First of all could you tell us about brief and perhaps the most recent history of Xheni Commerce.
Trading Company Xheni Commerce dates since 1990 with the same name as it has today. Since the beginning our company imported roof-tiles Onduline, bitumen roof-tiles (shields) better known in Kosova as Canadian tiles. We also worked on interiors, concretely with hanging ceilings Armstrong.
In terms of ownership, who owns Xheni Commerce?
I am the owner, my name is Xhelal Ajeti and together with my brother Avni Ajeti, we have established this company.
So the company is only involved in importation and distribution of construction materials. Are the roof-tiles your specialization?
Yes, we import and distribute roof-tiles, and we also assemblage the same.
How many people do you employ?
Our Company employs 32 people.
There are many construction companies in Kosova, where do you stand in it?
In Kosova we are the exclusive representative of an Austrian company. We are among the first ones that started working in this field and therefore I can say that we are experts in it. We offer good prices and good payment conditions in market.
What is your competitive advantage?
We always try to be the best, to be as professional as possible toward our clients and also we try to be updated.
In terms of the market, what is the percentage of the market that you hold?
I believe that we cover around 65% of the market.
And this translates to what sort of turn over in yearly bases?
The profit is 10-12 %. We are exclusive representatives, and we bring new products into Kosovar market, products which have already been proven in Austria, Italy, Germany, Switzerland, US of America and Canada. Our total annual brute profit was 150-200 thousand Euros.
What are your plans for the future? Are you planning to remain in this sector or maybe you have plans for diversifying?
I recently was in Italy and Germany, and very soon I am thinking to start a semi production. Entering a production of these products requires lots of investments. Also we need to expand the market, because in one month we could produce enough to cover annual Kosovar need for these products. Therefore we currently do not think that we should start capital production because we cannot place our products in neighboring markets. We have almost finished works in the object that will use as a factory for manufacturing of semi process products.
Since you are mentioning the need for investments for entering production, I am assuming that you've thought of joint-venture or partnership with a foreign investor. Do you realize that the foreign investor would not be able to just provide you with funding, but also markets? What other markets would you like to enter?
| The markets that we could enter are the regional markets in Balkans, markets of the neighboring countries. We are interested to find a investor, since we have a land in the main road that takes from Prishtina to Skopje, we are building the object with 720 square meters, we have the object in Gjilan where we currently store the material, and therefore we could join together with an investor into new business opportunities, in order to eliminate the obstacles that exist now and become stronger.
Are there any other projects that you might be working on?
My brother used to work 10 years in Switzerland, we have ideas, but since the competition is not loyal in the market, we are gradually developing, and we have to make sure that when we start production we will have a secured share in the market, with stabile prices in the market.
Privatization is about to occur, are you thinking of participating in any way in privatization of any company?
Until now we haven't thought about this. We are now thinking starting manufacturing the semi process production. We have always worked with new brands in Kosova, with western products that have been proved in international markets, that have license and guarantee. Those products are present in world markets.
And what is your opinion on the need to promote Kosova as an investment destination?
Our state has to provide security. We have to make sure that all basic services function normally. But security is most important and the others will follow.
Do you agree that influx of direct investments will be translated to more projects, more construction and of course more business?
The advantage in Kosova is the cheaper working power, which allows us to compete in world markets with lower prices of Kosovar products. We have to use this advantage.
My final question is about yourself, how you came to put this company together, what has given you satisfaction and how would you like to see your company in 5 years?
The company was established before when I and my father were fired from work. He was fired after working 35 years as a chief in the branch of accountancy in Gjilan. In 1993 he died. In cooperation with his colleagues I continued the work until today. We always worked without damaging or wounding any one. After the war we were lucky to be able to present a new brand to Kosovar market. And we achieved to realize the dream that we had for a long time, with hard working all together. In the future we expect to present new programs. We have ideas, which are not very concrete yet. But we as a company will always work with western products that are of a high quality, that have the certificate which protects them. I always investigate the fairs in Kosova, Croatia, Slovenia, Bosnia, and I am looking for a product that can be successful in Kosovar market in next 10 or 20 years.
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