The document is a presentation by Sky Man International that discusses the company's mission, vision, and best practices for exporting. It begins by requesting permission for use and distribution of the presentation. It then provides an overview of Sky Man, its mission to provide durable access solutions globally, and its vision to excel in engineering while maintaining high standards of customization, compliance, and commitment. The presentation outlines Sky Man's entrepreneurial approach and emphasizes the importance of in-depth market knowledge, choosing the right sales channels and markets, and preparing for challenges to overcome risk in the export business. It closes by providing Sky Man's contact information.

1. Sky Man International
At Skyman we respect intellectual property. We therefore request to only use this presentation for
personal/company viewing and to not make copies for distribution outside this company without our
prior approval. Thank you in anticipation.
3/18/2022 Confidential 1

2. Purpose
3/18/2022 Confidential 2
1. One way traffic: tell you about Skyman and my
experience
2. Two way traffic: interactive question-answering to learn
from each other about export

3. Suspended access,
say what?!
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Think top down… (instead of bottom up)
Nominee ‘Leeuw van de Export’ 2010
http://www.youtube.com/watch?v=ciSaGDOjElY

4. 3/18/2022 Confidential 4

5. Mission & vision,
onontbeerlijk!
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• Mission = Vader, waarom leven we?
Continuous awareness and response to global, industrial access needs
by providing value added, durable and safe solutions from single source
supply.
• Vision & kernwaarden = Moeder, wat eten we vanavond?
Excel in engineering, manufacturing and lifecycle maintenance
of attractive, competitive and quality access products and solutions
with high focus on customisation, compliance and commitment
while carrying out responsiveness, reliability and responsibility.
• Skyman’s masterplan per jaar met strategische & operationele
doelstellingen

6. Entrepreneurship,
onontbeerlijk!
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• Entrepreneurship is all about
Inspire people
Creating enthousiasm amongst people
Being passionate about a brand and/or a company
• In an attempt to create an atmosphere of
Openness, comfort, creativity, innovativity and improvement
Making mistakes is allowed. We all make them, everyday.
Let’s challenge each other and learn from each other.

7. Entrepreneurship,
onontbeerlijk!
3/18/2022 Confidential 7
• Resulting in
Profound & professional company representation
In home & export markets
Story 1: Engineering vs. Sales
Story 2: Brand enthusiasm

8. The future is bright,
however let’s stay
alert!
3/18/2022 Confidential 8

9. 3/18/2022 Confidential 9
Skyman at a glance

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Skyman at a glance

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Skyman at a glance

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Skyman best export
practices
1. Business is simple, people make it difficult
Face-to-face contact is a MUST
General culture vs. sales culture
Be authentic, respectful and trustworthy
Learn, understand and accept the local culture
You are as many times a sales man as the number of languages you speak

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2. Study the market. Knowledge is power.
High margin, standardized products with added value
High margin? High cost of sales!
Added value or differentation can be a lot: service,
accountmanagement, after sales, lead time… Not necessarily the
product itself: sell a solution, talk about TCO, don’t lower price if you
cannot get something in return, learn to say no and walk away.
Watchpoints
Study the market - Knowledge is power:
Local/international competition (e.g. APAC)
Regulation (e.g. Israel/South Africa)
Market size (in EUR)
Price level (e.g. APAC/Middle East)
Skyman best export
practices

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3. Where to export to? Timbuktu?
Interesting export markets vs.
Market conditions (international/local players). Again: knowledge is
power.
The ‘paradox’ quality of representation
3. Which sales channel?
Depending on local habits/regulation, one setup might work better in
a specific region than another:
Agent
Distributor/dealer
Local subsidiary
Joint venture
…
Be moderate and take good legal in case of
investment/shareholdership!
Skyman best export
practices

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5. Which marketing channel? Embrace new media to
facilitate sales.
Implement sales/marketing tools that bring down your cost of sales
Comprehensive, standardized pricelist vs. Presales question to back-end
How to get my content immediately all over the world?
Source: The Conversation Manager, @Steven_InSites
Skyman best export
practices

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Don’t think so!
Prepare for the worst and other problems to overcome:
Import duties, local sales taxes, exchange rate fluctuations.
Local manufacuring?
Local service & maintenance
Transport cost. Make sure you have a top notch logistics center.
Protection of intellectual property.
Cash is king! Prepare for payment problems or better: prevent them! A
sale is finished when the money is on the account.
And some more:
Prefinancing. A good banker that believes in your business (plan).
A team on which you can count day and night. 24/7.
Done deal?

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No reason to be scared! (risk is inherent to entrepreneurship)
Can you be successful in export?
Yes (you can)! Many others have gone before you
Relatively lower export risk vs. risk for Skyman business in Belgium!
Scared?

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Skyman in the press

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Confidential Information
Questions?

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www.sky-man.com
www.sky-man.com/en/careers
@skymanint
facebook.com/skymanint
linkedin.com/skymanint
Sky Man International
Scherpenhoek 70
2850 Boom
Belgium
Sky Man USA
421 Guilford Avenue
17201 Chambersburg, PA
USA
Kris Govaert
Managing Director
kris.govaert@sky-man.com
+32 3 844 65 86
@krisgov
linkedin.com/krisgov
about.me/krisgov
Contact