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Zoran against the World - Entrepreneurship in Transition


Mechanically, it is assumed to be the most exceptional printing office in the Balkans. It cost approximately $2.5 million. It was developed in less than a year. What's more, it is down and out of war-torn Macedonia.

Zoran Rusumanov is behind this amazing story of business in these lower regions. The owner of a banal vision - a mane, eyes exploding, a forced body - this man, against terrible opportunities that his Western partners could not even dream of, built, without any help, a noteworthy industrial facility, a star voyage.

Without any help: digging dirty soil, lifting blocks on cranes, driving large equipment to clear the ground. He asked, inhaled, and insisted. Also, he made it. His story is filled as an example for every one of the sad dreamers of the miserable countries of the East.

Zoran, 36, addresses another type of "can do" money manager in Eastern Europe and the Balkans. His way of thinking is the result of direct openness to Western management methods and belief systems. It does not depend on the state to accommodate it or project it. Effectively searches for unfamiliar data sources - in capital, contacts, skills. It's a lot of travel, bilingual, affordable, and expendable. He is fascinated by innovation and fads.

In any case, he takes the opportunity to consider himself a maker or a craftsman - unlike a money machine. He emphasizes the parts of the plan in his organization. He flaunts his side interests: photography, interior planning, and music. The management of his home and office does not publish his abundance - but his elegantly educated abilities. He is shrewdly dressed and respectful, inconspicuous of his comrades in the West. No matter how proud he is of Macedonia, his country, he is generally a resident of the world.

Zoran started as a television music director for the Macedonian state-owned channel. This brief phase characterizes his calling as a display of basic liberties in Budapest. However, it wasn't long before he found his true purpose: business. Join a Belgrade-based exchange company as a mobile sales representative. At the age of 21, he was placed in charge of 185 people at the head of the sales department.

In any case, Yugoslavia was collapsing. Yugoslavs have lost their natural character nowadays and have awakened like Macedonians, Croats, Serbs, and Bosnians. Zoran returned to Skopje, where, with his investment money, he opened a chain of 11 stores for buyer's electronic products.

However, he saw that how you sell to some extent is important to what you sell. Offer found. After a period of concentration in Milan, Italy, he returned to Macedonia, and in 1992 set the film "Divajn". "I saw that everyone in Italy got some information about Macedonia. They piqued their curiosity. In this way, I chose to connect individuals." The organization was quick to provide and promote top-of-the-line assistance: from banner promotion to bargain strength, turnkey arrangement.

Likewise, he saw that in the paperless office, however, there was a great deal of interest in the paper stuff. In a joint move, Zoran bought an expensive PC and started planning for it

Items for his contacts. “However, this is what I saw, after the first good order, they evaded me and went straight to the printer.”

Thus, he chose to turn into a printer as well - through an affinity with a printing press. Place promotion and select a candidate. They became indivisible from that point on. Their joint organization, "Bato and Divajn," owns the new office, and Zoran's partner runs the day-to-day business there. “Abundance is in people — not in criticism,” Zoran says.

His secretary was with him for a long time. Mickey, the capable head of the prepress and quality control department, has been working with him for 10 years. Zoran appreciates dedication. He prepares his staff. Each of his 40 workers (whose number will soon increase to 55) has had half a year of apprenticeship. Then they are all alone. "I have confidence in the design, but I don't neglect the focus on the finer details," Zoran says. "What's more, I'm very challenging."

As standardized work expanded, Zoran ordered new machines. He tried to track down the financial backers, both local and unfamiliar, but failed. Thus he moved toward his companion in Holland. This guy owned a packaged production line and was fascinated by selling one of his pre-owned machines for a simple 400,000 German mark (approximately $180,000).

In a common tyrant's nerve, Zoran offered him $13,000 in early settlement. “I will pay you the rest of the 3 years” - he sincerely pledged. "What is your guarantee?" - asked the stunned salesman. "Your trust" - answered Zoran. The Dutchman was shocked. Zoran took care of him for two years.

This example of sheer courage, irresistible positive thinking, and non-imitation invade Zoran's approach to keeping going. He won an order for a million names by dancing and creating auditions that filtered empty beer bottles. He is currently the elite maker of this packaging business.

