HAMAX in Hungary

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HAMAX in Hungary

• Kristiansand, 18 April 2005

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HAMAX AS

• Producer of bicycle helmets, baby bikeseats,
  winter sledges
• Strong marketing?? Leading brandname
• Located in Krakerøy, near Fredrikstad
• Part of Møller Gruppen
• Turnover approx. NOK 66mill
• 80 export
• No of employees 40
• Export activities main market Europe, regional
  representations
• www.hamax.no

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Hungarian activities

• Started in 2000
• Agreement with our office
• Market information?decission on market entry
  strategy
• niche market
• no clear market structure
• many small players
• Distributor search ? selection criteria
• Long list
• Short list
• Selection of two companies

4
Hungarian activities

• Huge development on the market
• More clear structure , establishment of retail
  chains like TESCO, Auchan, Cora
• Split product range between two distributor
• 30-50 increase in sales each year
• Hamax satisfied with market development ,
  especially professional and skillful people

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Challenges

• Bureaucracy
• Language
• Different organization behavior
• Approach
• Decision making process
• Responsibility delegation
• Personal network

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From a Hungarian point of viewDifferences in
organisational structure

• Flat structure
• Important teamworking/networking
• Decission making processes long
• Implementation quicker
• Human rights , social care, working conditions
• Respect and follow rules and regulations
• Transparent

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From a Hungarian point of viewDifferences in
business culture

• No or little small talks
• Straightforward
• Long time to build up confidence
• Negotiating price and conditions
• Details could be agreed upon verbally
• Cost conscious not price conscious
• Quality important
• Reliable and punctual in payments

8
Comments on the Norwegian business behavior in
Hungary

• Not spending enough time studying the Hungarian
  business environment
• Standardized activities
• Short term thinking impatience
• Lack of flexibility

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