Europe- Colombia

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Europe- Colombia

  1. 1. Europe orientation What do you know about Europe?
  2. 2. What do you know about Europe? How many countries are in the EU?
  3. 3. What do you know about Europe? How many countries are in the EU? 28
  4. 4. What do you know about Europe? Which country came in as last?
  5. 5. What do you know about Europe? Which country came in as last? Croatia
  6. 6. What do you know about Europe? Is Romania a member? Yes / No
  7. 7. What do you know about Europe? Is Romania a member? Yes / No
  8. 8. What do you know about Europe? How many languages (officially) are spoken in the EU?
  9. 9. What do you know about Europe? How many languages (officially) are spoken in the EU? 24 Not: Austria, Belgium, Cyprus, Luxembourg
  10. 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. 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. 12. What do you know about Europe? How many Kingdoms do we have in the EU?
  13. 13. What do you know about Europe? How many Kingdoms do we have in the EU? 6 Belgium, Denmark, Holland, Spain, Sweden, UK
  14. 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. 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. 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. 17. Europeans
  18. 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. 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. 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. 21. Business implications: • come straight to the point • take initiative • sell yourself and your product • be decisive and assertive
  22. 22. 2. Scandinavian • autonomy • decentralized • direct in communication • consensus building • informal • little/no hierarchy The Netherlands, Denmark, Sweden, Finland
  23. 23. Business implications: • be ‘nice’ • build consensus • work-life balance • delegated authority
  24. 24. 3.Pyramid/paternalistic (family) • strong hierarchy • centralized (top down) • formal • procedures • follow orders • relationship important France, Belgium, Spain, Italy, Portugal, Greece
  25. 25. Business implications • follow hierarchy • formal (written & unwritten) • relationship oriented • no delegated authority
  26. 26. 4.German • autonomy • need for structures • formal • focused on processes and details • expertise important Germany, Austria, Poland, Hungary, Czech Republic
  27. 27. Business implications • facts and figures • proven expert • precision and detail • reliability • punctuality
  28. 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. 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. 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. 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. 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. 33. You as supplier must be: • Punctual • Assertive • Informative • Complete • Realistic AND MUST……..
  34. 34. Communicate!!

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