globalcif – Global Trade Show Management & Business Consulting

Important Intercultural Tips for the Global Marketplace

International markets offer plenty of opportunities to expand and positioning your products and services in a global marketplace. It is very important that your company is providing your sales and marketing team with the right tools to do business in these markets. Coaching your teams will help them to be business and culturally sensitive, and often avoiding a serious faux pas that will end that hard earned business relationship right then and there.

Here are some tips you should communicate and implement when looking at new market. By the way, these intercultural tips and comments definitely apply to the domestic markets as well.

Make sure that you are serious about your commitment and presenting yourself accordingly. The business world will not appreciate your lack of being serious.
The best way to gain and win respect is through your accomplishments and actual results. In many cultures, the title is the initial door opener, and after you are “in” you need to show what you are all about.
It is critical that you are on time for meetings. If you are running late, you need to call and provide timely updates about your time of arrival. About every 15 minutes is adequate.
Business values and procedures in your country are not necessarily the same in the country of your international business contact. Educate yourself about their country specific business values prior to meeting.
You are invited to a business function or dinner. Now what? How do you handle the menu and when do you order? When it gets to when to place your order, just wait until you see what your hosts has ordered. Then stay one price level below their meal. Don’t order the steak when they go for the salad.
Depending on the country you will do business in, it is always wise to stay away from drinking alcohol. When your host or business partner order drinks, it is ok to order one too. Stay with one drink for the night. You might be in situation where they are testing your social behaviors. Stay under the radar.
Business cards and correct networking skills will start a lot of valuable conversations. Have plenty of business cards with you. It will be helpful to understand the “business card” customs of the country.
By the way; a business card has two sides. You should use the back of the business card as well.
In many countries it is not acceptable for you to be on a “first name” basis with clients. You need to understand the appropriate approach. It is always wise to be very respectful and take a careful approach. Learning about the corporate hierarchy is critical.
In many cultures it is important to pay a lot of attention to the title of your counterparts and their management. Pay close attention to their internal interaction. This will help you to understand their corporate structure and who is who.
When you meet with clients from around the world, there will be different ways of learning about each other. Do not be surprised or offended when the questions seem to be rather personal.
Make sure that you ask about the dress code for meetings and business events. There are cultural differences you need to be aware of and take into consideration. It is always better to overdress.

There are plenty of resources available for your company to ensure that your team and management is prepared for the step in the global marketplace.

About Global CIF

Global CIF is an Atlanta, GA, U.S.A. based trade show management and consulting firm. We have over 20 years of global trade show and consulting experience, reaching an extensive network in over 25 countries and 65 industries. Global CIF provides hands-on business solutions that enable companies to expand their reach. For additional information on Global CIF visit http://www.globalcif.com.

Contact:

Dirk Ebener, 5077 Dallas Highway, Suite 201, Powder Springs, GA 30127, U.S.A., Phone +1 (404) 424-9598 ext. 2; info@globalcif.com.

Connect with us on Social Media:

Twitter – @globalcif

Hashtags– #globalcif

Trade Show and Business Tips for Germany

More and more companies decide to participate in overseas trade shows. It is very important that you and your team understand business practices in these overseas markets. I have selected Germany for this blog. I hope you will find some new and interesting information in my blog.

Germany hosts many of the world’s largest and leading trade shows. These events are in cities like Frankfurt, Hannover, Munich, Stuttgart, Cologne, Nürnberg, and Düsseldorf. Some of the second-tier locations are starting to impact the trade show market. These cities include Leipzig, Hamburg, and Essen.
Germany is recognized as the No. 1 location for trade shows. The reason for being in the No. 1 spot is because of the state of the art facilities, innovation presented to exhibitors and buyers, and the global reach.
The leading trade show facilities in Germany are hosting about 150 global trade shows, welcoming close to 170,000 exhibitors and approx. 10 million international buyers. Almost 20% of the exhibitors and buyers come from countries outside Europe.
There are twenty-two major trade show facilities in Germany with over 29 million square feet of exhibit space. Four of the world’s leading trade show organizers are in Germany.
Trade shows are considered one of the most important B2B platforms in Germany. Exhibitor and buyers spend almost $13 billion every year at trade shows, and the economic impact of the trade show industry is estimated at about $25 billion per year.
The U.S. Commercial Service assists companies interested in participating in trade shows in Germany. You can find more information at www.export.gov.

