Romania. Analysing the market with local expert.

What does 1960s NASA technology and 100% natural crunchy cheese have in common? In this episode of Start Global Insights, host Dmytro Shvets sits down with Vadym Gryshyn, co-founder of the Ukrainian brand snEco. Vadym shares the remarkable story of how he and his brother Philip built a patented food-tech business and navigated the highly strict EU regulatory systems to get their products on shelves across Germany, Poland, and Sweden. What You'll Learn in This Episode: The NASA Connection: How snEco adapted NASA technology to create a 100% natural, shelf-stable cheese snack with a 24-month shelf life. The EU "Traces" System: The complex process of becoming the first company in the region approved to export animal by-products to the EU. The Danger of Non-Focus: Why attending international trade shows without a target market resulted in zero Spanish clients. The Swedish Retail: Why Sweden’s decentralized supermarket model requires a completely different sales strategy compared to central-buying markets. B2B Growth Hacks: Creative ways to get the attention of busy category managers and distributors. The Nordic Timeline: Why you need patience, country-risk risk mitigation, and a 3-year horizon when selling to Northern Europe. Episode Chapters & Timestamps: 00:00:23 Introduction to Vadym Gryshyn and snEco. 00:01:11 The origin story: Transitioning from non-food backgrounds to patented cheese tech. 00:02:11 Reinveting NASA-inspired microwave vacuum drying. 00:04:36 Re-building the business and relocating the factory during the full-scale invasion. 00:07:07 Navigating EU animal by-product regulations. 00:10:26 Lessons in focus: Why starting with Europe isn't always the easiest path. 00:12:40 Adjusting product packaging. 00:14:26 Trade show realities: The truth about building trust vs. closing immediate sales. 00:17:18 Active export markets. 00:19:33 Supporting your distributor: Why selling to the warehouse is only half the battle. 00:22:00 Multi-channel sales approaches. 00:31:30 The patience game. 00:32:43 Final takeaways and tips for exporters.

Hiring employees abroad is one of the biggest operational challenges in international expansion, and most companies get it wrong from day one. In this episode, executive search expert Andriy Strekhaliuk shares a full international hiring strategy. Andriy is the founder of Astra Plus and brings 14+ years of experience in global recruitment, including senior roles at DuPont EMEA and Mondelez International across 11 countries. What you'll learn: The #1 mistake companies make when hiring in a foreign country How to build your employer value proposition when no one knows your brand EOR (Employer of Record) vs. freelancer vs. legal entity, which model to use The €45,000 legal trap when misclassifying foreign employees How to benchmark international salaries (Mercer, Hays, Glassdoor, local boards) How to localise, not just translate, your job descriptions 90-day onboarding goals and exit strategy planning Chapters: 00:00 Intro. The cost of a wrong international hire 00:57 Andriy's background: Executive search, DuPont, Mondelez, & Astra+ 04:13 Mistake #1: Copying your domestic hiring playbook abroad 05:57 Sales psychology: Treating recruitment as a partnership value proposition 07:31 The Brand-Zero Strategy: Attracting talent when no one knows your company 12:44 Step-by-step roadmap: Internal capacity vs. hiring agencies 18:13 Legal entities vs. Employer of Record (EOR) vs. Freelancers 19:49 The compliance reality: The €45,000 independent contractor risk 20:47 Beyond the offer: Onboarding, cultural adaptation, & 30-60-90 day metrics 24:24 Digital footprint: Localizing JDs and maintaining marketing consistency 26:19 Salary benchmarking: Navigating generic data vs. real-time verification (Mercer, Hays, Glassdoor)