Last April, while visiting another customer - whose company supplies every one of the excellent Macedonian companies - he overheard a conversation about problems with a Slovenian provider. “If you could somehow put my plant here, would you buy from me?” - Asked. Well, they said - and so did many others. “It was my survey,” he smiles. Why import from Slovenia if there is a personal choice in the yard? Zoran is an extraordinary company dedicated to importing, replacing, and purchasing in the neighborhood. It's not just dedicated - but it checks.

He immediately continued to track the ground. His company planned the development project. All he needs are printing machines. He had less than $100,000 in real money. He wanted another $2.4 million. Others may see this deficiency as difficult. Not Zoran.

He's chosen to have the coolest hardware available anywhere - that's indicative of "Heidelberg". Thus he got the phone and called Alexander Hovnagel, Heidelberg's supervisor of Eastern Europe. When ordering a purchase with a loan, they usually asked for a guarantee from the bank. Zoran arranged a strategy and went to the Commercial

Banka, Macedonia's second biggest retail bank. He requested $1 million, part of the way from IFC reserves committed to little and medium undertakings.

Macedonia's economy has been in desperate waterways sometime before its autonomy in 1992. Almost 33% of the labor force is jobless. The vigorously politicized and under-promoted financial framework is generally useless. Loaning to business is nearly at a stop. Zoran's was an uncommon application.

At the point when Zoran dug the main establishments in a modern park on the edges of Skopje, a nationwide conflict between Macedonians and Albanians ejected. Military aircraft and helicopters hummed over the head and police and armed force spilled to the Aracinovo, a blockaded town, not a long way from the site. There was a discernible frenzy in the air.

Komercijalna Banka requested insurance and Zoran offered the new hardware. "Title will return to me just when I complete the process of paying you", he made sense of. Unbeknownst to him, he has concocted renting. He then convoluted and offered Komercijalna's cash to Heidelberg as his value. Following an exhausting not many long periods of an expected level of investment, Heidelberg consented to give him the provider's credit adding up to the rest. They requested that he ensure the credit. He energetically acknowledged.

Zoran then, at that point, continued to persuade them to lay out an upkeep place, loaded with spare parts, in his new production line. "I don't charge them lease" - he reveals naughtily - "My machines should work 24 hours every day, 7 days per week. It is valuable to have an upkeep group and extra parts helpful." The following consistent step is to turn into their delegate in Macedonia. "I'm dealing with it. In any case, I maintain that they should give me rotating credit to have the option to offer funding along with the gear."

However, this monetary wizardry has drained Zoran's assets. He depended on an old socialist trick: the trade ("pay" in East European patois). He exchanged print occupations for building materials. It was quite possibly of the most exceedingly awful cold winter in memory with temperatures frequently decreasing to way beneath the edge of freezing over. In any case, development proceeded, the shuddering laborers prodded on by Zoran's model.

At the point when the hardware at long last showed up, Zoran was given a $450,000 note - for the recently forced Value Added Tax. In a complex monetary somersault, Zoran acquired against future VAT discounts and conquered this snag too. The NASA-like control board, the printers, cutters, and layouts for various cigarette brands - all were at last introduced in the half-finished structure.

"This is my nation" - Zoran flips a dark smoke - "It is delightful. We simply need assistance. I would never have done it without the assistance stretched out to me by Heidelberg, Komercijalna, the IFC, and my significant clients. other remained behind me. This organization of help is essential.

"Could it be said that you are reluctant about the possibility of falling flat?"

"I have no trepidation. With every one of our concerns - we actually should exist. We should get by. Many say I am insane - however, the truth will come out eventually about who will succeed. You should drive forward. If the bank would have said no - I would have gone somewhere else. There is consistently an answer. My recommendation: get your providers included. Heidelberg presently has a stake and they will allude clients to me. I shared with them: you need me as a client Then, at that point, give me credit!"


"Working in Macedonia isn't easy..."


"A nation ought to be run like a business and lawmakers ought to carry on like CEOs. Macedonia can be this locale's Switzerland, however, it should focus on taking advantage of its normal blessings: environment and soil. Agri-business is its future. We should simply energize unfamiliar speculations by protecting property privileges and upgrading the court framework and policing.


"However, unfamiliar financial backers are possibly your competitors..."


He slants his head back and giggles boisterously:


"The Slovenians attempted to arm-contort my clients, criticize me, and spy on my tasks. I can now effectively contend with them in the







i am a man

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