Trading based on long-term agreements has become more popular.
Rossi says that communication with Turkish customers in technical matters works smoothly in both directions. “We have good personal relationships with our custom- ers, and the teamwork is excellent.” Covid-19 has largely prevented mill visits, but Metsä Fibre has still handled business successfully and solved problems through remote connections and agents. “During the pandemic, Finns have not been able to visit Turkish customers as they used to. Nevertheless, we have managed to serve our customers despite the challenging times. It is important to maintain direct contacts,” says Onur Pervanlar. GROWING IMPORTANCE OF ENVIRONMENTAL MATTERS Environmental matters have also become more prominent in discussions with Turkish customers. Larger local com- panies in particular have their own sustainability targets, which they actively promote and put into practice. “Environmental responsibility is one area of cooperation which we can develop jointly,” says Kustaa Laine. Zeynep Çelenk appreciates a pulp producer that is com- mitted to resource-efficient production and a value chain in which the virgin fibre used as raw material can be traced to sustainably managed forests. “Turkish consumers are also becoming more aware of environmental matters, and consumption trends influence producers. We produce environmentally friendly products and make efficient use of natural resources in production. We are the first in our field in Turkey to be granted an environmental label for our products,” says Çelenk. •
He notes that in recent years, the company and its Turk- ish customers have increasingly favoured contract-based trading instead of market-based spot sales. This testifies to market development and the long-term operations of local producers. “As customers grow bigger and bigger, it becomes more difficult to secure their pulp supply by spot purchases alone, which is why trading based on long-term agree- ments has become more popular,” Laine says. Turks are known for their trading skills. How does this show in trade negotiations? “There is a lot of wrangling over prices, of course, but once the negotiations have been concluded, everything works as agreed. Turkey is a good country to do business in.” CLOSE COOPERATION IN TECHNICAL MATTERS Juho Rossi says the development of the Turkish paper industry shows in how local companies strive to system- atically develop their operations. In production, this can mean raising the level of quality, optimising the use of raw material, or enhancing the use of energy. “We provide local engineers with training in the raw ma- terials for paper production and their use at paper mills. The production plants have many new employees, who are enthusiastic about learning new things,” he says. “Pulp refining processes are at the core of Metsä Fibre’s competence. We help customers optimise their refining processes, for example by carrying out audits and doing test runs. Simultaneously raw material formulas are op- timised. This leads to cost savings and improved quality.”
Onur Pervanlar Managing Director of G.A. Paper Turkey, Metsä Fibre´s agent responsible for pulp sales in Turkey. He has almost 20 years of experience of trading pulp and paper grades.
Zeynep Çelenk Procurement Manager at Aktül Kağit, a tissue paper producer, responsible for raw materials and tissue paper products. She has 15 years of experience in purchasing in various industries.
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