While Part 1 of this series explored the cultural identity of Ukraine, this concluding episode moves directly into the meeting room. The episode is a practical guide for any international leader ready to close deals and manage successful partnerships in the Ukrainian market. Host Dmytro Shvets continues his conversation with cross-cultural expert Maryna Starodubska to share practical tips for negotiating in Ukraine. This episode explains how to turn cultural differences into a clear business advantage. In this episode, we dive into: 00:03:53 - How Ukrainians view written obligations as a mix of fixed rules and flexible frameworks. 00:08:45 - Navigating low-trust environments and the practical steps to build a "trust account." 00:11:38 - Understanding the sequence of deal-making and why the legal agreement follows the personal connection. 00:11:51 - Why decision-makers agree on big-picture principles before managers handle the granular details. 00:14:20 - Managing emotional expression and blunt feedback at the negotiation table. 00:21:09 - How to navigate competitive negotiation styles and frame proposals effectively. 00:26:26 - Why the contract is often seen as a minimum baseline. 00:30:51 - The cultural reasons behind the lack of positive feedback, the fear of "jinxing" success, and the importance of flexible planning. 00:34:49 - Practical advice on decision-maker status, language etiquette, and avoiding regional stereotypes. Whether you are looking to sell to the Ukrainian market, invest or find a reliable local partner, this episode provides the insights necessary to build resilient and productive business relationships. About the Guest: Maryna Starodubska is a cross-cultural interaction consultant and adjunct professor at Kyiv-Mohyla Business School. She has over 20 years of experience in employee relations, culture, reputation management, and crisis communication. She is the author of Understanding Ukrainians: Cross-Cultural Dimensions. LinkedIn profiles: Host, Dmytro Shvets: https://www.linkedin.com/in/dshvets/ Guest, Maryna Starodubska: https://www.linkedin.com/in/starodubska/

As global interest in Ukraine reaches an all-time high, international businesses are looking beyond the headlines to understand the real identity of the nation. In this first episode of a special two-part mini-series, Dmytro Shvets explores the "frontier culture" of Ukraine with cross-cultural expert Maryna Starodubska. Designed for global businesses looking to navigate the Ukrainian market, this episode moves past the headlines to reveal the core identity of the people you will be doing business with Key insights from this episode include: The Power of Status: Why sending mid-level managers to meet Ukrainian founders often leads to failed negotiations. The Trust Gap: Navigating a society with low institutional trust where personal loyalty is the major currency. The Frontier Mindset: Understanding why Ukrainians prioritize acting over planning and "needs-based" entrepreneurship over long-term strategy. Relationships First, Contracts Second: Why a signed agreement in Ukraine is the culmination of trust, not the beginning of it. Managing Uncertainty: Practical advice on breaking long-term strategies into visible, measurable stages. Whether you are an investor, a consultant, or a business owner looking to enter the Ukrainian market, this episode provides the essential cultural foundation needed to build resilient and productive partnerships.

Australia is often perceived as a remote market, but for international businesses, it represents one of the most affluent and high-growth opportunities in the world. In this episode of Start Global Insights, host Dmytro Shvets interviews Marcus Alexander, Managing Partner of Codu Group, to reveal how international brands can break into the Australian market. What You Will Learn: The "Home of Duopolies": Why the Australian retail landscape is dominated by a few massive players and how to navigate them. The DIY Goldmine: Why high labor costs for tradespeople drive Australians to do it themselves, creating a massive demand for raw materials and tools. 3 Routes to Market: The pros and cons of going direct to retailers, hiring international agents, or finding a local distributor. Supply Chain Diversification: Why Australian retailers are actively looking to move away from Chinese dependency and why "Made in Europe" carries a significant price premium. Aussie Business Culture: Why a relaxed, partnership-focused "have a go" attitude wins over a formal suit-and-tie pitch. Timestamps: 03:30 – Overview of the Australian DIY market. 08:00 – 3 Strategies for entering the Australian market. 10:45 – The "Art of the Cold Call" and the element of surprise. 15:00 – Perception of European vs. Chinese quality. 19:40 – Private label vs. own brand entry. 23:50 – Using annual reports to read a retailer's strategy. 26:00 – Navigating Australian business culture. 30:45 – Using Australia as a bridge to New Zealand.