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USA Partnership

For the past 20 years, International Team Consulting has been committed to empowering our clients to achieve their business goals, providing practical services and professional assistance to reach their overseas objectives, while applying our extensive experience and knowledgeable counsel with proven results.

Now, we are proudly announcing our partnership with Santiago Lopez-Guix, our long-time collaborator for the U.S. market and a key ally in the development of transatlantic projects.

For the nearly 50 million SMEs in the United States and Europe, the core challenges are well defined: In a globalized economy, the ability of companies to reach out to consumers, discover new business opportunities and bring their products and services to markets across geographies is often essential to success and driving brand growth.

 In our commitment to deliver world-class services to assist companies with their Internationalization Plans, participate in Trade Missions or International Buyer Program, have access to RFBs, organize a Trade Fair, perform a Market Research and other overseas projects, we are confident that the expansion of our existing network offers a strategic advantage to the services we provide.

Based out of Nashville (TN), Santiago manages of our U.S. Office of Business Liaison. He is responsible for shaping the strategy and vision for IT·C’s presence in the U.S., including working with our network of partners in other offices around the globe to focus on action-oriented, enduring and repeatable results for our clients.

 Our location in Nashville provides us with privileged presence in the Health Care Industry Capital of the U.S., at the centerstage of an industry that comprises Pharmaceutical Products, Optics and Medical Instruments, 2 of the top 5 top export & imports categories (2-digit HS) of goods traded between the U.S. and the European Union (See also, Health IT by The Brooking Institution).

 Neighboring Memphis, was named nation’s No. 1 logistics hub in 2011 and, since then, is also known as The Logistic Hub of America, for its unparalleled logistics infrastructure and intermodal advantages. While playing a principal role in foreign trade, Memphis offers opportunities for infrastructure developers and services related to logistics sector.

 More so, our central geographical location also strengthens our capability to manage inbound and outbound projects with greater flexibility across the nation.

 Our European offices in Barcelona, Paris and Berlin are instrumental in providing a streamline workflow and efficient communications, valuable to our transatlantic services while offering genuine benefits to European and American companies alike. Our team of expert consultants has over 30 years’ experience managing export departments and developing international business for private companies and public bodies.

 As part as our transcontinental outreach, our global network of offices, such as Sao Paolo ‘s operating as our foothold in the Latin American region. And a well-established network of partners complements our overseas operations, with hands-on experience in the North Africa (Morocco, Tunisia and Algeria) and Senegal, as well as, Russia China and India. All throughout of network, our team of consultants comprises multilingual experts in very diverse and wide-ranging industries.

Our Internationalization Consultancy at a glance

Internantional Team Consulting Presentation Infojpg Page1

Analysis ITC annual acivity.

Learn more about us at a glance!

Our consultancy is specialized in export and company internationalization, generating more than 1000 new sales opportunities for our clients every year.

We count with our team’s more than 30 years of practical experience in export and company internationalization. We have worked in multiple countries, primarily in France, Germany, Belgium, the Netherlands, the United Kingdom, Italy, Scandinavia, Morocco, Algeria, the United States, Mexico, Brazil, Colombia and Chile.

Amongst the 200 projects that we carry out each year, the most commonly carried out are the international sales agent search, as well as the search for distributors and importers. Our star product is the Export Manager service; during which we become the export department of our clients’ company. We make it our goal at all times to provide strategic value and to optimize the international promotion resources of our clients, conducting final client searches and generating sales on an ongoing basis.

We hold experience in all kinds of sectors: the food and drink industry, packaging, electronics, ICTs, biotechnological, health, metallurgy, creative arts, machinery, textile, home, and many others.

