1. The market potential in the field of infrastructure remains high
Poland has the third largest railway network in Europe. The condition of approximately 60 % of the total lines may be classified as “good”. There are large ongoing projects aiming at modernization of the railway infrastructure.
Modernizations of the TEN-T network are usually extensive and include not only the tracks but also signalling, catenary and objects such as viaducts, level crossings and stations. Investments outside the TEN-T network might be significantly reduced in scope. Both „Design & Build” and „Build” schemes are used.
The majority of the modernizations is financed with EU funds. The new perspective starting in 2021 implies that the funding for new modernization projects is secured.
How can Swiss railway providers successfully enter the market? Join our webinar on March 23rd.
2. The local public procurement law should not be underestimated
The state-owned Infrastructure Manager (PKP PLK) is responsible for tendering and execution of infrastructure works. The legal framework in the field of procurement is complex and specific. This challenge may be overcome by a partnership with strong local company.
3. Compete with know-how and innovative technology
The market is very competitive and price sensitive. However, in case of complex and technically advanced projects additional criteria are taken into consideration. Hence, it is recommended to focus on more innovative endeavours where the unique Swiss know-how is of great importance.
4. Well established locally rolling stock producers and their suppliers make substantial base of your potential customers
Two strong Polish producers PESA and NEWAG have combined market share in Poland at the level of 75 %. Moreover, Poland has been selected as an investment location by foreign rolling stock producers such as Stadler, Alstom, Bombardier and Siemens who mainly produce for export. During the webinar Christian Spichiger, Executive Vice President Central Europe at Stadler Rail AG, shared their experience in Poland. Stadler currently employs 1500 people in its 4 locations located across Poland.
5. Multiple opportunities to strengthen your local presence
Tomasz Wojcik, International Key Account Manager Rolling Stock at Angst & Pfister AG gave some tips and tricks how to strengthen the local presence:
- Become a part of exhibition or local railway event,
- Grow your network through membership in local railway organizations (Pro Kolej, Land Transport Chamber of Commerce, Chamber of Producers for Railway Industry),
- In case of technical projects the collaboration with one of the research institutes is highly recommended (e.g. TABOR).
Swiss Business Hub Central Europe and Polish-Swiss Chamber of Commerce organize the first Swiss Pavilion at Trako 2021 that takes place from 21st till 25th September 2021 in Gdansk. The participation in the Swiss Pavilion creates a unique opportunity to present solutions under the umbrella brand “Swissness” and meet local key players in the industry. More details you will find at the webpage.