Review of sector transport, infrastructure and communications in bulgaria


dutch business opportunities in bulgaria



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dutch business opportunities in bulgaria


  1. Co-operation in the design, manufacturing and marketing of trailers, semi-trailers, tankers and special vehicles

Recipient: “PRK” S.A.

9300 Dobritch, 66, rue Kaliakra

Tel: +359 58 25466


Business activities: Bulgarian company producing trailers, semi-trailers, containers and some specialised vehicles such as garbage collectors. PRK is the only trailer producer in Bulgaria supplying homologated trailers. Their capacity is 10 (semi-) trailers per month, 400 employees and staff.
Purpose of the project: Explore and define technical and economical feasibility of joint production and marketing of semi-trailers, tankers and/or special vehicles for Bulgarian and export markets.

Possible Dutch partners: Trailer manufacturer, component suppliers, manufacturer of special vehicles.


Hardware: Transport equipment (pilot), manufacturing equipment.
Technical assistance: Technical training, Organisation, Marketing.
Possible results: Assessment of manufacturing capabilities and technologies applied, assessment of (future) market potential and opportunities, exploring areas of co-operation (design, manufacturing, marketing, components, etc.), feasibility, business plan. Spin-off: financial participation. Co-operation with truck distributors (sales, service).
Business environment: Competition from imported high quality, but relatively expensive products. Financing can be problematic on the short-term (high interest rates). Dobritch is in Free zone area.

  1. PRK to co-operate with Dutch specialist in renting / leasing / trading in special vehicles for municipality services

Recipient: “PRK” S.A.

9300 Dobritch, 66, rue Kaliakra

Tel +359 58 25466


Business activities: Bulgarian company producing trailers, semi-trailers, containers and some specialised vehicles such as garbage collectors road sweepers, firefighters.
Purpose of the project: Define feasibility of sustainable co-operation with Dutch specialist company through marketing and supply of equipment and services to the private and public companies active in municipality services in Bulgaria.
Possible Dutch partners: Specialist supplier of municipality servicing equipment like Street sweepers, compactors, fire-fighters, etc. or:

Supplier of municipality services.


Hardware: Pilot equipment (special superstructures or dedicated trucks), maintenance equipment.
Technical assistance: Repair and maintenance of special equipment, Marketing, improving organisation. Training in waste handling. Environmental aspects.
Possible results: Production and supply of Bulgarian built (assembled) special vehicles and equipment for municipality services. Marketing organisation for such services, feasibility study, business plan, leasing options.
Business environment: Municipality services companies/departments are in the process of being privatised. Procurement of specialist equipment is often problematic due to lack of financing possibilities. Leasing based on municipality contracts is an option. Full operational lease when the market is mature. Bulgaria has an adequate legislation for leasing or rental operations.


  1. Co-operation in the field of high quality tanks for fuels, liquid gas and chemicals for the automotive sector and fuel/gas distributors

Recipient: Termotechnika - JSC

4004 Plovdiv, 136 Bratia Bakton str

Tel: +359 32 766 135

Fax: +359 32 767 153
Business activities The company has almost 30 years of experience in the production of thermo-technical equipment.

Main products:



  • Tanks for fuels and liquid gases up to 50 m3 capacity for underground and ground storage of liquid fuel according DIN 6608.

  • Complete local heating installations.

  • Combustible systems for boiler installations.

  • Water preparing equipment for boiler installations.

  • Water-pump and compressor stations.

  • Heat exchangers and tanks working under pressure.

  • Equipment for boiler installations.

Purpose of the project Co-operation in the production, marketing and supply of high quality tanks for fuels, liquid gas and chemicals.


Possible Dutch partners Especially the production of tanks for fuel and liquid gases for petrol and gas stations could be of interest for Dutch investors.

Oil industry, constructors of petrol and gas stations, LPG equipment suppliers, tanker producers, etc.


Hardware: Supply of production equipment, tools and testing equipment
Technical Assistance : Training production systems and methods

Possible results: Assessment of output quality level. Assessment of market potential. Production of high quality tanks. Component supply. Business plan. Technical and financial feasibility studies.


Business environment: The growing use and storage of liquid fuels and chemicals requires high quality equipment according to European standards.



  1. Quality improvement of agricultural products through implementation of new technologies and conditioned transport

Recipient: Subsidiary company of Pro Business (Ruse region).


