Opening of the New Branches in Russia, Poland and Ukraine

Over the past 30 years, its commercial team contributed in creating a strong and reliable name for the Marchesini Group in Russia. This is why the new branches in Ukraine and Poland will continue to work with the same team, which will also offer customers a sense of continuity. One improvement is that the agency will be converted into a branch so that we can work closely with Marchesini's business organisation.

What about your medium and long-term plans?

Once we are up and running, the branch will strive to strengthen the long-standing business relations with Russian customers and also create new ones. To do this, we will develop in-house tools to help us analyse the objectives and priorities of buyers of stand-alone machines and complete lines for packaging pharmaceuticals. I would like to point out that these strategies are also thanks to the work carried out over past years by people who have recently left the Group, such as the Chairman Sergio Bresciani, the person in charge of the representation office in Moscow, Andrzej Piwonski and the Area Manager Lauro Bartoli. Thanks to these professionals, we have managed to create and maintain important partnerships with many of today's Russian customers.

Which machines will you focus on?

The solids packaging industry, especially blisters, has always been the most appreciated on the Russian marketplace and this is where we will start working to consolidate our portfolio. In addition to solids, we are also focusing on liquids and sterile packaging where we are one of the very few capable of offering highly customised lines to package drugs in an aseptic environment.

How is the Russian packaging market evolving?

By 2020, 80% of drug production will take place in Russia, therefore we have to get ready to sell packaging machines to companies that will be increasing their production and will be asking for increasingly customised machines.

How will customers benefit from your new organisation?

This transaction is already simplifying the technical times required to purchase a machine, thanks to a larger and wider-spread assistance service, which will be boosted by new staff members. We are also able to communicate more directly with the customer. The possibility to get spare parts quicker, which we can sell in Roubles and at favourable DDP conditions for the buyers, will guarantee shorter bureaucratic after-sales times. All this will result in improving how we manage enquiries and requests from existent and new customers.

Poland

Considering the fact that we were known beforehand on the Polish marketplace thanks to the work of the I.E.S. representation agency, our customers are already familiar with how we work. Now that our branch goes by the name of the Marchesini Group we have to become and consider ourselves more of an international enterprise. To do this, we need to work intimately with the headquarters in Pianoro so we can really get to know the global projects of the multinational pharmaceutical enterprises and thus comprehend if and how the order may concern the Polish market.

What about your medium and long-term plans?

Our goal is to broaden our business in Poland, aiming at local contract-packaging companies working on the OTC marketplace (Over The Counter drugs are becoming more and more popular in Poland, editor's note). We also want to work with the Baltic nations which, despite some conflicts between Russia and Ukraine, represent a growing market.

Which machines will you focus on?

The Polish market demands serialisation and aggregation machines in particular, especially now that new explicit regulations are on the way for the European market. We will then concentrate on blister packaging machinery, cartoners and ampoule packaging machines.

How is the Polish packaging market evolving?

It is growing especially in terms of solid oral drugs. Small companies are expanding and will soon need their first machine from Marchesini.

How will customers benefit from your new organisation?

The brand will be recognised better and we will offer prompter assistance for all the products we sell them.

Italy

The main reason for opening this new branch entitled Marchesini Group Ukraine is that of boosting our customer portfolio.

What about your medium and long-term plans?

To maintain and improve commercial and friendly relations with our long-standing customers in Ukraine and Moldova.

Which machines will you focus on?

The blister lines were and still are very popular on this marketplace. We know how to meet this demand quickly and proficiently, also thanks to the Integra range of machines. We are expecting to receive more orders for syringe packaging machines very shortly.

How is the Ukrainian packaging market evolving?

Economic instability is forcing some producers to purchase more economic packaging solutions to replace their obsolete machinery. The market is evolving quickly and needs to be monitored constantly.

How will customers benefit from your new organisation?

We will be able to respond to their enquiries and after-sales requests quicker, as well as preparing quotations faster. The Made-In-Italy design of Marchesini machines has always been appreciated here; you just need to know how to convey it.