HOW TO EXPORT TO GERMANY, 10 KEYS; INDUSTRIAL PRODUCTS AND SERVICES

The Hannover Messe currently hosts around 6,500 exhibitors and receives over 225,000 visitors per edition, it has become a paragon  of industrial trade shows. 60% of the exhibitors are from non-German nationalities as well as 30% of the visitors, which confirms that the fair is not only of great importance in Germany but it has also escalated at the international level. The Hannover Messe has its origins in the Hannover Export Fair, which first took place in 1947. In addition to assisting to a top industrial fair, visitors and exhibitors have; exporting to Germany amongst their main goals for the Hannover trade show.

Each year, Hannover becomes the world meeting point for industrial companies, it becomes a space for the promotion of international trade and closes its doors with approximately 5.6 million new commercial contacts. The event’s great renown and rapid growth has brought about the need to produce a Spin-off trade conference: the CeBIT, with the intention of including multiple emerging ICT sectors, and all of those related to the digitalization of business. Despite the creation of this new trade show, new sectors linking emerging technologies to the industrial sector, such as; industry 4.0, cobots, smart supply/smart factory technologies, or the artificial intelligence applied to the industry; can also be found in the Hannover Messe fairground.

The trade show’s success is not surprising, given Germany’s huge industrial capacity in conjunction with its export and import power. It’s the 3rd country in the world ranking in number of exports and imports, as well as the strongest economy in Europe.

In the context of the Hannover Messe 2018; ITC (International Team Consulting) as an International Trade Consultancy, specialized on working with SEMs and helping them extend and consolidate their sales in the German market; would like to present to you 10 keys to commercializing industrial products and services in Germany.

  1. Market prioritisation: Before taking the plunge into exporting to Germany, you should ask yourself the following: Is Germany the best market for my product? This is a question that will only be answered with almost absolute certainty after having conducted a market prioritisation study. In this document; determine which factors are key in the commercialisation of your product and prioritise the international market which presents better opportunities. If Germany can be found amongst this favourable markets, go ahead!
  2. Thorough Market Research: complete the prioritisation with market research. The exporting process to Germany presents several distinctive features in the same way your domestic market and all other international markets do. Don’t forget to conduct an extensive market research to confirm if your product or service has real success opportunities in the German market. You must remember that Germany usually asks for specific homologations and certifications to their clients/suppliers; even if you have the appropriate European certification, there might be several more that you have to present that are unique to Germany. Likewise, you should determine how they commercialise their industrial products and services, establish as well their national and international competition which will help you determine the best entry channel (input channel) for your product. Prices and other ways of promotion should also be resolved at this stage.
  3. International Promotion Plan: it is world-renown that German culture requires order and organization. Establish a clear action plan in the country, and be ready for your German potential clients, agents and distributors to inquire about said document. You only need a brief report presenting your companies objectives and sales strategies in the country from a short, medium and long-term perspective. Elaborate this document for internal distribution, as well as to present to your possible clients. This document is an indicator of you company’s seriousness toward the German market.
  4. Recognise the German regions with a greater possibility of success for your product: during your market research, market prioritisation and action plan elaboration you should pay special attention to your target regions in order to achieve an organized and satisfactory internationalisation. Germany offers commercial opportunities throughout all its territory, but depending on your specific type of industry, you might find territories which concentrate a greater number of potential clients and some specific clusters. A good example is the Rin Ruhr region (Düsseldorf, Köln, Essen, Dortmund, etc.); which has a very strong metallurgic industry. Bavaria, Dresden, Bremen and Hamburg also have a very powerful industrial sector. But for the most par the potential clients are scattered all over the German territory. When preparing a trip you have to keep in mind that you will be travelling considerable distances and it can be very profitable if you figure out beforehand which regions have a higher concentration of clients from your sector.
  1. Knowledge of German is important and it conveys trust: many Germans are fluent in English nowadays, but not everyone is; in some regions of former GDR, Russian is still predominant as a second language. Therefore; having a member of your team who speaks good German, and keeping all the promotional and commercial documents translated, will grant you a great advantage. It becomes a new indicator of professionalism and demonstrates the company’s strong bet for the country; as well as instilling the impression that your after-sales support, will be offered with the same ease as if they were to work with a German supplier. Currently we are all able to offer the highest quality at a good price; Fluency in German will set the difference!
  2. Certifications/Homologation: yet again, if you enter the German market trying to sell a product without acquiring all the necessary certifications, homologations and/or quality guarantees that the market requires; wait until you obtain them. Don’t take the trouble to start making contacts because you will not be prepared for the demands of the market. You must always keep in mind that you will be going up against the most powerful industrial sector in Europe.
  3. Patience, determination and persistence: the German market requires a lot of work. As a potent market it is also very selective and competitive. When it comes to exporting to Germany, it’s a matter of continuing to try with continuity, even if you may feel defeated at times. Hard work and patience definitely entails a very rewarding outcome in this market. As it was mentioned before; take your time, do a good job, persist, be prepared and you will be successful.
  4. Choosing the pertinent entrance Channel according to your product: a very important share of the success of a company’s internationalization process is determined by weather a company chooses the appropriate entrance channel to the country or not. It is of vital importance to dedicate time and effort to choose the best option for your enterprise. Some options could be: No matter if the choice is one or more distributors or one or several independent sales agents; it is important to investigate in order to make sure that it is the right channel for your product since not all channels work well for every product.
  5. Visit an industrial trade show in Germany: there’s nothing of greater importance than having an extended knowledge on the workings of the country you want to export to. Attending industrial trade conferences in Germany will provide you with essential information on de the German modus operandi; the technologies they use and they prefer, the products they have, the products they need the most, etc. Mind you, your first trade show visit should be an evaluation mission, you should go as an observer to be able to bring back with you as much information as possible. On the other hand, making the decision to become an exhibitor at one of these trade conventions, will set you before the international arena, which can be very beneficial for your company, but in this case, you can also not expect to receive visits from German contacts during the first year. It is very common to receive visits from multiple nationalities, except for Germans if you do not already have clients, sales agents, or distributors in Germany. To receive visits from the market; the trade show needs to be planned and arranged a year in advance by conducting research and face to face visits beforehand. Not planning out and preparing for a trade show is a big mistake that can drive your attempt to be unsuccessful.
  6. Regional and subsector trade conventions: Germany is a very vast country, and it has a very broad industrial sector. Look into regional or smaller size national trade shows and make one of them an obligated appointment before attending the bigger events.