Business activity: Production and selling of mushrooms for the national market. They presently have a national market share of 30-40%. The mushrooms are being grown in 10 natural caves. The company uses its own transport means. They also produce 50% of the national market for compost.

Purpose of the project: Improving quality of production, products and distribution. Higher revenues and development of export potential.


Possible Dutch partners: Mushroom growers, retailers and agri-transport specialists.
Hardware: Production and distribution equipment (conditioned transport).
Technical Assistance: Training in new production technology, research, marketing and physical distribution (conditioned transport).
Possible results: Higher production and higher quality. Better quality products in the distribution chain including export, through improved transport technologies. Higher revenues through better selling prices and marketing.
Business environment: Good existing base for quality improvement and expansion of activities. Selling price in Bulgaria 2.53 DM / kilo. In FYROM the price is 5 DM / kilo.



  1. E-commerce business planning for transport companies

Recipient: Advisors and dealers of transport / production equipment


Business activities: Advisory services for the industries, which are in need of financing for their planned investments. Identification of financing opportunities, development of bankable business plans through the use of special programs.
Purpose of the project: Development of dedicated programs for the transport sector.
Possible Dutch partners: Companies active in business planning services and/or automation services for the transport sector.
Hardware: Computers and dedicated software.
Technical assistance: Training in applications, marketing of services.
Possible results: Better quality advisory services for the transport (related) industry, improved financing possibilities, advanced assistance in business planning.
Business environment: The application of e-commerce and computer related advisory services have been relatively well advanced in Bulgaria. Identifying financing possibilities for private enterprises is still a major constraint.


  1. Manufacturing of buses in Omürtag

Recipient: KENTA Bus manufacturing plant, Omürtag.


Business activities: Production of Intercity buses and coaches. Capacity is approx. 10 per month.
Purpose of the project: Production of buses based on Dutch automotive technology for launching customer Kometa Bus, the public transport operator in the town of Sevlievo.
Possible Dutch partners: Bus manufacturer, chassis manufacturer, engineering company.
Hardware: Design and technical drawings, production equipment, prototype in CKD (in parts and components) for local assembly.
Technical Assistance: Prototype building and production know how. Production of manufacturing equipment (jigs, moulds, etc). Marketing, export, component procurement, etc.
Possible results: Prototype based on modern Dutch automotive technology for launching customer. Production start of first 20 units. Development of supply in quality components for the bus sector.
Business environment: There is a bus factory in Botevgrad, which used to produce licensed Setra buses. Presently, this factory is not working. Sevlievo is a booming town with 100,000 inhabitants due to new investments of two American companies American Standard (sanitary products; 95% exports) and ABB. They are in need of labour force from the whole region. A transport plan to get the labour force living in the region to Sevlievo for work indicated the need for 20 buses.


  1. Production of buses for sub urban Sofia

Recipient: Kenta Bus production plant in Omürtag (see pt 6).


Business Activity: Production of Intercity buses and coaches. Capacity is approx. 10 per month.
Purpose of the project: Development and supply of sub urban type of buses for the private bus operators in greater Sofia.
Possible Dutch partners: Bus manufacturer, chassis manufacturer, engineering company,

Leasing company.


Hardware: Design and technical drawings, production equipment, prototype in CKD (in parts and components) for local assembly.
Technical Assistance: Prototype building and production know how. Production of manufacturing equipment (jigs, moulds, etc). Business plan, marketing, export, component procurement, etc.
Possible results: Prototype based on modern Dutch automotive technology for private bus operators in greater Sofia. Investment advising for private operators (financing). Development of supply in quality components for the bus sector.
Business environment: There is a bus factory in Botevgrad, which used to produce licensed Setra buses. Presently, this factory is not working.

The market for city buses in Sofia and Plovdiv is extremely difficult to penetrate. Sofia is favouring Mercedes and MAN buses, while Plovdiv has made a deal with Volvo. Negotiations for delivering of new city buses start normally after the election of the new mayor. Currently imports of used buses.

Renting of city buses could be profitable alternative for current practices.

Price of a city bus body is DEM 68,000 ex VAT incl. (better quality) imported components (e.g. from Turkey). Total price of the city bus could be just below DEM 200,000 if imported chassis are used.


With regard to the financing or funding of the city buses the municipalities are no longer independent; they need permission from the Ministry of Finance. If approval is there the payments will be guaranteed.



