Gastcollege Internationaal Ondernemen at Skyman for Thomas More Mechelen
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Sky Man International At Skyman we respect intellectual property. We therefore request to only use this presentation for personal/company viewing and to not make copies for distribution outside this company without our prior approval. Thank you in anticipation. 06/06/2022 Confidential 1
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Gastcollege Internationaal Ondernemen at Skyman for Thomas More Mechelen
Transcript of Gastcollege Internationaal Ondernemen at Skyman for Thomas More Mechelen
04/07/2023 Confidential 1
Sky Man International
At Skyman we respect intellectual property. We therefore request to only use this presentation for personal/company viewing and to not make copies for distribution outside this company without our prior approval. Thank you in anticipation.
04/07/2023 Confidential 2
Purpose
1. One way traffic: tell you about Skyman and my experience
2. Two way traffic: interactive question-answering to learn from each other about export
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Suspended access, say what?!
Think top down… (instead of bottom up)
Nominee ‘Leeuw van de Export’ 2010http://www.youtube.com/watch?v=ciSaGDOjElY
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Mission & vision, onontbeerlijk! • Mission = Vader, waarom leven we?
Continuous awareness and response to global, industrial access needs by providing value added, durable and safe solutions from single source supply.
• Vision & kernwaarden = Moeder, wat eten we vanavond?
Excel in engineering, manufacturing and lifecycle maintenanceof attractive, competitive and quality access products and solutionswith high focus on customisation, compliance and commitmentwhile carrying out responsiveness, reliability and responsibility.
• Skyman’s masterplan per jaar met strategische & operationele doelstellingen
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Entrepreneurship,onontbeerlijk! • Entrepreneurship is all about
Inspire peopleCreating enthousiasm amongst peopleBeing passionate about a brand and/or a company
• In an attempt to create an atmosphere of
Openness, comfort, creativity, innovativity and improvement
Making mistakes is allowed. We all make them, everyday.Let’s challenge each other and learn from each other.
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Entrepreneurship,onontbeerlijk! • Resulting in
Profound & professional company representationIn home & export markets
Story 1: Engineering vs. SalesStory 2: Brand enthusiasm
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The future is bright, however let’s stay alert!
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Skyman at a glance
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Skyman at a glance
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Skyman at a glance
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Skyman best export practices
1. Business is simple, people make it difficult
Face-to-face contact is a MUST
General culture vs. sales cultureBe authentic, respectful and trustworthyLearn, understand and accept the local culture
You are as many times a sales man as the number of languages you speak
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2. Study the market. Knowledge is power.
High margin, standardized products with added value
High margin? High cost of sales!
Added value or differentation can be a lot: service, accountmanagement, after sales, lead time… Not necessarily the product itself: sell a solution, talk about TCO, don’t lower price if you cannot get something in return, learn to say no and walk away. Watchpoints
Study the market - Knowledge is power: Local/international competition (e.g. APAC)Regulation (e.g. Israel/South Africa)Market size (in EUR)Price level (e.g. APAC/Middle East)
Skyman best export practices
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3. Where to export to? Timbuktu?
Interesting export markets vs.
Market conditions (international/local players). Again: knowledge is power.
The ‘paradox’ quality of representation
4. Which sales channel?
Depending on local habits/regulation, one setup might work better in a specific region than another:
AgentDistributor/dealerLocal subsidiaryJoint venture…
Be moderate and take good legal in case of investment/shareholdership!
Skyman best export practices
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5. Which marketing channel? Embrace new media to facilitate sales.
Implement sales/marketing tools that bring down your cost of sales
Comprehensive, standardized pricelist vs. Presales question to back-end
How to get my content immediately all over the world?
Source: The Conversation Manager, @Steven_InSites
Skyman best export practices
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Don’t think so!
Prepare for the worst and other problems to overcome:
Import duties, local sales taxes, exchange rate fluctuations.
Local manufacuring?
Local service & maintenance
Transport cost. Make sure you have a top notch logistics center.
Protection of intellectual property.
Cash is king! Prepare for payment problems or better: prevent them! A sale is finished when the money is on the account.
And some more:
Prefinancing. A good banker that believes in your business (plan).
A team on which you can count day and night. 24/7.
Done deal?
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No reason to be scared! (risk is inherent to entrepreneurship)
Can you be successful in export?
Yes (you can)! Many others have gone before you
Relatively lower export risk vs. risk for Skyman business in Belgium!
Scared?
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Skyman in the press
07-04-2023 19Confidential Information
Questions?
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www.sky-man.comwww.sky-man.com/en/careers
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Sky Man InternationalScherpenhoek 702850 BoomBelgium
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Kris GovaertManaging [email protected] +32 3 844 65 86
@krisgovlinkedin.com/krisgovabout.me/krisgov
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