As you may be able to recognize by now, exporting to Germany is not an easy task. Nevertheless, our experience has shown us that following these steps; the return on the investments will be considerably higher to that of other European states.

For further information on how to export to Germany please contact:

Júlia Farré

Co-Partner and Senior Consultant

jfarre@int-team.com

If you are good, why don’t they know it?

IF YOU ARE GOOD WHY DON’T THEY KNOW IT

In the context in which we find ourselves today, with tools increasingly innovative and  disruptive, we are constantly being examined by our clients. They evaluate compare us to others and in many cases they leave, without a trace or a complaint. And it’s very common that most relevant companies, in some cases leaders in their respective sectors, leave the communication and marketing of their brand in the back burner in order to  focus on what they consider the core of their business.

Hence the importance for a company to work on and develop a solid argumentation in order to pass on their worth. A useful tool to elaborate  said argument is the “Elevator Pitch” format. This tool was adopted in the 80s by entrepreneurs to attract the attention and financing of potential clients and investors. this method can be adapted to any company and sector; It involves a 2-3 minutes presentation during which you must grasp  the  client’s interest. And although it seems like it is easy, it is not! It requires many hours, sessions of Brainstorming and practice to prepare a good presentation. But overall, it needs implication from the whole team and every department.

Once we have been able to define and communicate our competitive advantage, the price ceases to be the most strategic move for the client and becomes just another point during the assessment of the offer. We must not forget that the sale, like life, is a matter of nuances and that whoever is able to touch the emotions of the client, by endowing his product with the attributes that he values the most, wins the game.

We only have one boss, which is the client so we need to meet his expectations.

Raquel Maquieira, Director of the Galice Offices and Senior Consultant