client who is in search of such resources or of production facilities, because he goes through some short or long term capacity shortage.

Where are the Principal Markets for finding clients who require productive Capacity?

Currently, the primary world market where there is a shortage of productive capacity is the United States and Canada. A combination of a high level of economic activity, continued large scale consumer demand, low price inflation and a low level of unemployment force many American companies to expand short or long term productive capacity beyond their borders. They are looking for a competitive cost and wage environment and high quality. In addition, during the late 1980's, many American companies have become "leaner" through "downsizing". They have handed many task which they used to do in-house, to outside suppliers, who can produce more competitively than they themselves used to able to inside their companies. This is a continued trend and offers tremendous opportunity for reliable and quality conscious companies in Eastern Europe.

How does BUSEAST™ approach potential clients?

The primary media for advertising our Eastern European clients capabilities is our Web page, located at buseast.com . This site is being registered in many search engines and Internet directories. In addition to being advertised through phone calls, e-mail and direct mail to Industrial companies in the United States and Canada, and at the moment to a lesser extent, also in Europe and Japan. In addition, the publishers of BUSEAST advertise their site in many of the large publications which are read by purchasing managers and business people involved in research and development, engineering, manufacturing and production. There is generally great interest in finding reliable productive capacity (this is shown by the fact that we had more than 15,000 visitors within the first two month of opening the site, of which more than 50% came from the USA). We also have a "roadshow", i.e. we invite manufacturing managers to a local hotel in a city and tell them about our site and what we can do for them. All in all, 50% of our revenue goes into marketing our site. An allocation of resources which few companies can afford.

Why do not more manufacturing companies from the USA/Canada use available productive capacity in Eastern Europe?

The basic answer to this is "lack of familiarity" and a shortage of available information. Few people in Western countries know about the tremendous productive resources which are idle in Eastern Europe and the former CIS states. Language and different culture are other factors which prevent many Western manufacturing managers to look further afield. What BUSEAST™ attempts to do is to make companies of Eastern Europe known to Western business people, so that proper relationships can be established. But the key to a successful relationship remains QUALITY AND TIMELY DELIVERY!

We have Web Designers and Internet Providers in our own country and I can register my domain in my own country. Why should I go to a company with an Internet site in the United States to do that?

Yes, this is absolutely right, there are many talented web designers and many good Internet providers in existence in Eastern Europe and the CIS countries. In many instances, they provide high quality design and graphics for less costs, then if this is done in the USA. However, there are a number of points which a client wanting to advertise on the Internet has to be aware of. Some of them are:

  • designing a web site is not that difficult, but designing and hosting the web site is the smallest task in Internet Marketing. Making the web site known to potential visitors, and through this "sell" the services the web site is offering is a far more difficult and complicate task, then actually setting up the site. Few Eastern European web designers and Internet access providers have the ability to do that in Western countries. Thus their web sites are often beautiful "Internet graves", visited by few, except the curious! It is important to understand, that a web site of a company is just a part of its overall marketing effort. And marketing the site is at least, if not more important than the design of the web site itself.

  • few Western Business managers will venture on the Internet into "foreign sites". If, in addition, they are written in a language other than English, the site will receive even fewer visitors. Western business managers, and especially Americans, like the familiar: "If it looks and feels like home, it cannot be all that bad". Therefore, even well designed and informative sites located in other countries receive considerably fewer visitors than those based in the USA.

  • A single stand alone site is often less helpful for a foreign company, then when the site is combined with others in a "portal" type general site with a specific target audience such as BUSEAST™. The major benefits are in the cooperative marketing effort for the general portal site, in addition to any individual marketing effort for the company site itself. It is this synergy of Internet marketing, the principal of "2 + 2 = 5", that is such an attractive proposition. For a relatively small amount of money, the client receives far greater marketing exposure then if you would do it all alone by himself. With a limited marketing budget, this should become an important consideration.

  • Telephone systems are often overloaded in Eastern Europe and getting to a site is sometimes almost impossible for visitors located in the USA and Canada. This often leads managers to try once and then abandon the attempt. The key is to understand that Western Managers will not search on the Internet ad infinitum. If they cannot find what they want quickly, they will look elsewhere.

  • English usage shown on many sites in Eastern Europe is often stilted and "old fashioned". This makes it difficult to comprehend for many managers. Remember the principal: "If it looks familiar, it cannot be all that bad!". Simply said, if English language usage, however correct, is too strange, it will reflect on the attitude the Western manager adopts towards that site and the company behind it.

Therefore, cooperating with a company that is familiar with the business, language and cultural environment of the target community is not a luxury, but a necessity if one wants to reach that target community and wants to communicate with it in a meaningful way. The marginally incremental costs will be easily recovered in future business.

I have a web site, but I have not seen any business from it. Should I abandon the effort?

There are many reasons why a web site does not generate any business. Some of the reasons have to do with the fact that the web site itself has to be marketed to its target population and if this is not done professionally, the site will remain unknown to the majority of Internet visitors. The other aspect is obviously the time frame. It is totally unrealistic to expect that the creating and placing of a web site leads to an immediate increase in the business volume. Provided that the site is located at the right place for the target population and provided that the site is informative and clear to potential clients, and provided it is marketed properly, a reasonable time frame for a site to bring any business to an industrial company is about 12 to 24 months. Amongst the more important aspects to marketing a site is that the site is frequently updated (about every 3 to 6 months for an industrial company) and that existing clients are informed about the existence of the site. A web site is basically a means of communication with existing and new clients and if it is not frequently updated, it loses its value.

The Internet is a new business environment which, for industrial companies, has to be given some time to be effective. But it is still the only means where a relatively small company somewhere in a small town in Russia or anywhere, can talk to a the world at large for a price which it can afford. So if you do not start now to use this opportunity, when will you start communicating?

We have little experience in dealing with companies in the USA. If we would get some business through the intermediation of the BUSEAST™ site, could we rely for help on the people at BUSEAST™ to guide us through the pitfalls and bring the deal to a successful conclusion?

Yes you can. We will naturally charge a fee for our services. But we will guide you to the degree to which you feel comfortable with us and also with the client. Any arrangement of this kind is subject to a prearranged budget, once the terms and extent of the work to be done is determined. The responsibility of the contractual obligation between your company and the client in the USA, or elsewhere, is obviously totally your responsibility, but we will support you to the extent to which you reasonably require.

Why should you consider working with BUSEAST™?

BUSEAST™ and its associated consulting companies within ipg (Interpublish Group) can not only provide you with an Internet platform and web page. We also market these mediums to the appropriate clients. Moreover, if you as a company "feel lost" in the Western business environment, we have the people and resources to guide you and support you. BUSEAST™ offers a complete package and you can chose which part you need and require to further your business. We will even go a step further, we will provide training in Western Marketing, Management, Finance and Controlling through our consulting division. How far you let us help you, depends on you, but being an integrated provider of business services, you have with us your "one-stop-shop" to business solutions



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Last modified: Friday, January 07, 2005