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Executive Report on Strategies in Bosnia and Herzegovina
ICON Group International, June 2007, Pages: 383
How to Strategically Evaluate Bosnia and Herzegovina
Perhaps the most efficient way of evaluating Bosnia and Herzegovina is to consider key dimensions which themselves are composites of multiple factors. Composite portfolio approaches have long been used by strategic planners. The biggest challenge in this approach is to choose the appropriate factors that are the most relevant to international planning. The two measures of greatest relevance are “latent demand” and “market accessibility”. The figure below summarizes the key dimensions and recommendations of such an approach. Using these two composites, one can prioritize all countries of the world. Countries of high latent demand and high relative accessibility (e.g. easier entry for one firm compared to other firms) are given highest priority. The figure below shows two different scenarios. Accessibility is defined as a firm’s ease of entering or supplying from or to a market (the “supply side”), and latent demand is an indicator of the potential in serving from or to the market (the “demand side”).
Framework for Prioritizing Countries
Demand/Market Potential Driven Firm
Relative Accessibility
Accessibility/Supply Averse Firm
Relative Accessibility
In the top figure, the firm is driven by market potential, whereas the bottom figure represents a firm that is driven by costs or by an aversion to difficult markets. This report treats the reader as coming from a “generic firm” approaching the global market - neither a market-driven nor a cost-driven company. Planners must therefore augment this report with their own company-specific factors that might change the priorities.
Latent Demand and Accessibility in Bosnia and Herzegovina
This report provides an extremely detailed overview of factors driving latent demand and accessibility in Bosnia and Herzegovina. Latent demand is largely driven by economic fundamentals. But, latent demand only represents half of the picture. A country may at first sight appear to be attractive due to a high latent demand, but it is often less attractive when one considers at the macro level how easy it might be to serve that entire potential and/or general business risks.
Chapter 2 deals with macro-accessibility. While accessibility will always vary from one company to another for a given country, the following domains are typically considered when evaluating macro-accessibility in Bosnia and Herzegovina:
Openness to Trade in Bosnia and Herzegovina
Openness to Direct Investment in Bosnia and Herzegovina
Local Marketing and Entry Strategy Alternatives
Local Human Resources
Local Risks
Across these domains, a number of not-so-obvious factors can affect accessibility and risk. These are also covered in Chapter 2, which is presented from the perspective of an American firm, though it is equally applicable to most firms entering Bosnia and Herzegovina. This chapter has been authored by local offices of the U.S. Government. I have included a number of edits to clarify the provided information as it relates to the general strategic framework.
In Chapter 3, I summarize the economic potential for Bosnia and Herzegovina over the next five years for hundreds of industries, categories, and products. The goal of this chapter is to report my findings on the real economic potential, or latent demand, represented by Bosnia and Herzegovina when defined as an area of dominant influence. The data presented are the result of various spatial econometric and time-series forecasting models which, for each category presented, are applied to forecast and allocate latent demand across all countries of the world and major distribution centers or centers of dominant influence within each country. This is accomplished knowing that economic fundamentals (e.g. income) generally vary from one country to another within a given country over time. In this chapter, I report the allocation for each category for Bosnia and Herzegovina as an area of dominant influence in Europe and, potentially, the world.
The report concludes with trade indicators for Bosnia and Herzegovina. Often, the amount of trade flowing into and out of a country is a strong indicator of trading partners, trade openness, and related latent demand. Trade indicators are purely statistical in nature. Although international trade is not a direct measure of latent demand, it does provide an indicator of general market conditions with respect to trade flows and trade openness in Bosnia and Herzegovina.
As a whole, this report presents a strategic assessment of Bosnia and Herzegovina by considering an extremely broad set of factors affecting both latent demand and accessibility, as outlined in the following chapters.
MACRO-ACCESSIBILITY IN BOSNIA AND HERZEGOVINA
Economic Fundamentals and Dynamics
Since the signing of the Dayton Peace Accords at the end of 1995, Bosnia and Herzegovina has faced the triple challenge of recovering from the war, merging three ethnically-based economies still influenced by separatist agendas and overcoming 50 years of communist rule. While the post-war reconstruction phase is now largely completed, the economy is still in the midst of a transition that began in 1996. As a result, the economy continues to be heavily dependent on international aid, despite an influx of more than five billion U.S. dollars in aid since the end of the war.
