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Forbes has made an article about us

7.7.2011


Investors we have got, just we need to build the logistic park up.
Forwarding agency DeutschMann Internationale Spedition s.r.o. is about planning to raise their own industrial and logistic park nearby town Trebišov, although there’s already one there having problems to get any investors.“ Standing at
different situation we’ve been having interest from our customers since beginning just need to satisfy its demand,“ says company executive director Mrs. Miriam Poništová .

Mimuska2

JURAJ KANTORÍK
FOTO: PETRA LAJDOVÁ

 

You’ve been active at forwarding for 12 years. Where dou you focuse towards during next three to five years ?
There’s no so short overlook . Always minding about creation the company up surviving along following 100 years but comprehensive answer will arrive definitely. 25 ha estates were bought closed by Trebišov town wondering to build
own building covered by around 1 ha, warehouses of over 1 ha and industrial park for lightweight manufacture.Lot of demands we‘ve got from our customers wanted to have any place for storage their goods as well as for non difficult
assembly, or evaluation theirs commodities. Later will be fitted by residential apartments, shops, horse breeding, trial motor race circuit and further spare time activities. Nowadays all necessary licenses are under settling.Total estimated
investment volume is approximately 100 million eur.
Is Trebišov suitable ?
That’s an ordinary question often receiving – what‘re you doing at the the end of the world? Why not Košice? Simply we belong here, since birth and still living here.That region is forgotten anyway, all big known companies have finished here–meat factory, Deva and Frucona, several years ago an bigger investment has revealed as Swiss wheel producer Ronals but fallen down. Unfortunately, quite big distrust and skepticism persists among people here the employment chance is so low. Naturally the truth is this is not about top spot and won’t take so far. When I asked in which direction next highway could lead that resulted towards Sečovce and Michalovce meaning we stay about 10 and 12 km far from that one. Our position is not so bad around 20km far is located Hungary, 80km Poland and about 60km Ukraine.
Besides ensuring common transports are you focusing at time critical express transports. Why ?
They’re lucrative, well payed but the same way risky. Let’s say the situation become as any production can not run well or something came wrong there. That company ran into unfavorable situation where by common delivery is not possible
to kick production up or suspend output line and no extra charges shouldn’t solve any problem so far. At the time customer calls, of course transports fees are different, better, but much higher risk in. If the truck couldn’t reach planned arrival time whole extra over costs is charged to us. We take all responsibility. That’s why our drivers never sleep, almost drive all way.
How much better are they payed ?
It’s different. Surcharge moves from 20 to 100 percent standardly. If the factory couldn’t secure that existential goods for their production is willing to pay almost whatever. 
During utmost years were typical huge need emergency transports for some unpredictable cases beginning volcano eruption at Island through Arabian trouble even earthquake in Japan. How did that reflect ? 
After mentioned scenes and next two and three weeks is hot enough everywhere. When things became normal way every position turns into usual standing, additional delivery modality comes back. 
How is the company operated the fastest way when the same situation comes in again ? 
Every employee when finished his work his phone is redirected into his cell immediately. The cell isn‘t switched off. Demand is solved immediately and during 15 minutes customer must have our outcome about how we are able to solve his matter. We have been using verified carriers working already 12 years and they are ready to launch whenever.
Isn’t that never ending emergency tireless ?
You are going to love or hate that work anyway. This is not easy job and nor for everyone because forwarding market runs as continuous stock exchange. One customer asks at first moment several partners and stays quite nervous until
outcome can not come in 15 minutes till an hour and giving to the first answer recipient. Our staff runs in couple –one is able to work and customer practice his twin and always capable to represent the second one.Mostly we use our old staff started to work here 10-12 years before while young ones learn from the olders.
What are the people motivated by ?
Skilled ones who are good can earn well , that’s true. I don’t think despite mentioned fact they’re working here just because gains, must be entertaining for them. Solving the same dilemma as stock market brokers – for money, without no deeper motivation you can run this job year or at least one and half year, not longer.
Why do they do that so ?
Using philosophy by our cooperation everyone should earn. We do not run based at doing customer’s abrasion, transporter resulting to assemble as much money as it gets. We register lossy business often knowing when we are friendly with
customers the strategy comes back radiantly.The job is much more challenge for our personnel. Must know 2 foreign languages at least to be understood by any communication. Man has to love phone, to stay longer time sit at his seat. One
must finding his way at world map knowing distances, infrastructure, be capable of combine. If the customer says him: I’ve got exact number of pallets so staff must be able to rate how to better to deliver, if container or even helicopter, railway,ship or by van. Immediately evaluates any datas at one moment where lot of tension is accumulated among adrenaline and person could see quite fast outcome-if reached wished finish for both sides well that’s very pleasant feeling.
The markets you focused on communicate German. Is there people enough communicating by that language ?
Europe in our surroundings is German language communicated- our young speak at schools mostly English with Italian, Spanish which supposed already outlandish languages. We suppose German one is stagnant, despite any person can come with German speaking abilities so the second problem arrived – they can not gear by German language up. I was used to teach at either primary or secondary school German language and I can see at fresh university undergraduate coming to us as applicants lack of elements which they had to study sometimes far in past. It’s a pity none pushed them ahead despite being really skilled.
How long does it take to build customer database strong enough ?
Won‘t be never finished building contacts up. By our company everyone must call some new companies on daily. Maybe that was a reason financial crisis sailed along us. We have cooperated with 20 great customers among 2000 smaller ones. To reach great agreement takes two-three years never ending work, continual contact. And when finally we got into great companies system as Audi, Pirelli or VW, so we moves along. But until that time listening just
„ no, no need, received better price form others .” 
Great German companies using familiar,political and other informal relationships well breaking these companies through as well as being their supplier is so difficult. How did you reach into Volkswagen ?
We were different not used the same presentation as 100 companies before us. Customers appreciated contact with no force but let the things fly free and if no chance and place to help them we are able to march that area away defi
nitely . Regarding VW is important the outcome. When proof yourself and hold good we are theirs. One of our businessman has been working more than 2 years and did not get into Bratislava’s VW, as first step was working hard through Wolfsburg head office pulling recommendation and became a Slovakian VW Bratislava partner.
By what important parameter are the great companies as customers measured for us ?
It is great customer, simply its name is the recommendation. Honestly we appreciate we have never any problems by payment when used that great customers. Audi, Volkswagen, meaning 30 days payment exactly and we have money at our account. There’s no excuse from any financial lady regarding any holiday season problem or whatsoever, no secrets about no money arrival from their suppliers, customers and dream when his customers release budget. We work by the same fair manner.That’s the main reason why we do not work with governmental organizations. There was just only one time when used as the customer slovakian railway and we were forced to wait for payment 65 thousands  Slovakian crowns at 4x installments took for 4-5 months. I said to myself –never again. My admiration is for those who can accept and working with customer of 45-60 days payment. We do not cooperate with them whatever great rich names could be given.