  1. Supply of modern road building machinery and technology

Recipient: Contractors in the road building sector


Business activities: Road construction, road maintenance.
Purpose of the project: Given the enormous backlog and the planned investments in road infrastructure through the ISPA funds, there will be a growing need for high quality road building machinery.

Introduction of Dutch road building technologies should improve efficiency in road building as well as road quality (durability).


Possible Dutch partners: Manufacturers or suppliers of road construction material, contractors in road building, engineering firms.
Hardware: Supply of (used) road construction equipment.
Technical assistance: Transfer of technology as well as repair and maintenance know how.
Possible results: Construction of better quality roads, efficiency improvements, better competitive position of joint Bulgarian – Dutch contractors in road construction.
Business environment: Currently there is a regular import of road building machines (especially rollers) from e.g. BBL Equipment BV in the Netherlands. Competition is mainly from German and French suppliers.

Given the investments in road infrastructure through the ISPA funds, there will be a growing need for high quality road building machinery. The approved road construction plans have been listed in this report.


Unlike the situation in Ukraine and Romania, the bitumen in Bulgaria is of high quality. The raw material is coming from the Lukoil refinery in Bourgas.



  1. Bonded warehousing, VAL services and regional distribution

Recipient: Forwarding and Transport enterprises.


Business activities: International forwarding, import and export, haulage services.
Purpose of the project: Through pilot project determine feasibility and potential of bonded warehouses, Value added services and regional distribution.
Possible Dutch partners: Forwarders, carriers, trading firms.
Hardware: Construction of warehouses. Equipment for internal transport.
Technical assistance: Training in logistics, organisation, marketing. Development of a feasibility study and business plan.
Possible results: After proven feasibility investments in warehouses, handling and distribution equipment, resulting in modern DC.
Business environment: Favourable circumstances for investments in the transport and distribution sector. VAL services will benefit from availability (skilled) labour, low investment costs (site, premises) and little competition. There is a need for quality distribution services in spite of the high number of transport operators active in Bulgaria (obsolete equipment, unreliable deliveries).

  1. Modernising REI production facilities. Improve infrastructure and logistics in the plants, increase efficiency, application of new, modern technologies

Recipient: REI HOLDING – Financial and Industrial Group.


Business activities: Financial Industrial Group REI Holding is a privately owned international company active in manufacturing, trade and consultancy to the electrical, railway transport, machine building and financial management industries. Is said to be market leader in national electro-technical and railways sectors. It owns 47 companies and employs 3000 people. Turnover is over US$ 250 million.
Purpose of the project: Improve infrastructure and logistics in the plants, increase efficiency, application of new, modern technologies.
Possible Dutch partners: Manufacturers of railway components, electrical equipment, special machinery for railways and automotive sector. Advisors in logistics and engineering firms.
Hardware: Manufacturing equipment, transport material.
Technical assistance: Training in new production technologies, repair and maintenance, logistics, organisation and management.
Possible results: Feasibility, business plan, co-operation and joint venture.
Business environment: REI holding companies compete with the state owned companies in Bulgaria. It has developed relations with some Dutch companies, also in the framework of PSO project preparation.
The privatisation law for the railway sector adopted at the end of 2000 offers good opportunities to the REI companies. Maintenance of railway network and rolling stock will be taken over by private companies through tenders. Railways operations (use of the railway network) will be open for private carriers in 2002. The network remains state owned.


  1. Automation of the railways; traffic systems and ATB (Automatic Rail Track Monitoring)

Recipient: EAZ PLC Plovdiv (established In 1949), subsidiary of REI.


Business activities: EAZ PLC is a leading national producer of low voltage apparatus and a complete range of professional electrical equipment. Approx. 55% of EAZ’s production is being exported. Computerised design process, ISO-9001, accredited laboratory, IEC standards.
Purpose of the project: Improvement of Rail infrastructure and rail transport safety through the application of up-to-date traffic systems, including automatic safety devices.
Possible Dutch partners: Railways operators, suppliers to railway industry, rail engineering companies.
Hardware: Equipment and devises related to traffic systems
Technical Assistance: Transfer of technology and know how. Repair and maintenance training, etc.
Possible results: Local production of traffic system, implementation (test) on rail track. Feasibility study and business plan. Sustainable co-operation. Supply of components to REI subsidiaries.
Business environment: Supply to the state owned “railways infrastructure company”, also after the privatisation of the railways operations in 2002. Best opportunities are likely to occur in a co-operation with Bulgarian manufacturers.


