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Jeelong Enterprises

Jeelong Enterprises. 欧洲市场开拓 的策略与实践 The s trateg y and implementation for European market development. 主讲: Jerome Feldman 德国吉龙企业（咨询）公司总裁. 欧洲 - 世界重要的统一大市场 Europe - An important market in the world 3 ,337,000 平方公里 人口 :3.7 亿 (1994) 15个正式成员国，12个国家申请加入，6个将于2004年成为成员国。. 德国是欧盟内最大的市场

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Jeelong Enterprises

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  1. Jeelong Enterprises 欧洲市场开拓的策略与实践 The strategy and implementation for European market development 主讲:Jerome Feldman 德国吉龙企业（咨询）公司总裁

  2. 欧洲 - 世界重要的统一大市场 Europe - An important market in the world 3,337,000 平方公里 人口:3.7亿(1994) 15个正式成员国，12个国家申请加入，6个将于2004年成为成员国。

  3. 德国是欧盟内最大的市场 Germany is the largest market within the European Union 位于欧洲心脏 At the heart of Europe, represent a total population of 853 million.欧洲经济火车头 Germany: locomotive of the European economy全球市场的连接界面 Germany: interface to the most important global markets

  4. 开拓欧洲市场的入口 The access to develop the European market 德国的优势:Advantages 创新Creativity 高效Efficiency 基础结构Infrastructure 质量Quality将德国作为根据地，在整个欧洲市场上运作 Germany as the basic location, function in the European market.

  5. 开拓欧洲市场的入口 Gateway to the European market 最有优势和前景的工业领域： 汽车、能源和环境、娱乐、金融投资、信息通讯、广告媒体、医学药物和生物技术、交通运储等。 Suitable industries: Automobile, Energy and Environmental, Finance, IT and Communication, Media and Advertising, Medical, Pharma and Biotech, Transport and Logistics etc.

  6. 汽车工业的大市场 1118家汽车车体配件，电子配件和加工工具供应商1,118 firms in Germany supplying the car-makers with body parts, electronics and machine tools.大部分为中小企业，为德国和国际车生产厂家配套，1998年销售额约4100亿欧元 Most of them SMEs – work for German and international car-makers. Sales in 1998: 811 billion marks.

  7. 市场开拓的方法与步骤 • Methods and procedures • 目标市场调研 • Market investigation • ? ? ? • 它需要的是什么我的产品是否符合这 怎样满足 • 个市场的要求 • What is the requirement? Is my product suited How can I reach it? • to the market?

  8. 市场开拓的方法与步骤 Methods and procedures • 建立销售渠道 • Build the sales channel • 参加有关的展会 • Participate in trade fairs and professional exhibitions. • 互联网上的展示与搜索 • Through Internet presentation and searching 通过必须的产品测试:EC,TÜV Pass the technical test 与本地的企业建立合作关系 Work together with the partners in the country 售后服务体系 Build an aftersales service system

  9. 建立自己的欧洲基地—代表处或销售公司Build overseas company or office in Europe 技术创新 Innovation 国内市场 Domestic market 国际市场 International market 优势Advantage: 多功能、贴近市场、快速反应 multi-function, close to the market, rapid reaction 制造能力 Manufacturing capability

  10. 建立自己的欧洲基地-代表处或销售公司Build overseas company or office in Europe • 面临的困难Difficulties: • 对当地缺乏了解、如何寻找有能力的合作伙伴 • Lack of local knowledge, look for possible partners • 对当地的法律制度与优惠政策不了解 • Legal system and encouraging policy • 缺乏能在国外运作的管理人员 • Proper manager • 前期投入 • Investment

  11. 案例简析：Case analysis中国远运集团--大型企业成功的故事The successful story -- COSCO

  12. 案例简析：Case analysis一个汽车部件生产企业在德国/欧洲的市场发现The findings from a Chinese auto-parts producer in Germany/Europe market

  13. 全面了解欧洲市场是第一步Fully understanding the European market is the first stepGet into the market as Chairman Mao said: If you want to know the taste of a pear, try it yourself.

  14. Vielen Dank!Thank you very much!

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