How did you start with the company?
Whitefield company was the fruit of my passion for this branch and was established 16 years ago. I finished the School for electrical engineering and a graduate program in electronics. But, I have always had affinities for this sector. It is very interesting how I started this company because I used to be in the music business. As I used to travel a lot, I met many people, so I came to meet some people in this business, and that is how it all started. Of course, in the first times this was only a service company as I was a young engineer and used to provide services in that field of activities. But that service center turned into a well-organized company that has positioned as a company matching the related world standards.
What is the capital structure of the company?
Nowadays it is constituted by 100% founder's ownership, which is to say by me.
Can you tell us about the activities of your company?
The company is generally dealing with projects regarding information systems. Basically, we are specialized in engineering and provide our clients with services based on "key in the hand" systems. We also implement network projects, develop application software, as well as courses for our users in the fields they are interested in. I am explaining you all this because, on the BiH market, we are divided in medium and small firms.
Who are you targeted clients?
The profile of our customers is very diverse. Indeed, WFC provides its corporate clients with complete information systems and is also one of the biggest distributors of computer equipment in BiH. We thus work with dealers and private users. We also propose developed network designed for smaller companies.
Do you run some shops in the country?
We do indeed but to explain you this I have to give you an in-depth picture of the position of WFC. As I said, WFC has existed for 16 years. At the moment there are 50 employees working in the company. The headquarters are located in Sarajevo and the central warehouse, in Kakanj. In the near future we plan to open offices in Mostar, Bihac and Banja Luka. In that way we will cover the complete industrial zones of BiH. Our fifty employees are presently working in various departments in the firm, such as sales, marketing, IT research and development, finance and investment, distribution and other.
Is the development of the company financed by the profits or also by investments from foreign companies and partners in the region?
We proudly can say that the source of our profits is our main financing mode. Of course, as in any other company we had to face critical moments too. Now we have overcome this issue. There is the symbol of a new era with the 21st century and we can say this is the same for us growing into a powerful company in the country. Our aim is also to broaden our activities out of BiH. We have already undertaken some steps in that direction and we are about to complete a project that will help us to come on the European and world markets. We surely aim at developing partnerships and collaborations with foreign investors to expand our business.
Would you be interested to work with companies like Hewlett Packard and Compaq?
We are direct distributors and official service providers for Hewlett Packard for the whole BiH. However, these companies have a definite and targeted approach to the market because of their size. Of course, all possibilities are open and we are ready to take challenges!
Do you have an exclusive contract with them?
Yes, and exclusively regarding the service provider aspect, but when it comes to the distribution this is carried out according to the rules of Packard. They do not have exclusivity contracts anywhere in the world, as it is their rule. When I said that we are open for co-operations I mean collaborations with companies that have similar orientations and similar approaches to the market.
In what way will this help you? Extending your distribution network?
It will help us presenting our company as a company running a definite and specialized business, i.e. IT. We are then ready to offer different ways of cooperation in this field. Our potential partners will have moreover the opportunity of using the advantages of this market, such as a favorable position, cheap labor, sophisticated partners and cheap products. The price of our product is cheaper as the ones on the Western market and our workers are three times cheaper being however high skilled and trained staff.
Why should they go to you and not to your competitors?
Because we are the best, of course! Maybe it sounds self-confident but that is the truth of it. We are the best organized and well structured. In contrast to other companies we avoid communication and structural problems with foreign partners because we strengthen interactivity and a better understanding of mutual needs. We have a 16-year experience, and as Denis Tito would have said: "not even sky is a limit"! | What is the status of the competition?
As I said, we are the leading company and I think we cover more then 25% of the BiH market. You have to keep in mind that the BiH market is in constant expansion, so this percentage keeps changing because of the new companies. But I have to tell you that the BiH market is already too small for us, and our aim is to get out of its borders.
Do you plan to cover the Balkans?
Well, we cannot directly go to America if we first do not cover the Balkans! However, I prefer to work with western companies because the haunting socialistic syndrome is in some ways still raging through Eastern Europe.
But you have a cultural link, the language.
We need business links not cultural ones because what matters is good business collaboration. That's one of the reasons why we are the leading company. We raised ourselves above petty national, religious and cultural interests and Whitefield Computers does not make its business decisions based on racial, cultural or religious preferences. This company prefers good ethical business.
Do you think this is the way to get together again: good business, economic growth and collaborations between people?
Certainly, that is the only solution. Economy erases all borders. Running a business in Bosnia is hard because it is present with only 20% and the rest is all about cultural and national obstacles. We waste tremendous energy on secondary things. We've been always focusing on our work. That's saved us although we had to cross over many obstacles. You know that we had a war here.
The people here are in a way also guilty for this complicated situation. They think they are the smartest, that they can do everything by themselves. They don't understand that if you want to be the best in something you have to be specialized for that field and to exchange experiences with other people and companies. That's why we are looking for a partner outside the borders.
That also means that if a foreigner wants to come and do business here he needs to find people in the country to help him.
Certainly, that's our first task. Therefore it's very important whom you are having business with. The worst thing in business is to waste time. And time is one of the most precious factors in success.
You are also a political figure in this country.
First I would like to say that I'm apolitical by nature and that 99 % of my personality is turned to business. However, as a famous Greek philosopher said: Politics is part of you no matter what you do, only the dead don't deal with politics. I'm a member of the Economic Council of the Alliance (alliance of several political parties), and I don't consider myself as being a political person. I was asked to join the Council as a successful manager and businessman to help BiH with my experience and business connections. For me that was good enough and I accepted it. I see myself as a businessman because I don't have time for politics. I'll be present in the Council as much as it's necessary to help people who want to deal with some kind of business. It is my pleasure to give my contribution for a better business environment in the country.
Can you tell us about your quality certification.
We are the first company in BiH that got an international quality certification. We invest our extra profits in the development and expansion of our business. Our country is practically starting from the beginning, getting opened toward European and world markets, and as such it is very suitable for the implementation of new projects (every project is a new project here). That's a good position for foreign investors in different fields and good environment for establishing business relations.
What are your prospects for the future?
Looking forward is my motto. However it is not still the one of everybody on the country. That is the reason why there are still not many foreign investors and why many project failed. Still, our company is a good example that there are possibilities to implement international projects in BiH. At the moment we are working on the realization of one project together with Dutch partners and we have ensured disposal of our goods on the world market. That's a factory in Zenica dealing with toners and cartridges for the world market.
There are good business opportunities in other fields too. As a member of the Economic Council I can help a lot, as I said that's why I accepted this position. As a rational person I can't stand that so many good projects fail because of administrative and reasons that have nothing to do with business. People lost their way after the war. But they want to work and they know how to work. They just need a good manager who will guide them, that means a good business partner who will know how to use our resources; cheap labor, good position, human resources.
Why this name for your company?
My family name is Bijelopoljak and in English, that is Whitefield!
Note: World Investment News Ltd cannot be held responsible for the content of unedited transcriptions. |
