How late is late? A knowledge of the culture will go a long way to boost your chances of securing business.
Business people in these markets do not want to work with somebody who just wants to make a sale before flying to the next distributor. A Kazakh, Russian or Ukrainian businessperson will take you more seriously if you demonstrate knowledge of their country. This may include a few words of the language, a little knowledge of history and culture, or a knowledge of business practice. A little knowledge here can go a long, long way.