on the occasion of a breakfast dedicated to the export, organized by the association Growth, The Company has picked up five recommendations with stakeholders lapped to the international.

Look at aid from Bpifrance, Coface, Business France etc, to recruit an international volunteer in enterprise (LIFE) … as many recommendations enough standard, issued to companies seeking to export. At the option of a small protest on the issue of the export, organized by the association to grow More in partnership with Deloitte, this 14 April, The Company has collected a few additional boards, based on real-life experiences.

1. Do not skimp on the means

So that in times of crisis, every penny is counted, in terms of export, it is better to provide broad. “Where there should be 200 000 euros, I line up to 300 000 euros, supports Michel Vaissaire, CEO of Dia Group. It is necessary to put means to pierce quickly and well. We cannot afford to wait for the customer because we lack three employees. You’re afraid to make the climb arrow fixed costs ? You’re wrong, because the policy will pay for them. What matters is the gross margin.”

2. Do not request a subsidy after the fact

The search of aid and subsidies must be part of the overall approach to be upstream of its project to export. “If you stop in the middle of the race, so that you are already committed in the country, to ask you “would like, but in fact, didn’t I entitled to something ?”, it is that you have not done things in the right order, that you will disperse… and this is not good at all”, slice Gabriel Attias, partner at Deloitte.

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3. Be the one that does not lose the face

The cultural dimension is important in the export. It is known, it is not necessary, for example, “to lose face” to a Chinese. “Attention, nevertheless, to not go too far in concessions, nuance Gabriel Attias. One day, I remember, we were finally heard with the Chinese on a price-totally finalized, after bitter negotiations. After the signing of the contract, the intermediary in china who accompanied us asked us if we can get a little price, for the customer to “lose face”. We’ve said no. At a given moment, it is up to us not to lose face !”

4. Avoid the “meta-contract”

In regard to the preparation of contracts and distribution agreements, favour of separate contracts relating to a variety of objects, rather than a global contract that it will be more difficult to renegotiate. And, of course, no current contract on more than two-three years : commit to ten years, it is not only secure its approach, it is also locked into a relationship with his partner, which will not necessarily be satisfied.

5. Think “franchise” with his partner

Choose a partner with whom we can forge the same kind of relationship between a franchisor and a franchisee. “In the system of the franchise, it is a question of brand, of know-how, and training, reminds Barnabé Wayser, president and CEO of Guard Industrie. This is exactly according to this scheme that the partnership must operate to succeed.” You can as well, provided, of course, have to protect his trade mark, to grant a trade mark licence agreement, but also train the actor to his product and his service.

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