Page 27
(...Continued from page 25) language can make public life in France appear quite formal. You should wait until you are invited to use first names and, if you speak French, stick to the ‘vous’ until you are told to use ‘tu’. Business attire is also fairly formal and smart.
“To the outsider, things can appear stuffy and unfriendly, but despite appearances, business takes place on two levels,” explains Andrew Holt, deputy head of UK Trade & Investment in France. “On the surface it appears orderly, professional and uncluttered by personal relationships. Yet, beneath the surface, a complicated network of personal relationships, ties and alliances are actually the drivers.”
PARLEZ-VOUS FRANÇAIS?
The French are extremely proud of their language, so it may be prudent to employ a French speaker in business dealings. If that is not possible, at least learn some pleasantries and have someone with you who can interpret. Sales literature and website content should be translated, prices should be in euros and measurements in metres. Networks and personal relationships are crucial, so be prepared to make regular visits to the market, especially during the early phase of development, and it is best to appoint a local agent or distributor.
The French are infamous for their passion for their cuisine and long lunches still have a place in business life and provide an excellent opportunity for building relationships.
Patience is required when doing business. The French tend to take their time over decisions, and negotiations can be lengthy due to hierarchical business structures. They generally focus on longterm objectives and like to examine all angles of a proposition before reaching a decision. However, with the right product or service, thorough preparation and a carefully planned approach to market entry, the rewards can make the persistence extremely worthwhile.
As part of a government move to modernise France’s economy, payment periods have been reduced significantly, from 90 to 45 days and electronic invoices are now accepted by the government authorities.
Do your homework. UK Trade & Investment in France can help with market research, lists of potential partners and setting up appointments.
AS PART OF A GOVERNMENT MOVE TO MODERNISE FRANCE’S ECONOMY, PAYMENT PERIODS HAVE BEEN REDUCED SIGNIFICANTLY, FROM 90 TO 45 DAYS AND ELECTRONIC INVOICES ARE NOW ACCEPTED BY THE GOVERNMENT AUTHORITIES
GOING WITH THE FLOW
MPB INDUSTRIES designs and manufactures process control instruments used in water treatment, anaesthesia, analytics and petrochemicals. Its flowmeters are used around the UK, and sold through distributors to Australia, the US, Japan, the Middle East and Europe.
MPB Industries has always been keen to sell more equipment in France because of its proximity to the UK, but found a language barrier when negotiating with clients. In 2007, company chairman Chris Brown got in touch with UK Trade & Investment to see if it could help. He signed up to Passport to Export and commissioned an Overseas Market Introduction Service (OMIS) report.
“UK Trade & Investment came up with 10 potential distributors in France,” says Brown. “They interviewed them on our behalf and provided a full write-up on each. We would never have been able to source this information on our own, and the cost of the report was easily covered by the first new orders.” Following a market visit, Brown chose a distributor in Lille and Paris and invited them to the UK for a week’s training.
“Within the first two months our agents were receiving substantial enquiries,” says Brown. “It is sometimes difficult to persuade the French to buy British, but we have now received some good-sized orders.” He plans to travel to France every two months to support and encourage the distributors. “Without UK Trade & Investment, we would not be in France,” adds Brown. “The international trade advisers have been so helpful, providing quality advice as well as useful support. I would not hesitate in recommending UK Trade & Investment to other companies in the UK.”
MPB Industries plans to expand in Europe and sees potential for new business in Germany. It also plans to commission OMIS reports for the Netherlands and Scandinavia.
www.mpbflowmeters.com
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52