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Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
Europe- Colombia
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Europe- Colombia

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  • 1. Europe orientation What do you know about Europe?
  • 2. What do you know about Europe? How many countries are in the EU?
  • 3. What do you know about Europe? How many countries are in the EU? 28
  • 4. What do you know about Europe? Which country came in as last?
  • 5. What do you know about Europe? Which country came in as last? Croatia
  • 6. What do you know about Europe? Is Romania a member? Yes / No
  • 7. What do you know about Europe? Is Romania a member? Yes / No
  • 8. What do you know about Europe? How many languages (officially) are spoken in the EU?
  • 9. What do you know about Europe? How many languages (officially) are spoken in the EU? 24 Not: Austria, Belgium, Cyprus, Luxembourg
  • 10. What do you know about Europe? Which of following countries have the Euro (€) as currency? Denmark, Cyprus, The Netherlands, Sweden, Slovenia, Estonia, Lithuania, Latvia, UK, Greece?
  • 11. What do you know about Europe? Which of following countries have the Euro (€) as currency? Denmark, Cyprus, The Netherlands, Sweden, Slovenia, Estonia, Lithuania, Latvia, UK, Greece?
  • 12. What do you know about Europe? How many Kingdoms do we have in the EU?
  • 13. What do you know about Europe? How many Kingdoms do we have in the EU? 6 Belgium, Denmark, Holland, Spain, Sweden, UK
  • 14. Key facts of the EU: • 28 member states as per July 2013 • 507 million consumers – 382 million in “old” EU-15 – 125 million in “new” EU - 13 • Euro (€) common currency for 18 member states (excl. UK, Denmark, Sweden, 7 new EU countries)
  • 15. • Largest trading bloc in the world • € second trading currency after US$ • vastly different standards of living, consumption habits and cultures between and within EU countries • Different distribution structures • 24 different (official) languages • (over) regulated markets • http://ec.europa.eu/publications/booklets/eu_glance/66/index_en.htm
  • 16. • an ageing population (2020 – 45% over 55 years) • growing 1 and 2 persons households (singles, ‘dinkies’, divorcees) • increase of non-European population • increase of women (re) entering the workforce • stable food consumption; switching between products (battle for the stomach)
  • 17. Europeans
  • 18. Cultural diversity in the EU: • In Germany everything is forbidden unless it is allowed • In the UK everything is allowed unless it is forbidden • In France everything is allowed even if it is forbidden
  • 19. Cultural diversity has a great impact on: • products • different apple varieties for different countries • different packing • different sizes •bananas in Italy and The Netherlands • business morale (payment, credit terms)
  • 20. Different cultural clusters in the EU 1. Anglo/American • task oriented • competitive • direct in communication • individual • decentralized • tough UK, USA, Australia, New Zealand
  • 21. Business implications: • come straight to the point • take initiative • sell yourself and your product • be decisive and assertive
  • 22. 2. Scandinavian • autonomy • decentralized • direct in communication • consensus building • informal • little/no hierarchy The Netherlands, Denmark, Sweden, Finland
  • 23. Business implications: • be ‘nice’ • build consensus • work-life balance • delegated authority
  • 24. 3.Pyramid/paternalistic (family) • strong hierarchy • centralized (top down) • formal • procedures • follow orders • relationship important France, Belgium, Spain, Italy, Portugal, Greece
  • 25. Business implications • follow hierarchy • formal (written & unwritten) • relationship oriented • no delegated authority
  • 26. 4.German • autonomy • need for structures • formal • focused on processes and details • expertise important Germany, Austria, Poland, Hungary, Czech Republic
  • 27. Business implications • facts and figures • proven expert • precision and detail • reliability • punctuality
  • 28. Dutch importer: • informal; quick to use first names • direct in approach • expect exporter to take initiative • empowered to make decisions • task oriented; no extensive social talk • quick to ask price • dislikes display of wealth • adheres to strict deadlines • no lunches or dinners
  • 29. French importer: • formal; not too direct • likes shaking hands • buyer often not empowered to take decisions • chauvinistic; requires French to be spoken • rather arrogant; treats seller as lower in status • building of relationship essential • patience is important virtue • dress correctly and conservatively • first names are not used
  • 30. British importer • rather formal; direct approach • beware of understated use of language • treats sellers as equal • gives opportunity to impress and sell yourself • interested in track record of exporter • irritated by small talk and formalities • appreciates own opinion, initiatives and assertive communication
  • 31. Italian importer: • polite, formal; no first name basis • address with title and last name • like formal dress and etiquette • expect you to sell yourself; exaggerate a bit • loves style, quality and design • foreign languages sometimes weak point • often not empowered to make decisions • relationship very important in Italian business • lunch and dinner important
  • 32. German importer: • very formal, never use first names • addressed by title, Herr/Frau and last name • quick to come to the point; little time • offer German counterpart certainties: assurances, references, expertise, track record • dress correctly and formally; no bracelets • be strictly on time • requires detailed planning + preparation
  • 33. You as supplier must be: • Punctual • Assertive • Informative • Complete • Realistic AND MUST……..
  • 34. Communicate!!

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