Posts from — July 2005

This post a few days ago refers to the impact of Asian sourcing on both large traditional homecare manufacturers and the smaller “importer” - fast brand developing companies in Europe and in Germany in particular.

The announcement (see Reuters article) today of the Yuan revaluation is probably going to remove a point or two of margin from both company types as the customer downstream is still not willing to accept a price increase.

Few, if any homecare companies are making a lot of money in Germany. This does not help.

The writer is going to be in Shanghai next week. It will be interesting to hear the Chinese perspective. More to come…

Frank Sielaff - Multilingual sales and marketing healthcare executive in Germany available for consulting projects and will consider full time positions.

Healthcare experience includes large blue chip medical device companies, entrepreneurial start ups in Germany and several other countries. Extensive experience with leading mobility and rehabilitation company.

Ideally suited to assisting companies looking to enter the German market or solving problems for companies already in Germany.

A downloadable executive bio is available by clicking here>

SIX GREATEST STRENGTHS

1. International Business

• Strong track record of sustained international successes by growing earnings and market shares.
• Developed increasing international business opportunities by living, working and traveling in many countries.
• Developed key human talent into large business contributors in both U.S. and Latin America.

2. Multi-industry Expertise
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The next time you see an English barrister on a TV newscast or fictional program look carefully at the back of the robe. You may see a pocket. The purpose of this pocket in days gone by was to receive payment from clients. It was located on the back of the robe so that the barrister would not debase his professional ethic by seeing or touching money. An assistant would remove the cash for him. The reality of legal payment has changed, but the anachronistic pocket still remains.

As sales and marketing professionals in the healthcare industry we are living in too competitive a world to carry anachronisms on our back or in the way we interact with prospects and customers. Yet, much like today�s barristers in yesterday�s robes, if we look objectively at the way we do business, we may be doing just that.

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This article from HME News may be of particular interest to the homecare industry in Europe and especially Germany where there are distinct similarities with the US concerning issues of pricing pressure, reimbursement and costs which have become increasingly important.

Adding fuel to the fire the classical �importers� into Germany (3rd biggest world homecare market) have been gaining share in certain categories as a result of low prices coming out of Asia � helped in addition by a strong Euro versus the US Dollar. Due to fierce competition in a reimbursement declining environment much of the lower cost benefits have had to be passed on to their customers. This has allowed some of these �lower profile� importers to assume a much bigger role and attract the attention of the bigger buying groups. At the same time they are improving quality, getting their product specifications right � and yes � building their company image and brand � and doing it well.

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All of those involved in the hiring and management of new sales representatives have seen unexpected failures among those expected to succeed. There are many causes, and this brief article does not intend to address all of them. It does address two issues that we at Resource Management International, Inc. have seen frequently in our experience both as corporate managers and consultants.

The rate of success in onboarding new representation can be improved by challenging two logical assumptions and adapting the onboarding process accordingly.

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