How to Enter or Further Develop the Russian Machine Tool Market Introduction.....................................4 A. Potential business models.....................6 A.1 Value chain for selling MT in Russia.........6 A. 2 Common business models used to sell MT in Russia...11 A. 3 Potential alternatives to the most commonly used business models..............18 A. 4 Evolution of the business models and key lessons learnt ...........19 A. 5 Major players in the distribution channel......21 A.5.a Trading companies ................21 A.5.b Engineering companies...................22 B. Main barriers to doing business in Russia and how to overcome them .24 B. 1. Financing.........................24 B.1.a End-user's own resources (revenues)..........24 B.1.b Capital market (bank loans and bonds)...................25 B.1.c Leasing .......................27 此资料来自www.m448企业管理资源网，大量的管理资料下载 B.1.d Other financing instruments ...............30 B. 2. Constraints to do business in Russia.......31 B.2.a Customs payments made on imported MT........31 B.2.b Taxation.....................32 B. 2.c. How to set up a (legal) entity in Russia ....33 B.3.a Representative office .................34 B.3.b Resident company ........................37 C. Key success factors for doing business in Russia...42 D. Conclusion.........................48 Appendix 1. Useful contact details and sources .........................49 Appendix 2. Sample Stankoimport contracts.........51 Appendix 3. Cecimo and Roland Berger contacts......................52