Why ?
No problem suppose customer does not have any money.They keep to enhance them for their selves and this is not fair.This way we are forced to be a partner doing money as operating capital them. Why don’t we excuse that ? Our carrier
had to buy fuel in cash immediately ,hereby toll fees,further costs for driver and no chance to remove always ahead several weeks. Cash payment should be normal common manner for transportation– deliver the goods and give cash payment after direct offloading. There’s a lot of stories about Russian but those who worked with us knowing payment with no useless tactics just the same way as mentioned above.
If someone applies for longer payment as one month so can we suppose as shakedown became ?
There’s a place about 4-5 days payment displacement able to be tolerated. But definitely every 30 days over is long time enough. We do every necessity for those who payed in time, keeps terms but when difficulties arrive almost everyday
well end mutual cooperation. Forwarding agency is a stock exchange – the same offer get 300 companies in Europe and forwarders can address just some suppliers where its numbers are limited. Carrier can tell to himself I’ve got the
same offer from three others but I decide yourself directly despite the fact we can offer lower price.The confidence I get money within 30 days.The further request is about 50 eur more but payment arrival is about 60 days.
One time a year before during an interview you mentioned foreign managers active at slovakian branch offices picking our practices over.
Exactly but unfortunately they never mention that directly. Embracery is marked as an ordinary mutual business cooperation. Explaining about specific trade provision system living normally at market in present suppose as a business
mediation. „We release a specific transport volume where certain share is invoiced towards us.“ Then Im trying to describe about existence of their company of abilities to secure their own demands , well the answer is:“ Let it be, Im here for 2-3 years and then someone else arrives maybe much early.“ We do not keep collaboration with such companies on. Unfortunately we meet with such carriers  wanted to do something by bribing. Explaining we do not run in that way and then they appreciate finally .
Volkswagen Slovakia as one of your key customer is awaited to produce new model. How does it influence you ?
Having more orders estimated volume raise about 10 percent.
Hungarian Kecskemét Mercedes plant is going to launch production of smaller personal cars, do you work on having transports for them as well ?
One of our fellow keeps working hard on it,proceedings are in progress let me see what outcome arrives. By the way all the competitive ones do not like them at all. For example we work for one big European automotive company but not notify against Volkswagen or Audi. And none of mentioned automotives should not think along Mercedes.
From what reason ?
Every automotive mark has his own home carriers working jus for them exclusively.For any reason it has a sense- delivering sensitive commodities as prototypes, unique forms and technologies. Automotive ones do not want to admit none theoretic possibility to become any complication by transports.
We speak about German companies,Russian customers are often likened to German ones.It is very closed to Ukrainian and Russian market do you have any plan to reach or elucidate towards these customers ?
When they make a tidy up at business ethics so much more collaboration could be done. Customers who worked with us since we started have the same behavior as German ones.They are accurate with any problem to pay. Russian ones are so similar emotively towards us. Having right and fast smell how do other communicate with them of doing any test or whatsoever or if really having business interest.They are incredulous, disappointed by political relations suppose
as country needs to cross a way over to solve some problems with us. Then the business gate can open.
We have cooperated with 20 great customers among 2000 smaller ones. To reach great agreement takes two-three years never ending work, continual contact. Forwarding agency is a stock exchange – the same offer get 300 companies in
Europe and forwarders can address just some suppliers where its numbers are limited. 
Miriam Poništová (41)-foto
As a teacher at basic and secondary school worked for 14 years. Together with her husband started to make business in 1999 to solve ordinary’s 50km far away travelings to Košice and to secure their better life.“ Started off completely
darkness among enthusiasm. Kept similarly working as other businessmen – personally did everything along job from financial to cleaner as well. When no advice we had then tried to asked relatives how they did it and was working
systematically our own system,“ says. Raising our company up was done outside of our decisive German owners who granted starting fund. “Despite his professional expertise no advice came supposing as just an investment.Several years ago our relation has broken down definitely because each of us has had another company development view . “The direction where should move by her is to build their family company up when one time could be presented traditionally during several decades.


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