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Authors: Varios autores
Tags: Divulgación, Idiomas
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behaviour.
Recruiting salespersons from the target country
For international business, it
is more sensible
to attract employees that
are natives of
the target country. An example for this is a medium-sized machine builder
from the vicinity of
Darmstadt. He
preferentially assigns
internships to students that
hail from
Poland or the Czech Republic. They in turn assist him when he visits customers in Kattowitz or Pilsen. The
entrepreneur’s
goal: He is
tapping
sales talents for the Eastern European markets who are capable of adjusting easily to the mindset of their fellow countrymen.
It is popular practise
to appoint
a local partner as a
principal agent
in the target country. Then it is their mission
to weave
a nationwide network with other commercial agents.
Reciprocal advantage
This exact path, for example, was ventured on by the “Mini Mundus Hobby GmbH,” a manufacturer ofcollectable miniatures from Dreieich in Hessen. The medium-sized company had made the decision
to gain traction on
the American continent. For this purpose, Barbara Elster, an American who is already selling similar products in the United States,
was commissioned
to take over the chief agency.
The cooperation proves to be worthwhile for both: With Barbara Elster, the German company acquired a sales partner who is familiar with the American way of life and who is already collaborating with many American commercial agents. And Barbara Elster gained a new and
sales-boosting
product line for her sales network.
Master-franchising for quick market success
Franchise systems are a good solution when foreign markets need to be tapped in the shortest time possible. In this case, it is not a chief agent but a master
franchisee
, who is building a sales network for his client.
An example for this is “Eurologos,” a service provider from Brussels. The company had set the goal to establish a global network of translation bureaus within a few years, relates CEO Franco Troiano. The core of his success strategy was to find
a seasoned pro
in the
respective
target country, who would be able to build and manage a franchise system there,
“Someone who speaks the language, knows the business ways and is in touch with the markets there,” says Troiano.
The result: Within a few years, the company was able to establish itself in 30 countries and is going on 100 countries by the end of this year.
Palabras para recordar
across borders: in foreign, far-off, or distant countries, overseas
to attune to: to adjust to, to adapt to, to familiarise oneself with
mindset: way of thinking, attitude, mentality, frame of mind
grave: vital, crucial, critical, serious, significant
to display extra caution: to show evidence of added carefulness, attention, heed, watchfulness, or concern
to stem from something: to arise from, originate from, be rooted in, or derive from something
with regard to: concerning, about, on the subject or matter of, as regards
to be more sensible: to be more judicious, sagacious, prudent, perceptive, or farsighted
to be a native of: to be a citizen or national of
from the vicinity of: from the surrounding area, neighbourhood, locality, or district of
to preferentially assign: to make a point of allocating, allotting, giving, or apportioning
to hail from: to come from, to be a native of, to be born in, to have one’s roots in
entrepreneur: businessman, business owner, enterpriser
to tap: to draw on, to use, to make use of, to utilise, to put to use, to exhaust, to exploit
to appoint: to designate, to nominate, to select, to choose, to settle on, to decide on
principal agent: chief or general representative
to weave: to create, to put together, to contrive, to make up, to fabricate
reciprocal: mutual, give-and-take, joint, shared, equal, corresponding
to gain traction on: to establish oneself on, to gain access to the market on, to break into the market on
was commissioned: was authorised, empowered, or accredited
sales-boosting: sales-increasing,
Recruiting salespersons from the target country
For international business, it
is more sensible
to attract employees that
are natives of
the target country. An example for this is a medium-sized machine builder
from the vicinity of
Darmstadt. He
preferentially assigns
internships to students that
hail from
Poland or the Czech Republic. They in turn assist him when he visits customers in Kattowitz or Pilsen. The
entrepreneur’s
goal: He is
tapping
sales talents for the Eastern European markets who are capable of adjusting easily to the mindset of their fellow countrymen.
It is popular practise
to appoint
a local partner as a
principal agent
in the target country. Then it is their mission
to weave
a nationwide network with other commercial agents.
Reciprocal advantage
This exact path, for example, was ventured on by the “Mini Mundus Hobby GmbH,” a manufacturer ofcollectable miniatures from Dreieich in Hessen. The medium-sized company had made the decision
to gain traction on
the American continent. For this purpose, Barbara Elster, an American who is already selling similar products in the United States,
was commissioned
to take over the chief agency.
The cooperation proves to be worthwhile for both: With Barbara Elster, the German company acquired a sales partner who is familiar with the American way of life and who is already collaborating with many American commercial agents. And Barbara Elster gained a new and
sales-boosting
product line for her sales network.
Master-franchising for quick market success
Franchise systems are a good solution when foreign markets need to be tapped in the shortest time possible. In this case, it is not a chief agent but a master
franchisee
, who is building a sales network for his client.
An example for this is “Eurologos,” a service provider from Brussels. The company had set the goal to establish a global network of translation bureaus within a few years, relates CEO Franco Troiano. The core of his success strategy was to find
a seasoned pro
in the
respective
target country, who would be able to build and manage a franchise system there,
“Someone who speaks the language, knows the business ways and is in touch with the markets there,” says Troiano.
The result: Within a few years, the company was able to establish itself in 30 countries and is going on 100 countries by the end of this year.
Palabras para recordar
across borders: in foreign, far-off, or distant countries, overseas
to attune to: to adjust to, to adapt to, to familiarise oneself with
mindset: way of thinking, attitude, mentality, frame of mind
grave: vital, crucial, critical, serious, significant
to display extra caution: to show evidence of added carefulness, attention, heed, watchfulness, or concern
to stem from something: to arise from, originate from, be rooted in, or derive from something
with regard to: concerning, about, on the subject or matter of, as regards
to be more sensible: to be more judicious, sagacious, prudent, perceptive, or farsighted
to be a native of: to be a citizen or national of
from the vicinity of: from the surrounding area, neighbourhood, locality, or district of
to preferentially assign: to make a point of allocating, allotting, giving, or apportioning
to hail from: to come from, to be a native of, to be born in, to have one’s roots in
entrepreneur: businessman, business owner, enterpriser
to tap: to draw on, to use, to make use of, to utilise, to put to use, to exhaust, to exploit
to appoint: to designate, to nominate, to select, to choose, to settle on, to decide on
principal agent: chief or general representative
to weave: to create, to put together, to contrive, to make up, to fabricate
reciprocal: mutual, give-and-take, joint, shared, equal, corresponding
to gain traction on: to establish oneself on, to gain access to the market on, to break into the market on
was commissioned: was authorised, empowered, or accredited
sales-boosting: sales-increasing,
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