Eastern Europe has long been recognized for the high level of craftsmanship of its glass and crystal. The Czech Republic is probably the best-known producer of glass products, with traditions traced back to the twelfth century. Other countries in the region also have strong capabilities in glass production, though their exposure to global markets has been limited, due mainly to a lack of access to external market knowledge, market demands, and market intermediaries. However, for Ukraine’s glass industry, all that is changing.

At the bi-annual International Home Furnishings Market, held in April 2005 in High Point, NC, unique glass products from three Ukrainian producers were on display for the first time. Artistic glass from the producers was presented by Phillips Collection, Cheyenne Home Furnishings and Wildwood Lamps, American companies that source their products from around the world; focusing on finding high-value, artistic, and marketable products to satisfy a large cadre of global buyers who rely on them for world-class products. Buyers that attended the show were very interested in the Ukrainian glass and now the producers are working on fulfilling preliminary orders.

The speed at which the producers entered a new, very competitive market is most impressive. In less than a year, beginning with identifying competitive sectors of the economy through BIZPRO’s diagnosis Ukraine: Competing in the Global Economy: Strategies for Success, they were able to enter the US market.  Normally, penetrating a new market is a lengthy, costly, and arduous process – involving assessment, design, production, promotion and – if it all works out – sales. In order to demonstrate to all Ukrainian producers what BIZPRO knew from its assessment, BIZPRO needed to identify producers with the most potential, improve their production capacity, assist in production efficiency, and work with the factories to design products with appeal to specific markets outside their traditional regional reach.

Yaroslav Dzhumalo, director of Svitlovodsk glass factory SKLO, notes: ”We are very grateful to BIZPRO for our successes and we think it’s a good lesson for the entire industry. The U.S. home furnishings market is extremely challenging and highly competitive. With BIZPRO assistance we were able to demonstrate the quality of our products and the production capabilities of the factory at High Point in October 2004, then we worked with BIZPRO to develop new products and packaging targeting American customers specifically. After the High Point show in April 2005 we got our first orders and we have confidence that we can now build a long-term relationship  with our new American partners.”

And this is just the beginning. The successful Ukrainian glass producers are preparing for the October 2005 High Point show, where their products will be in even more showrooms. They are also getting ready for their European trade show debut, at Europe’s biggest home furnishings exhibition, Tendence Lifestyle, in Frankfurt in August. In the meantime, BIZPRO is expanding its assistance to more Ukrainian manufacturers, disseminating lessons to all enterprises operating in the sector and building the industry’s capacity. Concurrently, BIZPRO works with businesses and associations in the sector in order to advocate for improvements to the business environment.

In addition to home furnishings sector, BIZPRO continues to work to improve the competitiveness of furniture, textiles and apparel, tourism, processed fruits and vegetables, and information and communication technology (ICT), providing Ukrainian enterprises assistance necessary to help them understand what it takes to compete in global markets and build a sustainable approach to global competition.

Yaroslav Dzhumalo, director of Svitlovodsk glass factory SKLO, holds Phillips Collection 2005 brochure and Svitlovodsk vase – a face of PC collection

For more information, please visit BIZPRO Website, www.bizpro.org.ua