  1. Production and assembly of cable beams for the automotive industry (buses, trucks and cars)

Recipient: EAZ PLC Plovdiv (established In 1949), subsidiary of REI.


Business Activities: EAZ PLC is a leading national producer of low voltage apparatus and a complete range of professional electrical equipment. Approx. 55% of EAZ’s production is being exported. Computerised design process, ISO-9001, accredited laboratory, IEC standards.
Purpose of the project: Pilot project to determine the economical and technical feasibility of producing cable beams for the automotive sector.
Possible Dutch partners: Manufacturers of trucks, buses or cars. Cable producers. Supply industry to automotive sector.
Hardware: Production and testing equipment.
Technical assistance: Transfer of manufacturing know how, testing and quality control.
Possible results: Cost effective manufacturing facility for complicated cable beams. Feasibility study and Business plan.
Business environment: At EAZ in Plovdiv there is 60,000 square meter available for new activities. There is a skilled and qualified workforce available (unemployed). Possibly co-operation with following REI subsidiaries:
ENERGOCABEL PLC (Established in 1919) is the sole Bulgarian manufacturer of aluminium and copper wire rod, ACRS and a wide range of aluminium and hard drawn copper conductors and cables. Approx. 45% of production is exported. Energocable’s accredited laboratory and ISO-9001 guarantee quality compliant to international standards.
GAMAKABEL PLC (established in 1968), is a major Bulgarian cable and conductor manufacturer. Production includes household connection cables, telecommunication and radio frequency, control and power cables. Exports 42%. (Europe, Africa, Asia).



  1. Co-operation in the field of production of high quality measuring devices (metres), including distance reading option for distribution companies. (gas and water distribution)

Recipient: REI Holding (subsidiary to be selected).


Business activity: Financial Industrial Group REI Holding is a privately owned international company active in manufacturing, trade and consultancy to the electrical, railway transport, machine building and financial management industries. Is said to be market leader in national electro-technical and railways sectors. It owns 47 companies and employs 3000 people. Turnover is over US$ 250 million.
Purpose of the project: Feasibility of the manufacturing and maintenance of water and gas meters. Development of business plan. (Privatisation of the sector: Gas and water distribution companies will own the measuring equipment and are responsible correct and safe functioning).
Possible Dutch partners: Manufacturers of gas and water meters, distributors of gas and water.
Hardware: Equipment for production and testing.
Technical assistance: Transfer of manufacturing, testing and maintenance know how.

Feasibility study, business plan including approach privatised utility sector.


Possible results: Production, distribution and servicing of high quality water and gas meters.

Business plan. Positive impact on energy and water consumption, and a positive effect on environment.

Business environment: Likely to be an excellent business opportunity, since the privatised energy and water sector will have to install many reliable, durable and safe meters, which are currently not produced in Bulgaria.


  1. Co-operation in the field of manufacturing and application of optical fibre cable technology

Recipient: REI Holding (subsidiary to be selected).


Business activities: Financial Industrial Group REI Holding is a privately owned international company active in manufacturing, trade and consultancy to the electrical, railway transport, machine building and financial management industries. Is said to be market leader in national electro-technical and railways sectors. It owns 47 companies and employs 3000 people. Turnover is over US$ 250 million.
Purpose of the project: Joint development and production of optical fibre cable. This would be an entirely new activity for the company, but essential in view of their presence in the cable industry including supply to the telecom sector.
Possible Dutch partners: Producers of optical fibre cables. Cable distribution companies.
Hardware: Production and test equipment.
Technical assistance: Transfer of manufacturing, testing and application know- how.
Possible results: Manufacturing of optical fibre cables, business plan, export potential.
Business environment: Since there is already a wide application of electronic data transfer in Bulgaria, the need for a modern cable network will become urgent.

REI has no experience in producing these high tech cables.




  1. Mobile repair and maintenance services for trucks and buses

Recipient: AEBTRI – Service Ltd.


Business activities: AEBTRI - Service Ltd. is founded and wholly owned by AEBTRI to develop commercial services for the members of AEBTRI and third parties.
AEBTRI is the association of road transport companies in Bulgaria.
Purpose of the project: Improve the repair and maintenance service for Bulgarian and foreign trucks and Buses in Bulgaria.
Possible Dutch partners: Companies specialised in international truck and bus service. Truck dealers. Association of transport companies.
Hardware: Repair and maintenance equipment, mobile workshops.

