Chapter 1: Regional Overview

1.3 Information Channels for Business Opportunities

An important factor in successfully entering the Baltic market is access to information on project opportunities. This can be difficult as there is no central body that collects and disseminates information on upcoming projects. Therefore, establishing personal contacts, attending environmental fairs and exhibitions and reading environmental and professional publications is the most effective way of learning of future project opportunities.

Although government organizations and professional associations are regarded as important sources of information, the surveyed Ministries of Environment only make general data on the environment available, without specific information on project opportunities. The majority of businesses have expressed disappointment with the inefficiency and changing structure of the Ministries. Besides governmental sources, other useful channels of information include technology providers' product catalogs, assistance from various environmental agencies, and reports from local environmental administrations and regional inspectorates.

Major Publications

Based on the survey conducted, the main environmental and business publications read by environmental professionals are listed in Table 1.4.

TABLE 1.4: MAJOR ENVIRONMENTAL OR BUSINESS PUBLICATIONS AND READERSHIP (%)
Estonia	Keskkonnatehnika (Environmental Technology)	50%
	Arielu	45%
	Sonumileht	27%

Latvia	Dienas Bizness (Daily Business)	64%
	Bizness & Baltija (Business & Baltics)	30%
	Diena (Day)	27%

Lithuania	Lietuvos rytas (Morning of Lithuania)	60%
	Respublika (Republic)	55%
	Publications from the Ministry of Environmental Protection	30%

Information About Available Environmental Technologies

In general, the actual purchase of environmental technologies was not seen as a significant problem by survey respondents because of the wide range of products (domestic or imported) available on the market. A number of bottlenecks were identified with regard to obtaining very specific environmental technologies and information and access to the best available technologies. However, in the opinion of the respondents, the environmental technology market in Estonia, Latvia and Lithuania is still growing.

Among those information channels exploited prior to the purchase of environmental technologies and services, personal and professional relationships tend to be especially important where business with a known supplier has already occurred. Another significant source cited was participation or attendance at fairs and exhibitions, obtaining brochures and catalogues of products and directories of various businesses. Fairs and exhibitions were listed as the greatest source of information for Estonian and Lithuanian respondents. Latvian respondents tended to prefer acquiring advertisements and product catalogues. Information provided in journals and newspapers was cited as another important source for information.

A few respondents valued the demonstration of environmental technologies.

Major Trade Fairs

Environment-related fairs and exhibitions play a major role as a source of information for potential buyers of environmental technologies and services. Table 1.5 lists the most important events held regularly in each country. Although attendance at fairs and exhibitions reflects the small market in the Baltic countries, this is expected to increase as more shows take place in the region and consumers realize the benefits of participation. These trade fairs and exhibitions provide an excellent opportunity to showcase new technologies and learn more about what is available on the market.

TABLE 1.5: MAJOR ENVIRONMENT-RELATED TRADE EVENTS
Country	Name of Fair	Approximate Date

Estonia	Keskkond (Environment)	biannual, November (1998)
Estonia	Elukvaliteet (Quality of life)	biannual, April

Latvia	Ecobalt	annual, May or June
	Energetika	annual, March
	Industry Balt	annual, November

Lithuania	Baltecologia, Baltecontrola, Baltengeia, Baltetechnika	annual, May
	Agrobalt	annual, May
	Infobalt	annual, October

Public Procurement Regulations and Tendering

All surveyed countries have adopted public procurement regulations that require the formal announcement of tenders for major projects involving public money. Official tender announcements must include the project specification, selection criteria and official deadlines. However, it is important to mention that deadlines are frequently set too soon after tender announcement, forcing bidders to abandon responses except when they have advance knowledge of the project. Table 1.6 lists the known public procurement bulletins in the Baltics.

TABLE 1.6: PUBLIC PROCUREMENT BULLETINS
Country	Year Procurement Law Adopted	Official Tender Bulletin

Estonia	Jan. 1, 1996 (amended Jan. 1, 1997)	"Bulletin of State Suppliers" (Riigihangete Teataja)

Latvia	Jan. 1, 1997	"Law on State and Municipal Tenders"

Lithuania	Jan. 1, 1997	"State News" (Valstybes Zinios) "Lithuanian Morning" (Lietuvos Rytas)

Access to Public Information and the Right to Know

It is important for companies entering the market in the Baltic Region to understand that they will encounter difficulties in obtaining information for a number of reasons. As already mentioned, there is no central body collecting, sorting and distributing information to the public related to the environment. Hence the concept of "public information" is still relatively new and requires major improvement. In general, the following key factors contribute to the poor flow of information:

scarcity of quality information - often environmental data from the past was not tracked or was not available to the public;
poor channels for the distribution of information - either nonexistent or inefficient;
less developed information resources and collection services;
organizational structures of state institutions are changing frequently, making it difficult to remain apprised of changes in responsibilities and the necessary contact persons;
a history of the old-style chain of command system where no formal information is released without formal approval from a superior;
A "liberal approach" to deadlines and commitments.

REC * PUBLICATIONS * ENVIRONMENTAL TECHNOLOGY MARKET - BALTICS * REGIONAL OVERVIEW