We talk about the topic with Elena Lalova, Chairwoman of the Board of the National Organization of Customs Agents (NOMA)
How would you describe Bulgaria's position in global trade chains today - a transit corridor, a regional hub, or a market with untapped potential?
Bulgaria has all the prerequisites to be more than a transit corridor. Our geographical location – on the external border of the European Union and at the crossroads of Europe, Asia and the Middle East – naturally places us in the role of an entry point to the European market. This position is the reason why several of the main corridors of the Trans-European Transport Network (TEN-T) also pass through Bulgarian territory.
In practice, however, the country is still only partially using this potential. The reason is not a lack of interest from business, nor a lack of logistical capabilities. Rather, it is an administrative environment that is not always sufficiently fast, predictable and technologically modern. Despite its strategic geographical location, Bulgaria continues to face a number of infrastructure constraints that prevent the full use of the country's transit potential. Some of the main international transport routes are interrupted or operate with limited capacity due to unfinished infrastructure projects.
If customs and regulatory procedures become a competitive advantage and if we build the necessary transport infrastructure, Bulgaria could actually position itself as a logistical gateway to the EU for a significant portion of trade between Europe and Asia.
What are Bulgaria's strategic advantages in international trade?
Our strongest advantages are several:
First – membership in the European Union, the Eurozone, and Schengen, which gives the country access to one of the largest internal markets in the world and a unified customs system.
Second – the geographical location. Bulgaria is a natural link between the Black Sea region, the Balkans, the Middle East and Central Europe.
Third – the logistics potential (ports, land transport and energy corridors, as well as opportunities for the development of intermodal transport).
Fourth – the experience of Bulgarian business. More and more companies are actively working on international markets and gaining expertise in the complex environment of global trade.
The challenge is to support these advantages with effective institutions, a modern regulatory framework, and investments in transport infrastructure.
To what extent are customs procedures in our country a competitive advantage or an obstacle for business?
The customs system in Bulgaria operates within the framework of European legislation, which ensures a high degree of harmonisation. Challenges usually arise at the level of practical implementation – administrative procedures, differences in practice between individual customs offices or incomplete digitalisation of processes.
In practice, businesses often face a kind of "hidden delay" - additional checks, the need for parallel communication with different institutions, or technical limitations of information systems.
However, in global trade, time is a key resource. Even small administrative delays can divert logistical flows to other countries. Therefore, modern customs are increasingly seen as part of a country's economic competitiveness, rather than just a control administration.
Is Bulgaria lagging behind in the development of "smart" customs and automation?
The concept of “smart customs” is rapidly developing in the European Union (for example, the One stop shop ), based on automation, data analysis and electronic exchange of information between institutions. Bulgaria is participating in this process, but the implementation of some solutions is happening at a much slower pace compared to leading EU countries.
One practical problem is the limited cross-border compatibility of some national digital solutions. For example , foreign companies sometimes encounter difficulties in using national electronic services or electronic signatures, which creates additional barriers to trade. Sometimes, transit operations are duplicated within the same customs border office, instead of the goods being directly entered in the declarant's records.
For businesses, the key issue is not just digitalization, but the real interoperability of systems within the EU. Everyone's hopes are focused on the EU customs reform, which envisages the creation of a single EU customs authority (EU Customs Authority) and a single information system for processing imports, exports and transit of goods ( EU Data Hub ).
How have global upheavals – wars, sanctions, and supply chain disruptions – changed Bulgaria's role?
Recent years have shown how vulnerable global supply chains can be. As a result, many companies have started to look for closer and more stable logistics and production locations. This opens up new opportunities for Bulgaria. The country can benefit from trends such as regionalization of production and so-called nearshoring , in which companies move activities closer to European markets. However, for this to happen, a predictable regulatory environment and fast administrative procedures are needed.
Where do you see the greatest potential for partnership between the state and business?
One of the most important areas is the digitalization of customs and border processes. Businesses have practical experience and technological solutions that can help institutions modernize their systems. If this potential is used through a real dialogue between the administration and industry organizations, the result can be a significantly more efficient and transparent system. Such a partnership is also important in identifying problems in legislation, where feedback from real commercial practice is extremely valuable.
What most often stops foreign partners from working with Bulgarian companies?
In most cases, this is not related to the quality of Bulgarian business. Rather, it is about uncertainty in the administrative environment – different procedures, unpredictable deadlines or complex regulatory requirements. International companies are looking for predictability and stability above all. When the rules are clear and applied equally, the interest in partnering with Bulgarian companies is significantly greater.
If you could change anything in the customs and trade environment in Bulgaria, what would it be?
The most important change would be the full and real digitalization of customs and trade processes, combined with transparent and predictable procedures. This means an integrated system in which institutions exchange information automatically and businesses do not have to submit the same data repeatedly. Such a transformation would speed up trade, reduce administrative costs for companies and increase Bulgaria's international competitiveness.
Finally, the question of the future of the customs representative profession deserves attention, as it is emerging as increasingly dynamic and high-tech, in the context of digitalization, automation and increased security requirements in international trade. The new generation has real opportunities for successful professional realization in this field, as the industry is experiencing a growing need for well-prepared specialists with interdisciplinary knowledge - from customs legislation and logistics to information systems and data analysis. There are excellent prospects for building experts of the highest level through a consistent educational path - starting in specialized vocational high schools, passing through professional training and certification programs, and reaching university education, which provides a strategic and managerial perspective. This comprehensive ecosystem creates a solid foundation for career development and the establishment of a high standard of competence in customs representation. In this process, NOMA has an active role through initiatives and partnerships aimed at the preparation and development of future specialists in the sector.