Safety equipment.


Technical assistance: Training on repair and maintenance for trucks and buses, marketing of services.
Possible results: Co-operation and establishing of professional mobile repair and maintenance service for the transport sector. Self-sustaining based on business plan.
Business environment: As long there is not a dense network of truck dealers and service points the mobile service is indispensable.

It should be recognised however that truck manufacturers have their own international service network for their customers.




  1. On-board computers for trucks and buses including digital tachograph

devise and navigation systems for vehicles

Recipient: AEBTRI – Service.


Business activities: AEBTRI - Service Ltd. is founded and wholly owned by AEBTRI to develop commercial services for the members of AEBTRI and third parties.
Purpose of the project: Improve transport operations, harmonise with international practises and standards, increase safety.

Improve tracing and tracking of trucks for better planning, discourage truck jacking, safety improvement.


Possible Dutch partners: Suppliers of on board computers and navigation systems, service providers.
Hardware: Onboard computers and navigation systems.
Technical assistance: Training in Maintenance and repair of the equipment, training in effective application.
Possible results: Pilot and later wider use of the systems by the professional road hauliers. Improvement of route planning and road safety.

Business environment: In Bulgaria there is a good basis for the use of modern telecommunication. Computer applications and EDP are more advanced than in many other CEE markets.



  1. Establishing a leasing company for the commercial vehicle sector

Recipient: AEBTRI – Service.


Business activities: AEBTRI - Service Ltd. is founded and wholly owned by AEBTRI to develop commercial services for the members of AEBTRI and third parties.

AEBTRI is the association of road transport companies in Bulgaria.


Purpose of the project: Pilot to set up a leasing operation. Feasibility study. Business plan. Stimulate new investments.
Possible Dutch partners: Leasing companies, Banks.
Hardware: Equipment for leasing company; office equipment.
Technical assistance: Transfer of expertise how to set up a leasing company, how to organise and operate it. Feasibility study, business plan. Management training. Marketing training. Training on modern leasing concepts.
Possible results: Facilitate the modernising of the Bulgarian truck fleet through offering competitive financing to hauliers by an AEBTRI leasing company. Better quality trucks and buses on the road for enhancing road safety and reducing pollution.
Business environment: According to the figures provided by AEBTRI more than 17% of the international truck fleet is older than 15 years and 60% older than 10 years.
The number of new trucks sold in 2000 lies between 100-200, which is a very small amount considering the total fleet of trucks for international transport of 13033.
Domestic transport is currently not attractive due to fierce competition from driver-owners, operating obsolete vehicles under difficult economic conditions. Moreover transport is increasingly being carried out by own account operators.

  1. Co-operation in the field of (Sofia) airport maintenance

Recipient: Company specialised in (airport) technical maintenance services.


Business activities: Airport maintenance services, maintenance of equipment.
Purpose of the project: To introduce modern, well-managed airport maintenance services.
Possible Dutch partners: Companies specialised in technical maintenance.
Hardware: Maintenance equipment. Safety equipment.
Technical assistance: Management training, technical training. Business plan.
Possible result: Co-operation with Bulgarian partner company. Better position for Dutch companies to offer services for the new Sofia Airport.

(For Dutch suppliers there are possibilities for passenger bridges, conveyor belts, airfield lighting, cables, airport interior (seats, stairs, counters, FIDS, illumination and auxiliary equipment, sun blinds, etc.))


Business environment: Tender market, co-operation with Bulgarian partner is prerequisite.
The development of Airfreight is modest, there are no storage problems. The development of the regional Airports will be difficult due to the limited number of passengers. Best chances are for Varna, since it also handles tourist charters.
The bankruptcy of the Bulgarian Airline Balkan Air will have a positive impact on the revenues of the Sofia Airport, since foreign airlines pay their airport charges.
The following list contains merely project ideas, which still needs further elaboration:


  1. Water management and distribution project in Plovdiv. Design of a water

distribution system and assistance in setting up management and

operations


  1. Maritime communication and safety systems



  1. Management training at Ministry of Transport emphasising Public Private

Partnership implementation (PSO Pre-Accession)

22. Tank cleaning and chemical waste management



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