Macro-Economic Conditions
Official statistics show unemployment at 35 to 40 percent statewide. That figure has fallen significantly from the 70 to 80 percent levels in the aftermath of the war. However, with a significant gray economy, unemployment figures are misleading. Since labor costs for employers are high, many hire employees off the books. According to a recent World Bank study, actual unemployment is likely closer to 20 percent. There is little doubt, however, that the job market remains weak and young people in particular have difficulty finding jobs.
Bosnia has run high trade deficits because with low domestic production, imports have satisfied demand for goods. However, the gap between imports and exports has been narrowing steadily. Duty-free access of Bosnian exports to the EU fueled the export growth with sales to Germany up by 40 percent and to Italy by more than 20 percent.
In terms of fiscal policy, both entities have faced the challenge of keeping spending under control. At the state level, new expenditures have arisen as BiH builds up its central institutions. At the entity levels, spending pressures grow out of increasing demands to widen the safety net for pensioners and war veterans. With an army to maintain in each entity, military spending is the highest in the region, at 6 percent of GDP. Both entities are taking measures to cut the military, but while this will save resources in the long term, the entities will need to fund expensive severance packages in the short term. On the revenue side, tax collection has been inefficient. Annually, the entities lose 30 percent of their annual revenue from customs evasion. Additionally, unpaid sales tax cost entity governments approximately 1.5 million U.S. dollars per month. Smuggling of cigarettes alone deprives government coffers of an estimated KM 500 million in customs revenues. With assistance from the international community, the entity governments have been taking steps to create more efficient tax administrations and to grant greater powers to officials to collect taxes.
Government Intervention Risks
The public sector continues to maintain a heavy hand in economic activity. Despite several years of attempted market reforms, the private sector’s share of the economy is a mere 35 percent. According to World Bank transition indicators, BiH lags behind its neighbors in every category of economic reform: governance and enterprise restructuring, competition policy, trade and foreign exchange systems, and banking reform/interest rate liberalization. Additionally, the pace of large-scale privatization has been disappointingly slow.
Political Risks
The 1995 General Framework Agreement for Peace in Bosnia and Herzegovina (the Dayton Accords) ended the 1991-95 war and created the independent state of Bosnia and Herzegovina (BiH), previously one of the constituent republics of Yugoslavia. The agreement also created two multi-ethnic constituent entities within the state: the Federation of Bosnia and Herzegovina (the Federation) and the Republika Srpska (RS). The Federation has a postwar Bosnian Muslim (Bosniak) and Croat majority while the RS has a postwar Bosnian Serb majority. The Constitution (Annex 4 of the Dayton Accords) establishes a central government with a bicameral legislature, a three-member presidency (consisting of a Bosniak, a Serb, and a Croat), a council of ministers, a constitutional court, and a central bank. The Accords assigned many governmental functions to the two entities, which have their own governments, parliaments, and police forces. The Accords also provided for the Office of the High Representative (OHR) to oversee implementation of civilian provisions. OHR also hasthe power to impose legislation and remove officials who obstruct the implementation of the Dayton Accords. The entities maintain separate armies, but, under the Constitution, these are under the ultimate control of the presidency of Bosnia and Herzegovina.
In the Federation, the President appoints the Prime Minister subject to parliamentary approval. The Federation Parliament is bicameral. Parallel Bosniak and Croat government structures continue to exist in practice in some areas of the Federation. In the RS, the President and Vice-President are directly elected, while a Prime Minister selected by Parliament heads the government. The unicameral Parliament, called the RS National Assembly, is elected on a proportional basis. In the city of Brcko, which is a “self-governing neutral district,” an internationally appointed supervisor with executive authority is empowered to address such issues as taxation, law enforcement, district management, and composition of the district assembly.
