The growth story of Ahopelto Nordic and the entrepreneur behind it

Ahopelto Nordic was established in 2021 in the Czech Republic, expanded to Finland in 2022 and currently has 10 employees in three countries, with its headquarters in Helsinki. The company specializes in international freight forwarding and efficient cargo management across all key modes of transport: Road, Air, Sea, and Rail. Tuomas spoke with Henri Ahopelto – CEO at Ahopelto Nordic – Transporting for Results. They spoke about his journey from a logistics professional to an entrepreneur, the rapid growth of his company, and plans for expanding operations in Poland while coping with the challenges of the local market. 

You have extensive experience in the logistics sector and CEE markets, and you finally established your own company in 2021. How was the road to becoming an entrepreneur?

I have been in logistics since 2007. Initially I worked as a logistics coordinator and manager in the Czech Republic, Slovakia, and Poland. Later in my career, I established and ramped up three logistics companies in the region, and finally, in 2021, I started my own company. I never actually dreamed of becoming an entrepreneur, it’s not something that runs in our family, I just wanted to do things on my own and be independent. I am the only shareholder, and the company has mostly been financed out of my own pocket. 

Given that your company is just slightly more than two years old (as of November 2024), you have quite a success story. Did everything happen according to plan, or did the speed surprise you?

I had a clear vision when I started, and I’ve sometimes been pleasantly surprised by how smoothly things have developed. So yes, everything went according to plan, or even a bit better than I expected. 

Do you have any targets for 2025?

Well, we expect 2024 turnover to be around 8-9 million euros. If we don’t double it in 2025, I’d say a target revenue of at least 15 million euros is reasonable.

You are now expanding to the Polish market. What is your master plan for Poland?

We have hired our first employee from Poland and will open a local subsidiary and potentially hire more people in 2025. We want to serve our Polish customers in their language and be local, as that is important in our business. Of course, Poland is a large country, so it will be an important market for our group.

What does the Polish logistics market look like from your perspective, and how does it differ from the Czech market?

The Polish market is very price-driven. Companies tend to ask for quotes from many sources and choose based on the price, even if the difference is small. In the Czech Republic, the market seems to operate more traditionally, where long-term relationships matter, and it is generally more important to make personal connections.

What about the logistics traffic between Finland and the Czech Republic/Poland? How is the balance there?

From a Finnish perspective, imports to Finland are obviously much larger than exports. I’d say the ratio is 60/40 or even more, which is also reflected in the prices, meaning that prices from Finland to the CEE are cheaper. In addition, generalising only slightly, it can be said that Finnish exports to Poland are mostly related to paper and metal products, while imports from Poland and the Czech Republic cover a much wider range of products, including construction materials etc.

If a Finnish production company with a factory in Poland is analyzing their logistics costs and the market, what details should they pay the most attention to?

Obviously, price is one factor, but I’d say the service level of the logistics partner is crucial for long-term business. We actually work a lot with start-up companies and newcomers, and we like to support them in their growth.

What is your team's superpower?

We are a small company and team, but a highly experienced and competent one. We can offer high-quality service, even to smaller companies. We have cases where clients may only transport one pallet per month, but that pallet is extremely important to them. And these clients are important to us.

Do you see any trends in the market for 2025? 

If the economy doesn't improve significantly or gets worse, the number of bankruptcies will increase. Currently, there is a lot of overcapacity, especially in large companies, so there is visible price competition in the market. We will see whether this continues, or whether there will be asset sales or other moves.

Can you say anything about the pricing of logistics between Finland and Poland?

It depends on very many factors, but I promise that, during office hours, you will receive a quote from us within two hours of sending the request. Personally, my target time is 15 minutes if I am online, but I can't always meet it!

What are the most common surprises in the market for someone who starts to investigate or deal with it?

Bureaucracy and old-school administrative procedures are one thing that might come as a surprise. Another difference between our countries is trust. We Finns have it by default with each other, but in Poland, you need to earn it, and that can take some time.