Procordia Oy

A recipe for success in health technology companies’ foreign trade

Successful and profitable business in the markets of Eastern Europe and Central Asia

If you look at Eastern Europe and Central Asia on the map, quite a few companies currently do not have business in that region or it is small-scale. The business practices also differ from the usual practices in your own country.

Quite a few western health technology companies start their sales or consider the EU, USA or Far East markets as their main markets, where they put most of their sales and marketing efforts. We imagine that the remaining resources are not enough to start sales in Eastern Europe and Central Asia.

During the last 30 years, however, the economies of the countries in question have developed at a breakneck speed and arouse interest and the desire to start one’s own business in those countries.

A recipe for success in the health technology business

I have almost 30 years of practical experience, of which 20 years in the field of health technology. I have done a successful business in that area during that time.

I am now ready to share with you the recipe for success for your business. If you became interested and wanted to increase your company’s turnover, now would be the right time to help your company either start or improve your business in the market in question.

Below you will find services for different types of business options. Contact me and together we will look at the best approach and implementation method for your company and let’s start making dreams come true.

Sincerely Yours,
Elmer Kaponen
Founder, consultant
+358 40 849 7660

Selection of the consulting service

The starting point for choosing the right service option is your company’s export strategy and the size of the investment. The company must have a clear will to start business in the chosen market area. Funds and responsible persons are usually budgeted for the plan. It is important to match the new distributors’ and your company’s operating methods. While acting in accordance with the Connecting Businesses principle, I came up with the idea for my company’s logo.

Distributor network

Large companies have better conditions to invest in resources and open a subsidiary or build their own distributor network in the target country or continent. Through the subsidiary, products are sold either directly to end users or through our own distributor network.

With an even lower risk and initial investment, Procordia can act as a wholesaler for you and sell through its own distributor network. The step of building your own distributor network is completely omitted from you. Together, if necessary, we will obtain the necessary sales permits for your product, according to the country’s requirements.

In building the distributor network, we also use Business Finland’s various financing packages as one option. You must ensure that all the conditions of the organization in question are fulfilled – contact Business Finland at an early stage. In countries outside of Finland, we can use your country’s governmental export support organizations services.

About registration and certification

In several countries outside the EU, the product must be registered and/or certified. A few countries directly accept the CE mark used in the West. The most important Eastern European and Central Asian countries have their own national requirements. Hospitals are not allowed to use an unregistered product. It also removes the obligation to pay VAT 0% at the same time. The certificate is required by the border authorities and it gives permission to import the product.

The registration process requires your company’s active participation and investment. You have a quality manager or a person responsible for regulatory affairs, with whom I will work closely and help hand in hand at every step of the process.

Own distributor network

This option is suitable for companies that, in the longer term, intend to establish sales activities in the selected market area and continue sales activities independently either through their own subsidiary or distributor network.
Read more about own distributor network
This option is suitable for companies that, in the longer term, intend to establish sales activities in the selected market area and continue sales activities independently either through their own subsidiary or distributor network.

The process starts with the definition of the distributor profile, i.e. we map out the requirements for the distributor. At the same time, we go through how the manufacturing company supports its future distributor. Similarities in visions and operating methods give a better prediction of a positive outcome, i.e. sales growth.

Every company has its own special requirements and needs. According to them, we will build a customized distributor network for you. The duration of fixed-term projects is either 6 months or 12 months. After the distribution network is completed, you manage the distribution network independently. In the 12 month contract option, I will also train the person responsible for the relevant sales area in your company. The training pattern includes familiarizing the person in charge and coordinating the operating methods of both companies.

In the case of fixed-term contracts, the duration of obtaining official approvals must be taken into account. In some countries it can be more than 12 months. See more in the section “Registration and/or certification.

Procordia’s Distributor Network

If your company lacks the sales culture knowledge and the financing does not cover the necessary investments to go to market, then this package would be a viable and cost-effective option.
Read more about Procordia's distributor network
During my career, I have formed a comprehensive network of distributors and candidates. In addition, I follow new emerging and potential distributor candidates. I am constantly updating my own cooperation network. Every company has its own special requirements and needs, as well as strengths and weaknesses. According to them, we build a distributor network tailored to the needs of your company.

The process starts with the definition of the distributor profile, i.e. we map out the requirements for the distributor. At the same time, we go through how the manufacturing company supports its future distributor. Similarities in visions and operating methods give a better prediction of a positive outcome, i.e. sales growth.

After official approvals (registration and/or certification), a fixed-term contract is concluded for the use of Procordia’s distributor network.

Registration and/or Certification

In several countries outside the EU, the product must be registered and/or certified. A few countries directly accept the CE mark used in the West. The most important Eastern European and Central Asian countries have their own national requirements.
Read more about registration and/or certification
Hospitals are not allowed to use an unregistered product. It also simultaneously removes the obligation to pay 0% VAT for several product groups. The border authorities require a certificate, and it is used to obtain permission to import the product.

The registration process requires your company’s active participation and investment. You must have a quality manager or a person responsible for regulatory affairs, with whom I will work closely. I will give my strong support at every step of the process. I charge for the registration service in the option of building your own distributor network. On top of that, there is the local registration agent’s fee. In the case of fixed-term contracts, the duration of obtaining official approvals must be taken into account. In some countries it can be more than 12 months.

The first steps of implementation

Contact us, and together we will plan a recipe for success for your company in Eastern Europe and the Central Asian market. After the free initial survey, I will make you a written offer.
Elmer Kaponen
Founder, consultant
+358 40 849 7660
elmer.kaponen@procordia.fi

Contact info

Procordia Oy
Finland
Business ID: 3260118-5

Elmer Kaponen
CEO, consultant
+358 40 849 7660
elmer.kaponen@procordia.fi