The U.S. enjoys wide respect and influence in BiH as a result of its essential role in promoting peace and stability in the region. The U.S. role was highlighted during the negotiation of the Dayton Agreement, which ended three years of brutal war and “ethnic cleansing” in BiH. Ethnic tensions remain and severe discrimination against ethnic minorities continues in areas dominated by Serb and Croat ethnic groups, with some discrimination in Bosniak-majority areas, particularly regarding the treatment of refugees and displaced persons.
U.S. policy seeks to maximize economic, social and political reform via full implementation of the Dayton Agreement and its accompanying annexes which address judicial reform, elections and democratic governance, returns of displaced persons and refugee, promote military stability, public security and law enforcement, and eliminate or reduce illegal institutions and corruption. The U.S. is fully engaged with the BiH government to enact these reforms.
Both the Federation and RS Constitutions provide for an independent judiciary; however, the legal system is unable to adequately protect the rights of either victims or defendants in either criminal or civil cases because of its inefficient criminal and civil codes and ineffective trial procedures. Even when the courts render a fair judgment, local officials and the court police often ignore or refuse to implement their decisions, seriously hampering economic activity.
Marketing Strategies
Distribution Channel Options
There are actually two distribution systems: one in the Federation of BiH and one in RS. This is the result of different legal frameworks in the entities. Although much effort has been made to harmonize the entities’ legal systems, the fact is that there are still significant differences especially in their tax regimes. Consequently, many manufacturers have developed multiple distribution channels and contract with multiple distributors to cover both the Federation and RS.
There are three dominant types of distribution channels in BiH:
For consumer goods, producer to wholesaler to retailer to consumer
For industrial goods, producer to industrial user, and producer to distributor to industrial user
For services, service provider to consumer or industrial user
Insurance companies, marketing research firms, financial institutions (banks), advertising agencies, and transportation firms facilitate the movement of goods and services. Unique to BiH is the lack of public warehousing facilities.
Wholesaling
Wholesalers are the real channels for providing transportation, product storage, market information, financing, and risk taking. Most wholesalers are independent full-function merchant wholesalers performing the functions of importing and distributing the goods. Many wholesalers are engaged in retailing, but there are only a few of them that have made significant efforts to develop a retail operation. Shopping centers “Wisa” and “VF Commerce” are owned and operated by VF Commerce, a very successful wholesaling operation. Manufacturer-owned and retail-owned wholesale operations are almost non-existent in BiH.
Foreign companies control their distribution channels in a variety of ways. Some manufacturers have opened representative offices in order to control distribution channels. Wrigley and Oracle are good examples. Wrigley relies on three distributors and a number of small jobbers to penetrate the market. The company also has sales offices across the country to coordinate marketing efforts. Oracle covers the market through a network of business partners, usually smaller IT companies. Some companies like IBM rely on strong local companies to control distribution channels.
Some foreign companies have established a local presence to either build their own distribution operation or to sell directly to consumers. Siemens and Ericsson are an example of the latter. Siemens’s sales office covers a variety of sectors from telecom to energy to medical equipment, marketing directly to larger consumers such as telecom operators, electric utilities, and hospitals.
Coca-Cola Beverages BiH is an example of a very successful manufacturer-owned vertical marketing system. Coca-Cola Beverages BiH commenced operations in BiH in 1996 and put an emphasis on building an intensive distribution system. The company began establishing regional sales branches and distribution centers while its coolers flooded supermarkets, groceries, gas stations, and cafeterias, providing saturation coverage of the market and enabling purchasers to buy the product with a minimum of effort. Soon the company served the entire territory of the Federation of BiH and with a view to expanding into the RS. At first, the company imported products from their bottling facilities in Croatia and elsewhere. As soon as the distribution system was in placein BiH, the company started investing in local production. It first contracted a local brewery to start a limited production. By 2001, Coke had built a state-of-the-art bottling plant in Sarajevo that supplies the entire BiH market. Today, the company has a full-fledged vertical marketing system designed to improve distribution efficiency and cost effectiveness that covers the whole country. Although the retailers are independently owned and operated, they cooperate with Coke because of its strong brand reputation and effective working relationships built up over the years.