Here are some things you should pay attention to when you are participating in a German trade show:

Business cards are not exchanged as frequently as in the USA. When exchanging business cards in a meeting it is almost like “giving access” to the personal network and contacts. Therefore, you need to treat business cards as confidential information.
Introductions are much more formal. Most German trade shows do not issue name badges. Do not rush to the person who stops at your booth. Wait until the buyer is showing interest in your company and products. Do not address the individual by his/her first name until he/she offers you this option. Germans are very formal when it comes to addressing someone by their first name.
Business titles are very important in many countries. It is important that you address the individual with his/her academic title, and the Herr or Frau (Mr. or Mrs.) when you are in conversation with them. Focus on good eye contact with your potential client.
Business etiquette at dinners is important. Here are some quick tips to make sure you are not creating a bad first impression at a dinner function. You need to wait with taking a sip or a bite until the host starts. Always use a fork and knife when eating. That also goes for fries and pizza. It is also important to have eye contact before and after raising your glass for a toast. One last, but important tip, for the coffee lovers out there. The wonderful beverage is served after the meal and way into the middle of the night.
Dinner etiquette is important. Germans take their time when they meet for lunch or dinner. Rushing through the meal is considered very rude. Your waiter will never, ever, bring you the bill unless you ask for it. If you like to have water with your meal, you should ask for it, and it will be either sparkling or non-sparkling. Alcoholic beverages are served at any time of the day. It is not unusual to see guests having a beer in the morning hours while eating their meal. One thing to keep in mind is that a German beer will take 7 minutes to draft. Be patient!
Tipping is also handled differently in Germany. A service charge is already included in the bill. When the service is outstanding, you should leave an additional 10%, and leave it at the table or hand it to your server.

I hope that this information will help you to be better prepared for your next business steps.

About Global CIF

Contact:

Dirk Ebener, 5077 Dallas Highway, Suite 201, Powder Springs, GA 30127, U.S.A., Phone +1 (404) 424-9598 ext. 2; info@globalcif.com.

Connect with us on Social Media:

Twitter – @globalcif

Hashtags – #Global CIF,

Tags – #networking, #startups, #entrepreneurs, #international business

Business Cards are your Business Ally

Today, the corporate world is moving towards all things digital. Our focus is all about sending emails, having virtual meetings, planning business travel on the iPad, scanning devices on our phones, and networking. We use our devices to immediately connect. One business tool that will not go away in the foreseeable future is the business card.

I want to share with you why I firmly believe in business cards. Business owners, startups, entrepreneurs, and people who are looking for new opportunities, should have plenty of business cards with them at all times. Most likely, you will not leave your office or home without your cell phone or credit/debit cards. Right? Consider your business card an equal ally of every business step you take. Don’t leave without it.

Networking is all about personal interaction. Shaking hands, talking about each other’s business, and exchanging business cards in person, are critical interpersonal skills. Exchanging contact information via email or text right then and there is counterproductive when it gets to building relationships. You are losing eye contact and will rush through the interaction. If you need to connect with someone after a meeting, then do that in the evening.
Business cards are your direct marketing tool and ice breaker. Your focus has to be on creating relationships. It is not about email marketing and texting. I have been in some very interesting places around the world, and had about 30-60 seconds to connect. The business card was my immediate best friend. Keep them around at all times.
Business cards represent your company and brand. Therefore, spend some “behind closed doors” time to create a strong and personal business card. Avoid the cheap “do it yourself” business cards. You do not want your company and brand associated with a bad first impression. You are handing someone a business card to stay connected. They will often judge your business based on that very first impression. Make it count!
Business cards represent your level of preparedness. It is very unprofessional to write your business information on a paper or cocktail napkin at a business reception. Do you really think the napkin will survive the night? Think again. Pulling out a business card shows that you are prepared. Make sure you have plenty of extras, and be generous with handing them out.
Business cards have two sides. Your new business contacts will hopefully ask you plenty of questions about your business. They are ready to learn about your company, the industry you are in, as well as what services or products your business offers. At one point, they are ready to write information about your company on your business card. This is the moment when your business card is ready to shine. Simply comment “You don’t have to write it all down. It is all on the back of my card.” Winner!!! Go ahead and use the back of your business card and list five or six key words or comments about your business. It works really, really well.

I hope that this information will help you to be better prepared for your next business steps.

About Global CIF

Contact:

Dirk Ebener, 5077 Dallas Highway, Suite 201, Powder Springs, GA 30127, U.S.A., Phone +1 (404) 424-9598 ext. 2; info@globalcif.com.

Connect with us on Social Media:

Twitter – @globalcif

Hashtags – #Global CIF,

Tags – #networking, #startups, #entrepreneurs, #international business

Building Relationships through Effective Networking

Businesses owners, startups, and entrepreneurs are continuously looking for new prospects, positioning their brand, and reaching new customers. Most entrepreneurs, startups, and small business owners are attending industry conferences, seminars, trade shows, and networking events. Finding the right networking platform is critical for their corporate and professional growth.

