DOING BUSINESS IN POLAND Country Commercial Guide 2014 Prepared by U.S. Commercial Service and U.S. Embassy Warsaw June 2014 International Copyright 2014, U.S. & Foreign Commercial Service and U.S. Department of State, 2014 All rights reserved outside the United States of America. Table of Contents Chapter 1: Doing Business in Poland .......................................................................... 5 Market Overview ................................................................................................ 5 Market Challenges ............................................................................................. 6 Market Opportunities ........................................................................................... 6 Market Entry Strategy .......................................................................................... 7 Chapter 2: Political and Economic Environment ........................................................ 9 Chapter 3: Selling U.S. Products and Services ......................................................... 10 Using an Agent or Distributor .............................................................................. 10 Establishing an Office .......................................................................................... 12 Franchising ................................................................................................... 13 Direct Marketing ............................................................................................... 14 Joint Ventures/Licensing ................................................................................... 16 Selling to the Government ................................................................................. 16 Distribution and Sales Channels ......................................................................... 18 Selling Factors/Techniques ................................................................................ 19 Electronic Commerce ........................................................................................ 20 Trade Promotion and Advertising ....................................................................... 21 Pricing .......................................................................................................... 25 Sales Service/Customer Support .......................................................................... 25 Protecting Your Intellectual Property ................................................................... 27 Due Diligence ................................................................................................... 29 Local Professional Services ................................................................................ 29 Web Resources ................................................................................................ 30 Chapter 4: Leading Sectors for U.S. Export and Investment ................................... 33 Defense Industry ....................................................................................................... 34 Information Technology ............................................................................................. 41 Electrical Power Systems .......................................................................................... 43 Green Building Products and Technologies ............................................................... 47 Waste Management ................................................................................................... 50 Cosmetics .................................................................................................................. 53 2 Intelligent Transport Systems .................................................................................... 57 Agricultural Sectors ................................................................................ 59 Chapter 5: Trade Regulations, Customs and Standards .......................................... 63 Import Tariffs ................................................................................................... 63 Trade Barriers .................................................................................................. 63 Import Requirements and Documentation ............................................................ 64 U.S. Export Controls ......................................................................................... 69 Temporary Entry .............................................................................................. 70 Labeling and Marking Requirements ................................................................... 70 Prohibited and Restricted Imports ...................................................................... 70 Customs Regulations and Contact Information ..................................................... 71 Standards ............................................................................................... 72 Overview ............................................................................................... 72 Standards Organizations .......................................................................... 73 Conformity Assessment ............................................................................ 75 Product Certification ........................................................................................ 75 Accreditation .................................................................................................. 77 Publication of Technical Regulations ................................................................ 77 Labeling and Marking ....................................................................................... 77 Contacts ....................................................................................................... 78 Trade Agreements ............................................................................................ 79 Web Resources ................................................................................................. 79 Chapter 6: Investment Climate ................................................................................... 84 Openness to Foreign Investment .......................................................................... 84 Conversion and Transfer Policies ....................................................................... 88 Expropriation and Compensation ........................................................................ 89 Dispute Settlement ............................................................................................ 89 Performance Requirements and Incentives ........................................................... 91 Right to Private Ownership and Establishment ..................................................... 92 Protection of Property Rights .............................................................................. 92 Transparency of Regulatory System ................................................................... 93 Efficient Capital Markets and Portfolio Investment ................................................. 93 Competition from State Owned Enterprises .......................................................... 94 Corporate Social Responsibility ....................................................................... 95 3 Political Violence ............................................................................................. 95 Corruption ....................................................................................................... 95 Bilateral Investment Agreements ...................................................................... 100 OPIC and Other Investment Insurance Programs ............................................... 101 Labor ......................................................................................................... 102 Foreign-Trade Zones/Free Ports ................................................................... 103 Foreign Direct Investment Statistics .................................................................. 103 Web Resources .............................................................................. 105 Chapter 7: Trade and Project Financing .................................................................. 108 How Do I Get Paid (Methods of Payment) .......................................................... 108 How Does the Banking System Operate ........................................................... 108 Foreign-Exchange Controls .......................................................................... 109 U.S. Banks and Local Correspondent Banks ...................................................... 110 Project Financing ........................................................................................ 111 Web Resources .............................................................................................. 115 Chapter 8: Business Travel ...................................................................................... 117 Business Customs .......................................................................................... 117 Travel Advisory .............................................................................................. 118 Visa Requirements ......................................................................................... 118 Telecommunications ....................................................................................... 118 Transportation ...............................................................................................