The main problems and ways to solve them for foreign buyers of lumber in Russia.

Working since 2002 in marketing and purchasing lumber, I have seen how the presence of intermediaries prevents producers from Russia and buyers from all over the world from building long-term and mutually beneficial cooperation options. I have been thinking for a long time about how to help establish mutually beneficial cooperation and make it profitable for everyone. I asked myself a question:

What are the main problems for a foreign buyer of lumber in Russia?

Let's be honest-there are a lot of problems, and most of them are related to our Russian traditional laxity, carelessness and hope for "maybe"! This is mainly why they do not want to work with us, the Russians! But as time goes on, more and more manufacturers are looking at the culture of relationships with foreign partners. They try to instill European standards in their work at Russian enterprises. But it is not so easy for a buyer from a foreign company to find these manufacturers. The market for small and medium-sized businesses in timber processing is quite closed and it is difficult to get reliable information if you are not in this market yourself. Another difficulty is the difference in mentality. There are a number of smaller problems related to certification and customs, but they are solved fairly quickly with the mutual cooperation of the two partners. All this leads to large expenses for the buyer's business trip to Russia to establish contacts, then sign the contract, and control its execution. However, despite all the existing difficulties, Russia still represents a significant interest for foreign buyers of lumber. Now in Russia, large and medium-sized European companies from various sectors of wood processing are purchasing: floor manufacturers (Boen, Tarkett, Barlinek and other smaller manufacturers), lumber traders (Praslas, Skanditra, JAF, Rolle Group), manufacturers of elements and furniture (IKEA), and many other companies of different sizes. Some of these companies were able to establish not only purchases, but also production on the territory of Russia. We have found reliable suppliers of raw materials and feel great on the Russian market. We have worked with some of the companies and I hope we will continue to work with them.

Having extensive experience in Agency and representative work for both Russian and European companies, I know that many buyers in Europe and Asia have their own internal specifications and quality standards, which causes difficulties and confusion in understanding the quality of manufacturers in Russia. The constant stream of requests for "best prices" and incomprehensible specifications irritate manufacturers.

 I believe that no one can negotiate all the details of the contract and terms of cooperation better than a buyer from Europe or any other part of the world and a manufacturer or a major trader from Russia. The main tasks of a good agent in Russia:

- help meet the manufacturer and the buyer;

- provide further assistance to customers in Russia in matters of competitors ' activities, purchasing pricing policy, and quality control during shipments.

But for this, foreign buyers must be ready to import from Russia. Understand pricing policy. The company's management should have a clear vision of the target markets for purchases in Russia and their place in it, as well as the company's financial, human resources, production and organizational capabilities for organizing imports from Russia. Many European companies do not understand these issues, waiting for them to bring products to their specifications, to their production, but at the same time never coming to Russia and not meeting with manufacturers and sellers.

So many buyers are trying to remove risks, but at the same time lose opportunities for purchases and expanding the number of suppliers. While you sit and wait for "self-delivered" and "at the best price", you lose money. At this point, you could already earn money from new suppliers and make yourself known in new markets.

And the most successful come to manufacturers, establish long-term relationships and even carry out joint projects.