2023 is behind us - please summarize. What was the year like for your company? What successes have you achieved? What challenges did you have to face?
We were able to meet new wonderful people and sustain good relations with our longstanding friends. Our team is constantly growing. We visited many fairs this year, including Anuga and IAW in Cologne. Alongside it all, not only our logo has gone through changes, our offer has expanded with new products and brands. We are proud and happy of this year’s achievements and are already looking forward to 2024 challenges.
How has foreign trade changed over recent years? Do producers still have concerns about export activities?
In the last two decades, we have witnessed significant changes in foreign markets and international trade. Globalization, ease of communication, as well as broad government support and funding have opened the doors of this field to many small and medium-sized entrepreneurs. Polish companies have begun to actively participate in international trade fairs and trade missions, thereby strengthening their position on the international stage. Polish products are becoming increasingly popular and are eagerly chosen by consumers worldwide. Nevertheless, for many entering foreign markets is still a significant challenge. The range of restrictions, complicated administrative and customs procedures constitute a significant barrier. The unstable political situation and changes in financial markets mean that many Polish companies still lack the courage and capital to effectively implement export activities. It must be acknowledged that the beginnings are very challenging and acquiring clients and maintaining high-quality service is a process that requires continuous improvement and hard work.
The FMCG market is extremely demanding. How have you managed to successfully operate on the food market in Poland and around the world for many years?
The FMCG industry is very susceptible to any turbulence in the world. It is like a living organism that reacts very quickly to changes. The closure of one factory or sudden congestion can trigger a “domino effect” in international markets. Minimal shortages or price hikes by manufacturers create chaos and uncertainity. We stay up to date and absorb information from around the world to react as quickly as possible to any situation.
How to match the offer to the market? How to meet the tastes of consumers in different countries?
Globalization, and as a result, easier access to foreign products, means that audiences/consumers are saturated with the number of offers, and end consumers are overstimulated by new products heavily promoted on social media. The biggest challenge is keeping up with market trends, meeting consumer expectations and creating new sales strategies. One must constantly follow the fast-paced trends and changing consumer needs to avoid falling behind.
And how do you manage to offer the right offer in multiple markets? What is your recipe for success?
PILOT International offers a wide range of FMCG products, primarily from international well-known manufacturers such as Nestle, Mars, Ferrero, Coca Cola, Unilever, Procter & Gamble, Mondelez and many others. In our offer you will find products from the following categories: beverages, coffees and teas, confectionery, hygiene products, cosmetics as well as frozen products and toys. Furthermore, we regularly expand our portfolio with new items based on client needs. We scour markets around the world, selecting offers from manufacturers in many countries to source new products. We constantly monitor trends on TikTok, Instagram, and YouTube. As a result, our offers continue to surprise. We are not afraid of challenges and boldly enter new markets. In addition, we always strive to provide a comprehensive service to the client and listen to their needs. We offer commercial and logistics consultancy for new clients, who are starting their export journey. Our team does everything that’s possible to make our clients feel comfortable in their dealings with us and we ensure that the transaction is secure - our most frequently chosen service is ‘door to door’.
What else makes your offer unique? Is ensuring attractive prices the biggest challenge?
The prices of our products are very attractive, however, this is not the only important component of our commercial offer. We place a great deal of importance on optimising additional costs and providing comprehensive service to our clients. Price is the first value that a potential client sees. The price, however, can sometimes be accompanied by additional costs and transactional risks. The PILOT Team keeps the client informed about what is included in the price of the product and, above all, we guarantee order fulfillment regardless of market price fluctuations. We often bear the risk of exchange rate differences, manufacturer price increases, delivery delays, and so on. We do not make empty promises but present our offer in a clear and accessible manner. Currently, the biggest challenge is not the price of a product, but ensuring availability and timely delivery.
The efficient operation of the export operator is supported by warehouse, technological and logistic facilities. What allows you to provide efficient and professional service to so many customers?
We provide access to our warehouse stock, continually replenishing it with the fastest-moving products. Clients receive offers for products available in our warehouse and can place orders on the same day. The stock value at PILOT INTERNATIONAL is constantly maintained at a high level – and we stock the most popular products. We have invested in an innovative system dedicated to our company that controls product best-before dates and location, enabling us to swiftly prepare the order for loading and also to accurately inform clients about the unique characteristics of the products. We have an experienced warehouse team trained for all types of loadings. We offer labelling and repackaging services, carefully securing shipments to ensure that the goods reach clients undamaged.
Does the increasingly modern, digital world still need physical meetings at trade fairs? What importance does participation in such events have for your company?
“Covid” has opened up the digital world of meetings and human relationships. We are aware that a new generation is entering the job market for whom conveying essential information via text and virtual meetings are an everyday occurrence. Personally, I still prefer “face-to-face” meetings – nothing can replace the handshake of business partners, the smile of satisfaction from a transaction, the exchange of views and human emotions. PILOT INTERNATIONAL participates in almost all significant trade fairs – both existing and potential clients can approach us, get to know us personally, exchange views and opinions, not only on business matters. A long-term friendly business relationship is in our view the best and guarantees cooperation for years.
What are Pilot International’s goals for the coming years?
Pilot International will soon celebrate its 25th anniversary. We continually work on improving our services. We want the PILOT brand to be associated with high-quality services, transaction security and good interpersonal relationships. Business and pleasure – we believe that working in the FMCG industry, despite its fast pace, can be enjoyable and not a constant battle over prices and products. We look forward to meeting our friends and business partners at the Gulfood trade fair to sit down together and seek solutions for the development of our businesses. You are welcome to visit our booth S1-A12 in Shk Saeed Hall.
Thank you.
Monika Górka
