Dec. 16, 2016

Experts told how to become a components supplier for German companies

Discussion on the topic was organized on December 14 in Minsk by Business Association of Entrepreneurs and Employers after Professor Kunyavsky (BAEE).

“if you work with Germans, do not wait for a problem, try to solve it at the beginning. The client should remain in the comfort zone, otherwise, he will consider you one of the suppliers which can be replaced at any time,” advised Olaf Holzgrefe, Head of International Business Development & Affairs of Association Supply Chain Management, Procurement and Logistics (BME).

According to the speaker, the German business wants to expand relations in Eastern Europe, including Belarus, Ukraine, the Baltic countries. Companies of Eastern Europe are supposed to have the same interest especially because Germany is the largest economy on the continent. Besides, the economy is growing steadily.

Olaf Holzgrefe reminded that supply creates up to 50% of the turnover of industrial companies, from the one side. German enterprises develop manufacturing outsourcing, more and more components are produced abroad, from the other side. The fact is a good opportunity for foreign companies to enter the value chain of the German economy.

Marlene Grauer, International Project Manager of BME, recommended companies to use more innovations. The expert explained that innovations do not only relate to high tech but always improve the delivery and solve problems of a contractor.

"What are the chance to sell to Germany a lift manufactured in Belarus, which is 15% cheaper than the German counterpart and is comparable in quality?" asked Valery Kornienko, General Director of Homellift JSC.

“You should look at all with your customer’s eyes,” answered Olaf Holzgrefe.

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