Retailing
The country’s numerous retailers come in a variety of forms, but in general retailers are too small and have too little financial power to control the channels of distribution. Expensive real estate is a significant problem for developing retail activity. As of late, shopping centers are becoming increasingly popular. The Slovene retail and wholesale giant Mercator advertises its upscale shopping center in Sarajevo as “the best party in town”. The previously mentioned Wisa and VF Commerce are equally popular among shoppers. Compared with the polished and classy Mercator, the French Interex is a discount house that attracts price-conscious consumers. Food items are usually sold in small independent groceries. Clothing, electric appliances, and furniture are sold in specialty stores. The few chain stores in BiH include Bennetton and Bata Shoes, and Sarajevo has some upscale clothing stores such as Versace and Max Mara. Automatic merchandising through vending machines is also very limited. Recently, direct sales have become increasingly popular. Zepter (cookware, cosmetics), Amway (cosmetics, home cleaning products, vitamins), Royal Sales International (cleaning products, cosmetics, vitamins), Golden (cleaning products, comstics, vitamins), Oriflame (cosmetics), Tupperware, and Grawe (life insurance) are examples of direct marketing in BiH. Sales are usually carried out via formal or informal multi-level marketing groups or direct sale chains. Often informal gatherings and/or parties are used to present the products.
Agents and Distributors
Finding an agent and/or distributor is the most effective way to market consumer goods. This is also true for many industrial goods, for example, computers. Reliable and capable potential partners can be found, but care needs to be exercised. It is recommended that a confirmed letter-of-credit be used when conducting business with a new local partner.
Here are some American companies that have lined up distributors in BiH: Wrigley (Ataco), Kraft Jacobs (Piramida), Sara Lee (Andrea & Giovanni), Procter & Gamble (Orbico), Microsoft and Cisco (Logosoft), IBM (BBS), Goodyear (Unitrade), Caterpillar (Bostek), and many more.
Franchising Activities
Franchising has not been used extensively in BiH as a way of marketing goods and services, though Hertz and Budget are examples of small franchising operations. This may indicate a potential market for a number of goods and services such as fast food, catering, and cleaning.
Direct Marketing Options
Direct-response selling is relatively small in BiH. There are only a limited number of businesses that sell goods via mail, telephone, or Internet.
Joint Ventures and Licensing Options
This is not a widespread type of business partnership in BiH. Foreign investors are more in favor of retaining full control of the business operation. However, there are a few examples of joint venture partnerships. Volkswagen has a 58 percent stake of an automobile assembly operation near Sarajevo. The remaining 42 percent is owned by the Slovene company Prevent. The Kuwait Investment Authority (KIA) entered into joint ventures with two state-owned companies. Now KIA has 50 percent stakes in the steel-production facility in Zenica (BH Steel) and in the real estate, trading, and investment company UNITIC in Sarajevo.
The Law on the Policy of Foreign Direct Investment and the Law on Companies regulate the establishment of joint ventures, investment in companies with mixed ownership, as well as other types of foreign or domestic investment. These laws, adopted in 1999, are very similar to the German Company Law. Establishment procedures require a local lawyer, a notary public, and registration with the local Court. The only significant restriction on foreign investment is the limitation of foreign ownership in the defense and public information sectors to 49 percent.
Licensing is offers good business opportunities in BiH, but it requires a financially strong partner with good management skills. Coke’s bottling operation in Sarajevo is an example of a successful licensing venture in BiH. Pepsi also has a small licensed bottler in Banja Luka. Teloptic from Sarajevo has acquired a license from German Sinalco to bottle their softdrinks.
There are no specific laws regulating this area other than the Law on Obligations (“Commercial Code”) which addresses contract law. The licensing contract should also cover intellectual property rights issues (trademark, model, patent or copyright), payments/royalties, the term of the contract, restrictions on using trademarks, etc. A lawyer should be consulted to ensure that provisions of the contract do not contravene BiH law, making the agreement null and void.
Creating a Sales Office
The State Law on Foreign Trade Policy and the Federation Law on Foreign Trade (Article 39) entitle the establishment of a representative office. A representative office is not considered a legal person under BiH law. Rep offices are not permitted to conclude contracts in their names or use their accounts. Activities are limited to market research, contract or investment preparations, technical cooperation and similar business facilitation activities.
