Workshop Sales Strategies 

For many small and medium-sized companies, establishing and expanding sales in a new country is in itself a major challenge. Many companies reach their limits because of lack of market knowledge and experience. In addition, US cultural barriers can make establishing sales even more challenging.

 

In order to successfully work the market, it is crucial to know the differences between German and American sales strategies and channels and to take them into account for your own corporate strategy. The American sales strategy, starting with marketing materials and ending with sales pitches, differs greatly from the German approach. In addition, choosing the right sales channel, from sales representatives to sales employees, also often deviates from the German model. Topics such as cooperation partners, customer service and support, spare parts delivery and after-sales service are of vital importance to sustain market growth.

 

The workshop "Sales Strategies and Sales Development" is aimed at companies wishing to establish or expand their business in the USA. This workshop is intended to help companies prepare themselves for the various steps involved in sales development and expansion, and to learn about the strategies German companies in the US are pursuing. The workshop will focus on addressing and answering practical questions through a panel discussion of expert speakers and a Q&A.

Our Speakers

Achim Brommer

Managing Director / Sales Department, SHW Storage & Handling Solutions GmbH

After completing his engineering studies, Achim Brommer initially worked in sales and later as head of product management in the mechanical engineering industry. When SHW Storage & Handling Solutions GmbH, the former division of process engineering of Schwäbische Hüttenwerke, founded in 1365, was offered for sale in 2006, Achim Brommer took over the company. Since then he has worked there as a managing partner.

 In 2016, SHW-SHS GmbH founded an American subsidiary, SHW Storage & Handling Solutions Inc., in Atlanta, after SHW SHS GmbH had successfully supplied the American market from Germany since the 1990s and was able to install more than 100 reference systems there during this time.

Claus Dörner

Sales Director, ALB·GOLD Teigwaren GmbH

Claus Dörner, originally from Trochtelfingen, completed a professional training as a forwarding agent. He worked in this line of business for five years, gaining valuable experiences in the field of import-export trade. Working internationally has greatly enhanced his knowledge in this area and his career. He has been working in sales for ALB-GOLD Teigwaren (pasta products) GmbH since January 1997. After just three years he took over sales management of national and international transactions.

Andreas Essendorfer

Owner and General Manager

Andreas Essendorfer, son of local farmers, was born in 1972 in Bavaria, Germany. He grew up in a down-to-earth environment surrounded by familiar traditional values. On his many journeys all over the world, Andreas Essendorfer not only climbed every mountain and sailed with every ship, but also looked into every cooking pot - preferably into the pots far back on the stove. In doing so, he discovered above all else the art of making the valuable things in life accessible through culinary innovation.

Andreas Essendorfer has combined this old knowledge with the best ingredients of fresh and regional products, craftsmanship and a quantum of culinary coolness. In this way, he combines taste with history, which puts a smile on every face.

Filipp Pachomow

Sales Director, Schmid & Wezel

Filipp Pachomow is 46 years old and has been Head of Sales and Marketing for the Business Unit "BIAX - Tools for Industrial Metal Working" for more than five years. Mr. Pachomow previously held various sales and business development positions at FESTOOL GROUP (power tools), Andreas Stihl AG & Co. KG (petrol engine tools) and Alfred Kärcher GmbH & Co. KG. (cleaning machines). Mr. Pachomow is a graduate economist and studied at the Rheinische Friedrich-Wilhelms-University in Bonn.

Moderation

Michaela Schobert

Director, Consulting Services, GACC South
 

Since July 2014, Michaela Schobert has been managing the Consulting Department ‚DEinternational‘ at the AHK USA-Atlanta. She is responsible for supporting market entry and business development projects as well as e.g. organizing industry specific conferences. Michaela graduated from Würzburg-Schweinfurt University with a degree in operational business administration, with an international focus and an emphasis on corporate development. Following her studies, she was an area manager with Norma, a retail grocery store chain in Fürth, and was responsible for the Wertheim district. From 2008 until 2014, Michaela led the export for Maintal Konfitüren GmbH in Haßfurt.

© 2019 German American Chamber of Commerce of the Midwest, Inc.