Effective business networking is not at just about landing the next big sale or connecting with a business contact you have tried to connect with. Successful networking must focus on creating relationships. You need to establish strong relationships, trust, and a positive image within our existing and ever expanding network.

Here are some tips you should keep in mind when you are looking at networking opportunities.

Successful networking is about being genuine and authentic. You need to create relationships that are built on trust and finding out how you can help others. Don’t fake it. It will not help you one bit. It will discredit you and your company.
Define your goals prior to participating in networking meetings. Without a very clear vision and goals why you are attending these events, you are wasting your time and money. On top of that, you will look unprofessional to the other people in the room. The best way to prevent this from happening is to select familiar industry groups and meetings that will help you to achieve your goals.
Connect with industry contacts who have the same interests. Attend events where to meet people who have the same business interests and positive attitude. Prior to attending a meeting, look at the list of participants, reach out the them, and ask them about their experience. It also helps to take a closer look at the meeting organizers.
It is great to be the Go-To Person. Successful networkers are “Givers”. They want to support you, knowing that their support will turn into support when they need support in return. Sharing valuable information will put you and your business on the top of the list when they need your expertise.
Communicate a clear message about what you do. Networking is all about the less than sixty second opportunity. You need to communicate to others what you do, how you differentiate your business from your competition. Be brief and precise enough to put that message on the back of your business card.
Waiting days to follow up is bad for the business. Immediately follow up on meetings and referrals. When people other businesses start providing you with contacts within their network, your action, or the lack thereof, will be a reflection on them. Therefore, follow up with the business contact or referral the very same day and let your contact know that you followed up.
It is important to be recognized as a “Giver and not “Taker”. Many networking meetings are an excellent opportunity to share what you are looking for. It is always great to offer your expertise before asking someone to do something for you.
Global networking is a complete different topic. When you are attending events, conferences, and trade shows, you must be prepared to shift your attention to cross-cultural awareness. If you are traveling overseas, you should consult with an expert to receive appropriate training.

We hope that this information will help you to be prepared for your next networking meeting.

About Global CIF

Contact:

Dirk Ebener, 5077 Dallas Highway, Suite 201, Powder Springs, GA 30127, U.S.A.,
Phone +1 (404) 424-9598 ext. 2; info@globalcif.com.

Connect with us on Social Media:

Twitter – @globalcif
Hashtags – #Global CIF,

Important Questions and Answers to Determine your Trade Show Strategy

There are thousands of trade shows, industry conferences, and specialty events around the globe. Trade shows are by far the leading marketplace when it comes to introducing products and services to a global business audience. Buyers from all around the world are spending their hard-earned Euros, Dollars, etc to create new business opportunities and making on-site purchasing decisions. It is your responsibility to reach out to these business leads and bring them to your trade show booth.

It is important that your trade show team and management discuss the following questions to ensure a successful trade show strategy.

How will you integrate the trade show with your corporate business plan and marketing activities?
Why would domestic and international buyers purchase your products and services?
How can you create traffic to your booth and what how can social media support pre-show marketing?
Do you understand the demographics of the trade show?
Have you clearly identified your buyers?
How can you identify and connect with various attendee groups?
Do you know other exhibitors who might be interested in creating sales opportunities with you?
Is your competition participating in trade shows and what is their approach and message?
Do you really know your competitors? Is your team aware of their business approach, strengths and weaknesses?
How will your team interact with domestic and international buyers who come to your booth? Are they prepared to communicate with them accordingly?
Is your team able to adjust to cross-cultural differences?
What are the results management is expecting from you and your team as a result of the trade show?
Who will be in charge of following up on leads and when will your team follow up?

There are plenty of resources for your company to ensure that your trade show is successful. You can connect with industry associations, trade show organizers, one of the departments of commerce, or trade show consulting companies like Global CIF.

About Global CIF

Global CIF is a Metro Atlanta based trade show management and consulting firm. We have over 20 years of global trade show and consulting experience, reaching an extensive network in over 25 countries and 65 industries. Global CIF provides hands-on business solutions that enable companies to expand their reach. For additional information on Global CIF visit http://www.globalcif.com.

Contact:

Dirk Ebener, 5077 Dallas Highway, Suite 201, Powder Springs, GA 30127,
Phone +1 (404) 424-9598 ext. 2; info@globalcif.com

Connect with us on Social Media:

Twitter – @globalcif
Hashtags – #tradeshowtalk #tradeshowtips