Prior to opening, the rep office must be entered into the Registry of Representative Offices, maintained by the State Ministry of Foreign Trade and Economic Affairs and the entity Ministry of Trade. Registration procedures and establishment are regulated by the Decree on Conditions for Establishment & Operation of Foreign Representative Offices (1995). An application must be submitted to the Ministry that contains the following documentation:
The Constitution Act (Decision of the founder (parent company) to establish the rep office) which contains the following information:
Name and address of the founder;
Name and address of the office (in BiH);
Name and address of the branch office (if such exists)
Scope of activities of the office;
Terms of reference of the office;
Names of persons managing the office;
A certified document proving registration of the parent company in the home country;
A certified statement of liability for all liabilities that stem from activities of the office;
Appointment of the person in charge of the office (in BiH);
Information concerning the number of employees at the office, together with a breakdown of foreign employees.
All documents must be originals and an authorized court translator must translate the documents into local language. If documentation is complete and correct, the registration procedure should be completed within 30 days. The Ministry will appoint the office by a decree that will be published in the Official Gazette. After receiving the decree, the office must notify the Ministry of the beginning of the operation within 90 days. If the office fails to do so, the appointment will be cancelled.
More information on the registration process can be obtained from:
Mr. Dragisa Mekic
Assistant Minister
Ministry of Foreign Trade & Economic Affairs
71000 Sarajevo
BiH
Tel: 387-33-616-021
Fax: 387-33-616-021
A rep office is permitted to hold both foreign exchange and domestic currency accounts with local banks. Office equipment can be imported free of customs duties, on the basis of a temporary permit with the possibility for extensions. Office vehicles may be imported but only for expatriates. Expatriates are not required to pay local income taxes and contributions. Residence and work permits are required for expatriates.
Selling Strategies
Due to the tight credit situation, the ability to provide financing is a key factor in selling both industrial and consumer goods. Most buyers prefer to pay monthly installments, even for low-cost goods. Other factors/techniques critical to success are close and frequent contact with buyers, motivated and trained middlemen, and aggressive market promotion. Selling to state-owned companies and other state entities still depends on cultivating relationships. Foreign companies complain that state-owned company officials usually request some form of kick-back which U.S. companies are prohibited from offering.
Therefore, internationally financed public procurements offer the best opportunity for transparent purchasing decisions. BiH’s emerging private sector should be targeted. Private sector growth augers well for western businesses that are accustomed to selling products based on pricing, product quality and servicing ability. Marketing techniques will not vary greatly within this business segment.
Advertising and Trade Promotion
Advertising is a key marketing tool in BiH. Companies of all kinds and sizes engage in some form of advertising in order to market their products and services. One of the largest obstacles facing marketers is the current lack of countrywide advertising media. Although advertising is primarily locally oriented, some nationwide exposure is available through the electronic broadcast media. Television, radio, and newspapers are the leading advertising media, followed by magazines and outdoor advertising.
Electronic media is the most popular advertising medium. There are more than 200 radio and TV stations throughout the country. In the Federation of BiH, 119 radio stations and 45 TV channels are currently broadcasting compared to 80 radio stations and 31 TV channels in the RS. No single television broadcaster as yet covers the entire country, but Mreza Plus, an independent network of stations, is represented in about 70 percent of the territory. Some TV stations like STUDIO 99 are directly involved in direct sales of consumer goods (Teleshop), while other stations (e.g. Hayat) provide space for direct marketers. There is a division between state-owned national stations and local independent stations. The state-owned stations, which are being transformed into public broadcasters, still dominate broadcasting, but local private stations are extremely proactive in seeking an audience. Cable television is in its infancy in BiH.
Typically, TV and radio broadcasting/production go hand-in-hand. There is one radio broadcaster, PBS Radio, which covers the whole country and there is a network of independent radio stations called “Boram” which has similar coverage. In addition, almost every city has a local radio station that provides advertising services.
