Play by the german rules

Getting in touch with potential customers is hard on the German market. Trade fairs is one way of getting the foot in the door.

“Near to every customer, town or utility in the German market is in DVGW, so this is where we make relationships with customers,” Ingo Bluhm, Sales Engineer at Kamstrup, says.

Large influence on the industry

Making relations is not the only purpose of the German association. DVGW is a non-profit organization with more than 13.500 members. Founded in 1859, DVGW has a long tradition as frontrunner within German safety and quality standards in the water and gas sector. According to Daniel Wosnitzka, Leader of Personnel, Press and Public Relations in DVGW, companies that are members of the association benefit from high influence on their own industry.

“Members of DVGW have direct influence on the development of their sector through participation in professional networks. Here, members can agree on new methods and tests with colleagues from the sector and quickly convert these into practices that might benefit business processes,” Daniel Wosnitzka explains. He continues:

“Furthermore, the network based and decentralized structure of DVGW secures a fast flow of information, which means that technical rules are made by experts from the industry. This results in a dynamic development of processes and procedures, which is key to Germany’s innovative approach.”

Climate changes = German challenge

Germany is an evolving market where climate and environment are in focus now and in the coming years.

“Demographic and climate changes as well as usage conflicts between the overall industry and agriculture on one side and energy political goals on the other are in focus right now. These are conflicts that suppliers of drinking water and waste water-treatment can solve, but they need custom solutions like measuring instruments for man-made gasses,” Daniel Wosnitzka says.

Meet potential customers through our Water group

Danish Export - Water host a trade fair each year, where suppliers to the water industry meet all relevant decision makers.

“Visitors at WAT are executives or in middle management from utilities, manufacturers and authorities among others. In short, you get a chance to show your product to all the key players in the industry at one fair,” Daniel Wosnitzka says.

Ingo Bluhm supports him:

“Not everyone knows Kamstrup, so WAT is a good platform to meet new customers. At this fair, we get the first contact and then our sales department contact the customer and hopefully they will invite us to present our products.”

Facts: Play by the German rules

According to Ingo Bluhm, three things are important if you want to do business with Germans.

  • Speak German: Not all Germans speak English.
  • Prospects and brochures must be in German.
  • Keep your promises: For example, make sure you deliver in time.