“Doing Business in Germany“ – Ein Ratgeber für erfolgreichen Vertrieb auf Messen

Buchvorstellungen

Sebastian ZangGeschrieben von:

Ansichten: 86858

Etwa zwei Drittel der weltweit führenden Messen finden in Deutschland statt, darunter die IAA (Frankfurt), bauma (München), Hannover Messe oder die CeBIT (Hannover). 150 Messen. 180.000 Aussteller. 10 Millionen Besucher. Richtig genutzt, kann der Besuch auf einer Messe wichtige Geschäftskontakte anbahnen oder den Anschluss von Unternehmen an wichtige Trends sicherstellen. Die Autorin Andra Riemhofer (vgl. auch das Buch Erfolgreich als Expat in Delhi) gibt Unternehmen in Indien einen Ratgeber für erfolgreiche Messebesuche an die Hand; immerhin 38.000 Besucher kommen jährlich aus Indien auf deutsche Messen.

Ein Abschnitt des (englischsprachigen) Buches ist zunächst kultur-unspezifisch, es geht um Tipps für Vorbereitung für einen erfolgreichen Messebesuch. Dies beginnt mit einer Herausarbeitung der Zielsetzung für einen Messebesuch. Statistisch verteilen sich die Motive im Übrigen wie folgt: Information zu Innovationen und Trends (67%), Informationsbeschaffung generell (64%), Austausch von Erfahrungen und Informationen (56%), Pflege von Geschäftsbeziehungen und Wissensaufbau (48%), Marktbeobachtung (42%). Das Buch gibt Tipps für die Vorbereitung, um einmal gesteckte Ziele zu erreichen: Auswahl relevanter Messen, Recherche zu Ausstellern, Arrangement von Meetings mit Ausstellern im Vorfeld, etc.

Der Leser erfährt etwa auch, welche (elektronischen) Mittel für Voranfragen oder die Buchung von Meetings bereitstehen. Ein Beispiel: The world’s leading trade fair for the medical industry, MEDICA, offers a service which they call MEDICA Matchmaker, through which buyers can send questions to exhibitors anonymously and without obligation to identify themselves: “Your identity will remain confidential; after receiving an answer from a MEDICA exhibitor, you can decide if you wish further contact by communicating your address,” says the organiser.

Der größere Teil des Buches liefert dem indischen Besucher Tipps dazu, wie er sein Kommunikationsverhalten an der Geschäftskultur in Deutschland ausrichtet. So handelt es sich bei Deutschland um eine Low-Context-Kultur, während Indien eine High-context-Kultur ist; Beziehungen spielen in Indien bekanntermaßen einer größere Rolle, das führt zu unterschiedlichen Erwartungen an die Kommunikation. Inder beispielsweise benötigen weit mehr kontextueller Informationen: Mit wem sprechen sie? Welche Beziehung hat diese Person mit dem eigenen Unternehmen? Deutsche hingegen sind primär in produktbezogenen Fakten interessiert, technischen Details. Ruben A. Hernandez, in his book Presenting across Cultures, explains: “No real relationship-building phase is needed when doing business in Germany. It is a task and achievement-oriented culture that will examine any idea, product or service on its own merits.”

Geradezu amüsant zu lesen die Hinweise zur Pünktlichkeit: What we mean by “pünktlich”: Germans are not very used to coping with the unexpected; since everybody pretty much sticks to the rules, most of the time, things are “under control”. The standard German household does not employ a driver, who might not show up in the morning because of some personal issues (we do not have drivers at all!). Only very rarely would heavy rains or snowstorms foil our plans – and if it happens, we are in a perceived state of national emergency, and the weather conditions are all over the news.

Kurzum: Dieses Buch können Sie sehr gut als Orientierung empfehlen für indische Geschäftspartner bzw. Unternehmer, die entweder einen Messebesuch planen oder den deutschen Markt erschließen möchten und hierfür erste Kontakte benötigen.

Den Ratgeber „Doing Business in Germany. Visiting Trade Shows for Indian Executives“ (Veröffentlichszeitpunkt: 27. July 2017) können Sie unter folgendem Link als Kindle-Version erwerben: Download eBook

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