Hungarian Logistics Days in the Netherlands, November 2008 Eva Cartwright BERTRANS ZRt. How to be successful on the Hungarian logistics market – tips and tricks Eva Cartwright advisor to the CEO Bertrans Zrt

Hungarian Logistics Days in the Netherlands, November 2008 Eva Cartwright BERTRANS ZRt. Introduction –Bertrans ZRt. Turnover ( 2007 ) 22,1 m EUR, Employees : 250, 4 sites, group of 5 companies, activities: warehousing, transport, forwarding, domestic distribution, customs, trading, property development & management Hungarian owned, 20 yrs old, base: 80 km South of Budapest ( H-6000 Kecskemét ) Typical Hungarian Story –Eva Cartwright 10 yrs in logistics, freight forwarder, customs expert, logistics manager, 4 years with Bertrans advisor to the CEO = Jolly Joker ( also typical Hungarian story… )

Eva Cartwright BERTRANS ZRt. How to be succesful… Hungarian Logistics Days in the Netherlands, November 2008 … on the Hungarian Logistics Market? = be succesful in Hungary –Impress your Hungarian partner – arrive with some knowledge..about our language ( we are not Slavs)..about our history ( we used to be VERY big, but we never were part of the Soviet Union )..about our people ( we don’t actually ride horses, neither live in fortresses) –Get The Local Guy ASAP.. You can buy anything, anywhere, any time …but there is almost certainly a shorter/cheaper/quicker way to get it..foreign speaking lawyer + accountant ( PWC, Deloitte, KPMG etc. are here a long time, not always the best choice as legal reps, but for accounting they probably are)..check out the country – Budapest is just a Capital

What might seem strange at first sight? Hungarians are very emotional compared to most Western Nations Emotionally based decisions, mood-swings even in business, sometimes overly – familiar attitude: –Don’t ask „How are you”, unless you have at least half an hour –Don’t get offended, if you are offered something more than 3 times. Just keep saying no, thank you- we’ll probably let you off at 6… –Once in touch, prepare to be well kept and fed. Definitely say no to the second shot of Palinka, though… Our education is more lexical – based than pragmatic – expect freshly qualified professionals to be unfamiliar with everyday practices, but with a huge amount of scientific knowledge Lack of foreign languages – German / English Mixed „race” – very high IQ, very quick thinking and outstanding flexibility in all aspects of life – „nifty” in some cases. Very tolerant & welcoming towards foreigners Irish-Hungarian Business Meeting, 16 Sept 2008 Eva Cartwright BERTRANS ZRt.

HU Logistics Market Big ones are here for a long time ( DHL, Gefco, Kühne&Nagel etc) Most local players are/were specialists – and many are still alive – importance of local knowledge! We service the neighbouring countries with ease ( AT,SK,UA,RO,XS,HR ) – geographical proximity ( 300 km ) + good infrastructure ever-growing warehouse-capacity All transport modes are present, rail is traditionally stronger than in old EU countries Big age-gap in workforce, but huge amounts of young professionals available Very closed and small – everyone knows everyone. Several Trade Associations exist within Logistics – best to consult ITDH, and they’ll direct you to the right one Irish-Hungarian Business Meeting, 16 Sept 2008 Eva Cartwright BERTRANS ZRt.

Hungarian Logistics Days in the Netherlands, November 2008 Eva Cartwright BERTRANS ZRt. Thank you for your attention, & Good Luck in Hungary! Eva Cartwright advisor to the CEO