ITC organised this event in Stuttgart in which Spanish manufacturers from the metal industry met with German Sales Agents from the sector.
On the 12th June this year a total of 50 meetings were held in Stuttgart between commission agents and 10 Spanish companies all members of the Metallurgical Industries Manufacturers’ Union (CENTREM) which provides help to its members in developing their overseas trade. International Team Consulting worked with Centrem to select the participants, defining the profiles of the sales agents that fitted with the size of the individual participants, the bespoke search for each agent and, finally, the filtering of these contacts with the goal of matching individual agents to particular companies.
This is a made-to-measure service for each company which means that companies offering a very wide range of diverse products and services within the metal industry were able to get together with partners who are already representing complimentary products and have an established client base in Germany. The companies from Spain covered such diverse products as bolts and screws for the construction industry, chucks and tools for machine tools, machined parts for flexography machinery, valves for the food industry, machined parts for the automotive industry, pumps, valves, stairs and stepladders for construction and small series machines parts for the graphic and food industries.
In the post-meeting questionnaires, participants said:
- 100% evaluated the results as EXCELLENT (33%) VERY GOOD (67%) as to achievement of the pre-established goals.
- 100% qualified the services and attention received from ITC as EXCELLENT (56%) and VERY GOOD (44%).
The main aim of the event was to put the manufacturers in touch with the right people, set up a lasting and stable sales representation and to establish business plans between the German agents and Spanish companies.
It is vitally important that proper follow-up and continues after the initial meetings and negotiating agreements. We cannot stress enough the importance of continuing contact with the sales agent, paying great attention to the need for product training and continual support of the agent by the factory.