Econet’s local sales representative in Poland, Andrzej Tatol from Warsaw, aims to introduce Econet’s equipment and complete water and wastewater management solutions to the Polish market.
Highly experienced Andrzej has worked on water and sewage projects for Polish municipal plants for nearly 30 years. He is impressed by how Econet approaches potential customers: “They try to solve the problem, not sell the equipment”, he states.
According to Andrzej, Polish customers are open to solutions that reduce energy and chemical consumption and improve treatment efficiency. For several reasons, Finnish expertise is viewed favourably.
Andrzej, please tell us a bit about yourself and your background.
I have been cooperating with Finnish companies for over 25 years. The first Finnish company was Sarlin Pumput AB before it sold the sewage pump factory to the Danish company Grundfos. Later, for years, I worked with engineers from the Grundfos/Sarlin factory in Vantaa and invited Polish customers there to familiarise themselves with the pump’s production process.
I also represented Watrec Oy, a company specialising in managing sewage sludge and biological waste, for several years.
What is your role as an Econet agent in Poland?
My role is to introduce Econet’s equipment and complete water and wastewater management solutions to the Polish market. Furthermore, I am working on bringing Econet solutions closer to designers, contractors and end users.
What was your first impression of Econet?
Nice logo – and pervasive knowledge of the technological processes taking place at wastewater treatment plants and water treatment plants. I was impressed by how Econet people approach potential customers: they try to solve the problem, not sell the equipment.
What is currently happening in the Polish water and wastewater treatment sector?
Prices for water and sewage are regulated centrally in Poland. One challenge is that local authorities are reluctant to agree to significant price increases. The lack of money for water companies naturally affects investment. In addition, the problems resulting from the pandemic and Russia’s attack on Ukraine affect the water and sewage sector.
One could say that the situation in municipal enterprises operating in Poland’s water and sewage industry is not very good. On the other hand, however, the government’s support for communal authorities (“Polish Deal”) made it possible for small towns and communes to announce tenders for modernising communal water and sewage treatment plants.
How can Finnish expertise in the water sector benefit Polish companies?
One hundred years ago, on opposite sides of the sea, two poor agricultural states depended on the same great neighbour. Today, one is a centre of new technologies, and the other is an assembly plant for large corporations. Poles willingly use new technological solutions, but thanks to the accession and EU funds, the advancement of technical solutions in Poland’s water and sewage industry is high. So naturally, customers in Poland are looking out for all solutions offered by Finnish experts that reduce energy and chemical consumption and improve treatment efficiency.
What kind of reputation do Finnish companies have in Poland?
Companies from Finland entered the Polish construction and water market in the 1990s and have always enjoyed a good reputation. Many of these companies (Rautaruukki, Sanitec, KWH Pipe, Uponor, Paroc, and Rettig Heating) are still successfully operating in the Polish market.
In Polish-Finnish interests, the proximity of the two countries’ location, similar historical events (independent Finland was established in 1917, and Poland regained independence in 1918), and similar characteristics of people are also important. Furthermore, Polish customers are confident in Finnish technologies and believe the Finns do not make empty promises.
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