TV Stations
Public Broadcast System
Bulevar Mese Selimovica 12
71000 Sarajevo
Tel: (387)(33) 461-101
Fax: (387)(33) 461-537
Federation Television of Bosnia and Herzegovina
Bulevar Mese Selimovica 12
71000 Sarajevo
Tel: (387)(33) 461-522
Fax: (387)(33) 461-537
rtvf@rtvfbih.ba
www.rtvbih.ba
OBN
Bulevar Mese Selimovica 18
71000 Sarajevo
Tel: (387)(33) 234-812, 234-815, 234-816
Fax: (387)(33) 460-534, 212-953, 234-814
info@openbroadcastnetwork.com
www.opeanbroadcastnetwork.com
TV Hayat
Avde Sahinagica 14
71000 Sarajevo
Tel: (387)(33) 271-110, 271-540
Fax: (387)(33) 271-111
E-mail: ntv_hayat@ntvhayat.com
www.ntvhayat.com
TV Hayat is member of TV network MREZA PLUS. This TV network consists of five TV stations (including TV Hayat) from throughout Bosnia and Herzegovina, as well as about a dozen smaller affiliate stations. It brodacasts a joint program every night from 20:00 to 23:00. Other members of Mreza PLUS are: RTV Mostar, HTV Oscar-C, TV Tuzla and ATV Banja Luka. The director of MREZA Plus is Darko Aleksic, tel: 387 33 269-860.
TV Mostar
Rade Bitange 13
88000 Mostar
Tel: (387)(36) 580-100, 580-101
Fax: (387)(36) 580-100, 580-101
HTV Oscar-C
Smrcenjaci bb
88000 Mostar
Tel: (387)(36) 341-933
Fax: (387)(36) 341-932
RTRS-Television
Banski Dvor
78000 Banja Luka
Tel: (387)(51)301-660
Fax: (387)(51)301-153
NRTV BL
Radio 107,2 MHz
Kralja Petra
78000 Banja Luka
Tel: (387)(51)217-900, 217-899
Fax: (387)(51)217-898, 238-315
ATV
Karadjordjeva 2
78000 Banja Luka
Tel: (387)(51)306-490, 218-448
Fax: (387)(51)311-904
Radio Stations
BiH Radio One (PBS) FM 94.9
Bulevar Mese Selimovca 12
71000 Sarajevo
Tel: (387)(33) 455-158
Fax: (387)(33) 455-113
Boram Radio Network
Marketing Office
Sime Milutinovica 15
71000 Sarajevo
Phone: (387)(33) 201-094
Fax: (387)(33) 261-231
Radio Federacije BiH FM 95.7
Bulevar Mese Selimovca 12
71000 Sarajevo
Tel: (387)(33) 455-102, 455-130
Fax: (387)(33) 455-141
E-mail: rtvf@rtvfbih.ba
www.rtvbih.ba
Radio M FM 98.7
Fra Andjela Zvizdovica 1
71000 Sarajevo
Tel: (387)(33) 666-822; 666-651; 666-657
Fax: (387)(33) 666-628
Radio Stari Grad FM 102.8
Zelenih beretki 4
71000 Sarajevo
Tel: (387)(33) 262-563
Fax: (387)(33) 262-562
E-mail: radiostarigrad@hotmail.com
E-mail: radiostarigrad@smartnet.ba
Dobre vibracije
Rudarska 212
88000 Mostar
Tel: (387)(36) 323-324
Fax: (387)(36) 323-324, 327-328
Omladinski radio X FM 105
Rade Bitange 13
88000 Mostar
Tel: (387)(36) 551-109, 580-180, 580-181
Fax: (387)(36) 580-182, 550-338
Studio 88 FM 88
Rudanova 7
88000 Mostar
Tel: (387)(36) 550-888
Fax: (387)(36) 550-888
RTRS-Radio
Banski Dvor
78000 Banja Luka
Tel: (387)(51)301-660
Fax: (387)(51)301-153
NES Radio
99,9 106,4 MHz
Trg Krajine 1/X
78000 Banja Luka
Tel: (387)(51)213-443, 218-380
Fax: (387)(51)213-443
Print Media
Newspaper advertising continues to dominate local markets. The market is characterized by a large choice of newspapers and magazines with relatively small circulation. From 1992 to 1998, more than 350 printed publications were registered in BiH. Approximately 15 daily and weekly newspapers are currently published in BiH. No single paper is distributed nationwide.
