Stoyan Vasilchin , manager of BIA- Commersconsult EOOD
Mr. Vasilchin, you took over the management of BIA- Commersconsult EOOD in 2025. Let's start by asking how you feel about your new position and what are your main plans for developing the business in the coming years?
Yes, I joined the company's team in the fourth quarter of 2025, coming from one of the largest banks in the country. My professional path, until the moment I took over the management of BIA Commerceconsult , was related to the banking and financial sector. For 30 years, I worked in three of the leading banks in the country - the former Hebrosbank , UniCredit Bulbank and DSK Bank, where I spent the last 15 years. I have mainly held commercial positions, and at DSK I managed the largest Private Banking Center in the bank's system. This experience gave me the confidence to take over the management of the company, but there were also some challenges.
The activity is specific and is based on a different matter than the one in which I have operated. I had to very quickly enter the Customs legislation of the Republic of Bulgaria and the EU norms governing the customs regime. The task that stood before me and which was set by the principal - BIA, is to increase sales revenue, while at the same time reviewing certain items of expenses. Management decisions had to be made in this direction in a very short period of time. In addition, there was a need to renew the team. All this happened within 2 months and at the end of the year the main package of measures was implemented. We successfully completed the financial year 2025 and reported an increase in profit, but without the understanding and cooperation of the company's team this would not have been achievable. In my opinion, the necessary symbiosis was achieved. This gives me confidence and makes me feel the company as part of myself. Also, the cooperation with BIA is at a very high level and we find tremendous support from the management.
The rapid entry into the specifics of the activity showed me the potential that the company has, and together with my colleagues we mapped out the path that we should follow. The main thing was to change the vision, promote it in the business space and, most importantly, to integrate the company into the BIA team. A very important point is the work with partners and the sales network. This is the circulatory system. I do not hide the fact that this activity was somewhat lagging behind.
A three-year business plan was developed and adopted by the BIA Board of Directors, the main point of which is the introduction of a CPM system and digitalization of processes. The deadline for this is the end of 2026. This will allow for acceleration of the commercial process, improvement of service quality, reduction of costs and increase of revenues. The company is expected to record constant growth in its activities.
The main activity of BIA- Commersconsult is related to the certification of certificates of origin of goods. Tell us a little more about what certificates of origin are, in what cases they are needed and what is the procedure for their issuance.
The company has been operating since 1998. Despite its long history, the scope of its activities has remained the same, which is a prerequisite for stable market positions. The main activity is issuing certificates of non-preferential origin for goods intended for export to third world countries. The activity is organized in a central office and by a partner network, mainly by the structures of BIA in the regional cities, as well as by companies with which the company has a contract for joint work.
A certificate of origin is a document that confirms the country of origin of a product – it indicates where a product was created, manufactured or processed. It is usually required by a country's customs authorities as part of the import clearance process. The term "certificate of origin" means a specific form identifying goods, with which the authorized organization (BIA) certifies explicitly that the goods to which the certificate refers originate from a specific country/group of countries. A certificate of origin of goods is usually used when exporting goods from the Republic of Bulgaria to countries outside the EU. This is the document used to prove the non-preferential origin of the goods.
A certificate of origin is often required when the country of origin needs to be known for economic, political or environmental reasons – for example, if there are import quotas, boycotts or anti-dumping measures.
If you are shipping to countries with which Bulgaria has a trade agreement, the certificate of origin proves to customs authorities that the goods qualify for reduced import duties or taxes.
The certificate of origin itself is not a complex document and its preparation takes a short time. In reality, when providing the necessary documents, the time for issuing a certificate is about 20 minutes.
Companies from which sectors most often seek certification of certificates of origin? What goods and to which destinations are most exported, according to the experience of BIA- Commersconsult?
A certificate of non-preferential origin of goods is needed by all those who export products or goods obtained or manufactured in Bulgaria. Our most frequent clients are companies, manufacturers from the pharmaceutical, food and beverage, textile, metalworking, glass, fuel and lubricants industries, etc.
The destinations are mainly countries from Asia, North Africa, South America. The exported goods are mainly medicines and consumables, fuels and lubricants, canned vegetables, oil, etc., and our clients are companies from all over the country. And, despite the reported decrease in exports to third world countries[1], the certificates issued by the company have increased compared to 2024.
What are the most common questions you receive from your clients? Is there anything that makes it difficult for exporters to use the service and how does BIA- Commersconsult help them make the process as easy as possible?
The regime for exporting goods is regulated by law and anyone who deals with exports is very familiar with the requirements and documents that are needed. However, we still have inquiries from clients who are exporting to third world countries for the first time, for the preparation of export documents, for the certification and legalization of foreign trade documents by embassies of a certain country, etc. We have an established organization and logistics for this type of activity and it is carried out in a short time.
It is noticeable that since the beginning of 2026, the prices of the service have been increased in most embassies and consular offices, in some - drastically, which causes dissatisfaction among customers, and we provide the explanations. Here, we strive for the client to receive his documents as quickly as possible, at the expense of the higher fees that he is forced to pay.
When issuing the certificates, we maintained our rates from 2025, applying the rule that when converting from leva to euro, a number rounded down to a whole number is accepted. This is a relief for our clients.
What would you change in the regulations to make the process easier?
We are experiencing a major difficulty, and not only we, with cross-checks by foreign customs. We are seeing goods being detained and certificates being checked during traditional exports, especially by companies that export several times a month.
Here I would make a proposal to ease the regime, based on a trade agreement between the countries, by determining a list of companies that have traditional markets and carry out rhythmic exports.
In conclusion, what is the most important thing for the success of BIA Commerceconsult 's activities?
In science, there are many formulations and theories for achieving success in an activity. Every journey has its starting point. In the journey to success, it lies in understanding ourselves, the resources we have, and the realities of the world around us. Without this knowledge, every action we take will be meaningless. The formula is for 99% work and 1% luck. The formula for success is to minimize the importance and influence of luck on our affairs so that we do not depend on chance. And in addition to this, I believe that working with people in the team, the relationships between us are decisive for achieving success. When people are motivated, satisfied, and feel secure in their workplace, then anything can be achieved. The key word is “team spirit”.
[1] According to Eurostat data for 2025, a decrease of 2.7% was reported.
