1. EXTENDED
ENTREPRENEUR EXPERIENCE
IN GERMANY
FOR FOREIGN HEADQUARTERED
CORPORATION
Emmanuel Malherbe
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2. 1 SOME KEY PARAMETERS
2 PROFILE - EXPERIENCE
3 NETWORK
4 LEGAL AND ADMINISTRATION EXPERIENCE
5 SALES AND MARKETING EXPERIENCE
6 STEP BY STEP APPROACH
7 REFERENCES
8 ACCREDITATION
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3. 1. SOME KEY PARAMETERS
THE COUNTRY
 The largest economy in Europe
 First export market for France but adverse
balance of trade amount 15 Mrd. EURO
 Wallonia export business with France: 27 %
of the total export BUT only 15 % export
business with Germany
GERMANY  Very competitive market with major
competitors in nearly all sectors
 Key market for EOM – Turnkey and re-export
sales
 Open for innovation - International
 Critical size for direct sales
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4. 2. PROFILE - EXPERIENCE 1992 - 2000
French medium size Cy. (5J.) MAIN ACHIEVEMENT
 Area sales manager  First sales to FMCG Majors
 Benelux, Germany, S-E Asia  Break through in Germany
 Packaging machinery against 2 local world leaders
French blue ship Cy. (4J.) MAIN ACHIEVEMENT
 Sales Manager Germany  Increase group sales by 31 %
 Glas processing  Customer portfolio turn around
 JIT Subcontractor furniture for the German manufacturing
industry plant
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5. 2. PROFILE - EXPERIENCE 2000 - 2010
US Niche Market leader (9J.) MAIN ACHIEVEMENT
 Country Manager Germany  Succesful transition to direct
 Set up of the German sales
subsidiary  Triple the turnover over the
 P&L Responsability period
 Establish repetitive OEM
Sales
German Hidden Champion (2J.) MAIN ACHIEVEMENT
 Managing director subsidiary  Set up the company (start up)
 P&L Responsability  Define the business model
 Fund Raising  First significant turn over
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6. 3. NETWORK
INDUSTRIES
 Extended contact network in a wide variety
of industrial sectors all over Germany
 Agro
Plasmid DNA
Machinery packaging – processing
Glas industry
Furniture
OEM – Turn key suppliers
Chemical industry
Medical equipment
Biogaz
Beverage insustry
DIY…….
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7. 4. LEGAL AND ADMINISTRATION EXPERIENCE
AREA OF EXPERTISE
Distributor contract
Transition distributor / direct sales
Set up of subsidiary
Financial and Tax management of
subsidiary
HR Management
Government incentive investigations
Intelectual property
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8. 5. SALES AND MARKETING EXPERIENCE
AREA OF EXPERTISE
Market research
Business & marketing plans
Competition analyses
Investigation of business
opportunities
Ditribution channel analyses
Sales / Partnership / negociation
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9. 6. STEP BY STEP APROACH
Scope of needs
DIAGNOSTIC
Goal definition
Project phasing - investigation
ACTION
Contract and confidentiality agreement
REPORT
Reports
Recommendations
EXECUTION
Implementation of the
recommandations.
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10. 7. REFERENCES
GROUPELEC SA – Paris - France
Belgium Market research for low voltage electrical products
MAXX MATERIAL SYSTEMS LLC, Hampton, VA
www.flexmh.com
European market research for telescopic conveyors
ARC SA – Dieppe – France
Distribution Launch on the German Market
www.arc-dieppe.com
MEDISOFT SA - Sorinnes/Dinant
www.medisoft.be
- Set up of the Germany Subsidiary
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11. Let‘s make together
Germany be one of
your key export market
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12. 8. ACCREDITATION
Accredited foreign Trade Advisor AWEX :
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13. Do You Have
Any Questions?
I would be happy to help.
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14. Malherbe GmbH
Fasanenweg 64
D-33335 Gütersloh
Mobil D: +49 151 504 88 715
Mobil B: +32 474 88 30 28
emmanuel@malherbe.de
Bank
Sparkasse Aachen
Konto: 1070745334
Blz: 39050000
IBAN: DE88390500001070745334
BIC: AACSDE33
Eingetragen im Handelsregister Amtsgericht Aachen HR B 16 706
Sitz der Gesellschaft ist Aachen
Geschäftsführer: Emmanuel Malherbe
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