Exporting to Germany

The Germany is very traditional with regard to exports, including being one of the countries export champions for many years. Therefore, it is also dependent on imports in similar scale. Historically open to imports, the trend increased after the formation of the European Union.

In addition to having good relations with Brazil, Germany is Europe's leading economy, as well as one of the largest in the world. The Germany boasts to have a leading position in numerous industrial areas, especially when it comes to manufacturing and production.

It is important to mention also that the German industry is characterized by small and medium-sized enterprises. On foreign trade numbers, a survey of data from 2014, the country imported the equivalent of € 916.5 billion (2014) and exported € 1,133.00 billion (2014). The country is highly dependent on external market of raw materials, according to their geological situation, which does not favor for obtaining minerals required for large-scale production.

Being the fourth largest trading partner of Brazil, behind China, United States and Argentina, is also the biggest partner of Brazil within the European Union. In recent years, however, the values of the bilateral exchanges between the two have not had major changes, remaining on average 20 billion dollars annually. The Brazil exports more commodities for this country-like iron ore and agricultural products, which should be changed so much with efforts of the Brazilian Government, as the Brazilian business attitude.

So, let's get to it:
There are several ways to start exports to the country, but it is important to have knowledge about the German market. Firstly, it is essential to understand that the rules are made according to standards of the European Union, with direct or indirect constraints. The required documents must follow the customs code and the rates applied are based on the TARIC code-Integrated Tariff of the European Union, in addition to the national taxes.

It is recommended that a market survey for those who want to start their businesses exporting to the country, taking into consideration factors such as: type of product to be exported, productive capacity, target consumer, strategies and knowledge of legislation. For companies without experience or who do not wish to invest in constitute a company within the country, indicated the use of business intermediaries.

Today the country presents a different picture of the past, once the protectionist barriers no longer exist. In this way, entrepreneurs seeking to grow and establish itself in foreign markets are a valuable opportunity, enabling the development of the company through the admission of foreign currency on the German market.

How to negotiate with the Germans:
-Be on time and schedule the meetings well in advance. Vista always formally for meetings, preferably black clothes and discreet, with few adornments.

-Always present all the facts as completely as possible; be well informed. Try to avoid using sales techniques difficult, striking advertising, illustrations or memorable slogans.

-In the negotiations, the Germans are usually straightforward and frank about what they want and they expect you to do the same

-German companies are generally against risky ventures, making the process slow decision-making. Be realistic and concrete proposals, placed logically and communicating formally.

-The Germans often use handshakes for greeting and refer to each other by last name.

-Avoid physical contact beyond the handshake, the Germans are very different of Brazilians-that way, striving for their personal space.

-Case meets a business lunch, wait for the host to start the conversation and food tasting. Don't forget to wish you good appetite at all.

These tips have helped a little? Hands to work and good negotiations.
And count on us if you need a little help! 🙂


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