Doing Business in Germany : Visiting Trade Shows for Indian Executives E-Book

Andra Riemhofer

• Herausgeber: ANDRA
• Kategorie: Fachliteratur
• Sprache: Englisch
• Veröffentlichungsjahr: 2017

Beschreibung

Visits to German exhibitions are very popular amongst market participants from Asia. India currently ranks second when it comes to the number of visitors from the region; in 2015, about 38,000 executives from the subcontinent attended German trade fairs. Whether to visit one of the around 150 international events hosted every year is a big decision that needs to be thoroughly thought through. Business travellers need to carefully consider the financial investment, and take into account the time spent away from the office and family. Only those who know the peculiarities and differences of the various industry events they’re considering attending will be able make a qualified decision when investing their time and money. As a visitor, you need to be clear about what you want to achieve and how to prepare your journey accordingly. If doing business with Germans is the top priority of your expedition, you must acquaint yourself with the mentality and business culture. You will also need to decide where to stay, how to get around, and what you can bring back from the trip for your friends and family. Visiting Trade Shows for Indian Executives is the second volume in a series of books on Doing Business in Germany, targeting business owners and managers who want to increase their presence in this market. Readers will benefit greatly from this concise and practical how-to manual, in which several top industry experts from both Germany and India have shared their advice on the above questions. Focussing on Indo-German business relationships, this e-book provides many examples of how and why culture matters. The author is a renowned German business consultant in the field of intercultural communications and cooperation; most of her clients are from India.

Leseprobe

Andra Riemhofer

Doing Business in Germany : Visiting Trade Shows for Indian Executives

Imprint

Doing Business in Germany : Visiting Trade Shows for Indian Executives.

Andra’s Quick Tips on Business Culture, Volume 2 Copyright © 2017 by Andra Riemhofer

ISBN: 9788822814791

All rights reserved. No part of this publication may be reproduced, distributed, or transmitted in any form or by any means, including photocopying, recording, or other electronic or mechanical methods, without the prior written permission of the publisher, except in the case of brief quotations embodied in critical reviews and certain other noncommercial uses permitted by copyright law. For permission requests, write the author at the address below or send an e-mail to [email protected] . ANDRA : Intercultural Business Facilitation Attn: Andra Riemhofer Alramstrasse 27 / 5th Floor D-81371 Muenchen (Munich) GERMANY Cover design: © [email protected] Also by the author: Riemhofer, Doing Business in Germany : Exhibiting at Trade Shows for Indian Managers Järvenpää/Riemhofer, Erfolgreich als Expat in … : Mumbai Järvenpää/Riemhofer, Erfolgreich als Expat in …: Delhi Riemhofer, Interkulturelle Kinder- und Jugendliteratur : Lesen auf eigene Gefahr

UUID: 19ecff12-9ab4-11e7-945d-49fbd00dc2aa

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Contents

Preface

Acknowledgements

1 What Trade Show(s) Should you Visit?

Know the Key Facts and Figures

Be Clear About what you want to Achieve

Make use of the MyFairs App / AUMA Database

Hands-on Advice from Industry Experts

2 How can you make the most of your Visit?

Prepare well and Arrive Relaxed

Use Official Tools and Applications

(Try to) Arrange for Meetings

Hands-on Advice from Industry Experts

3 How should you talk to Germans?

Be Aware that Culture Matters

Adapt your Presentation and Sales Collaterals

Be Prompt and Honour the Agenda

(Quickly) Get to the Point

Spell out what you Want

Stick to the Rules

Etiquette (Dos and Don’ts)

Follow Up soon and Nurture your Leads

Hands-on Advice from Industry Experts

4 What else do you need to Know?

What to Wear

Where (not) to Stay

How to get Around

Why to plan some Extra Time

What Souvenirs to Hunt For

Hands-on Advice from Industry Experts

The Author

Credits

For Aarti, Amit, and Sachin – hope to see you again soon!

Preface

German trade shows are the place to be if you want to learn about the latest technologies, update yourself on international market trends, and meet potential business partners from all over the world. According to the Association of the German Trade Fair Industry (AUMA), around two-thirds of the world’s leading trade fairs take place in Germany. Every year, around 150 international trade fairs and exhibitions are hosted in the very heart of Europe, attended by 1.8 lakh exhibitors and around 1 crore visitors.

Visits to German exhibitions are becoming more and more popular amongst market participants from Asia. For many, the opportunity to meet a great number of leading companies and specialised businesses from Germany is the key argument to pack their suitcases. According to data published by AUMA, India currently ranks second when it comes to the number of visitors from the region; 38,000 visitors from the subcontinent visited German trade shows in 2015.

Whether to travel as far as Germany from India to attend a trade fair is a big decision that needs to be thoroughly thought through; you need to consider the financial investment as well as the time spent away from the office and family. You must also know the key facts and figures about the industry and events, to be able to evaluate which show will best suit your purpose and goals. Visitors need to be clear about what they want to achieve and prepare well to make the most of their visit. If doing business with Germans is the top priority, you must begin your preparation by becoming acquainted with the mentality and business culture. All these topics are covered in the book. To make your stay memorable, it also provides some hands-on advice on where (not) to stay, how to get around, and what you can bring back for your friends and family.

The philosophy behind Doing Business in Germany : Visiting Trade Shows for Indian Executives is simple; very often, being aware of the small things can make a big difference. Newcomers who are still contemplating whether they should give trade fair participation a try will benefit greatly from the hands-on advice on how to decide whether (or not) to attend a German trade show, and how to prepare themselves for the fair, arrange for meetings, and speak to German executives. Business owners and executives who are already somewhat experienced but still unclear about the basic things they should consider doing differently to be more successful will also find the book very useful.

Munich, August 2017