The circulation of newspapers is low because the market lacks distribution channels and support logistics. Also, due to political and ethnic reasons, newspapers and magazines are only distributed in the entity where they are published. The need for a countrywide distribution network is recognized within the sector. Both publishers and distributors plan to develop circulation of print media in both entities.
The most popular newspapers are:
Oslobodjenje (daily)
Mr. Salko Hasanefendic, General Manager
Dzemala Bijedica 185
71000 Sarajevo
Tel: (387)(33) 668-694, 668-695, 205-492
Fax: (387)(33) 668-694, 668-695
Dnevni Avaz (daily)
Kemala Kapetanovica 17
71000 Sarajevo
Tel: (387)(33) 652-667, 658-931, 652-749
Fax: (387)(33) 652-075
Vecernje Novine (daily)
Pruscakova 13
71000 Sarajevo
Tel: (387)(33) 664-874, 667-560
Fax: (387)(33) 213-455
Oglasi (weekly)
OKO Publishing and Printing
Mr. Rasim Rapa
Puscakova 13
71000 Sarajevo
Tel: (387)(33) 443-092
Fax: (387)(33) 667-192
Glas Srpski (daily)
78000 Banja Luka
Tel: (381)(51) 12-844
Fax: (381)(51) 11-759
Nezavisne Novine (daily)
Mr. Zeljko Kopanja, General Manager
78000 Banja Luka
Tel: (381)(51) 211-604, 211-684, 211-628
Fax: (381)(51) 211-601
Magazines
There are about 50 magazines published in BiH. Almost all the major magazines are privately owned and cover a variety of subjects including politics, sports, culture, fashion, automobiles, and entertainment. The more popular magazines in BiH include:
Svijet (weekly)
Dzemala Bijedica 185
71000 Sarajevo
Tel: (387)(33) 466-577
Fax: (387)(33) 456-142
Slobodna Bosna (weekly)
M. Kantardzica 3
71000 Sarajevo
Tel: (387)(33) 444-041
Fax: (387)(33) 444-895
Gospodarski Glasnik (monthly)
Chamber of Commerce of Mostar
Mr. Jago Lasic, President
Dubrovacka bb
88000 Mostar
Tel: (387)(36) 322-521, 322-498
Fax: (387)(36) 322-500
Dani (weekly)
Mr. Senad Pecanin
Skenderija 31a
71000 Sarajevo
Tel: (387)(33) 649-943
Fax: (387)(33) 651-789
Reporter (weekly)
A-Press
Mr. Zoran Vucenovic
78000 Banja Luka
Tel: (381)(51) 45-731, 45-792, 49-192
Fax: (381)(51) 45-731
Outdoor Advertising
Quality outdoor advertising as an organized marketing effort is new to BiH, and limited to larger cities and to main roads and highways. A Sarajevo-based company, Europlakat, has achieved a breakthrough in outdoor advertising by introducing quality billboards, bulletins, and displays.
Europlakat
Mr. Nijaz Gracic
Emerika Bluma 15
71000 Sarajevo
Tel: 387-33-668-420, 267-230
Fax: 387-33-207-286
Advertising Agencies
There are four advertising firms in BiH offering professional and quality service.
McCann-Erickson
Skenderija 13
71000 Sarajevo
Tel: 387-33-267-111
Fax: 387-33-267-121
S Team Bates Saatchi & Saatchi
Hasana Kainije 11
71000 Sarajevo
Tel: 387-33-272-380, 272-390
Fax: 387-33-232-941
Fabrika
Mr. Senad Zaimovic, Director
Alipasina 29
71000 Sarajevo
Tel/Fax: 387-33-262-430
SV-RSA
Gajev trg 2/I
71000 Sarajevo
Tel: 387-33-263-690
Fax: 387-33-667-240
Direct Mail
Despite improved postal service, direct mail is virtually unknown in BiH.
Trade Promotion
Trade events and fairs are probably the best way to market products and services in BiH and to locate partners and distributors. The trade fair sector in BiH has been growing rapidly in the last few years. Local and foreign firms rely on trade fairs to establish business co
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