German market – challenge and opportunity for foreign medium-sized companies

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80 million inhabitants – 3,4 billion dollar GDP – 99% of all companies range medium size enterprise – 230.000 medium-sized companies organized in buying groups  realizing ~ 20% of GDP – biggest national economy in Europe – outstanding buying power – etc.

Trust in MCT experience of more than 20 years to approach this high-potential market in a successful way.

Let us develop the appropriate strategy to enter this market and to build up a strong and sustainable market position.

MCT your cultural translator to position foreign companies into the German market 

Selling in Germany – The buying groups

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On inititive from President RENE CONDOMINES, the International Chamber of Industry and Commerce of Languedoc-Roussillion (F) had organized a meeting at Montpellier on 3rd November 2015 concerning the distribution channels in Germany with focus on buying groups.

MCT’s CEO Hans-K Knoben was guest speaker supported by Manuela Knoben, associate MCT.

Event in Warsaw in preparation of the ANUGA fair

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Thursday, 3rd of September 2015 took place a special event organized by the Consulate General of the Polish Republic in Germany and the ministry of agriculture in Poland for Polish food companies exhibiting on the ANUGA fair in Cologne in October 2015- one of the leading fair worldwide in the food sector. MCT was invited to give a speech about the food trade market in Germany. This presentation included data and facts as well as qualitative aspects of the food trade market in Germany in order to prepare exhibitors for this trade show and the German market.

Buying groups – a German market phenomena

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The German market is a very special market in the commercial trade sector: In contrast to nearly all other European and international markets the German market is characterized by a special phenomena: the strong presence of buying groups.

This presence has developped successfully over many years and buying groups are very important and potential economic partners. Some sectors are even dominated by buying groups and they represent another chain of distribution as a counterbalance to affiliated companies.

Buying groups organize common purchase as well as common branding and sales and marketing strategies. They exist on different trade levels: retail- or handcraft-level as well as wholesale-level.

The economic importance of buying groups has grown continuously in the German market as they represent a means to increase individual competitiveness in a more and more competitive environment. At present they stand for a turnover of 460 billion Euro realized by companies who are organized in buying groups withinin 45 different business sectors. More than 230.000 commercial companies in Germany are members of buying groups in almost all business sectors (like food, automobile parts, shoes, toys, fashion, textiles and many, many more) and they realize about 15 % of the GDP gross domestic product. The market share of buying groups in the different business sectors varies from 40% up to 70%. This is a unique success-story in Europe.

To deal and cooperate successfully with buying groups requires special know-how and experience.

MCT Unternehmensberatung GmbH  is specialized in this field of cooperation with buying groups as well as creation of buying groups since its foundation in 1994.

Take advantage of our know-how. If you want to know more contact us and / or request our MCT-brochure:The special phenomena of buying groups in the German market  

Event organized by the Polish Ministry of Economics

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Poland was partner country of this years ISH fair in Frankfurt/Germany – the international fair in the sector of sanitary, heating and climatisation – that took place in March 2015. For this reason the Polish Ministry of Economics in collaboration with the Consulate Gernerale Cologne invited polish exhibitors to participate in a presentation meeting on Monday 2nd of March 2015 in Warsaw / Poland.

Dr. Knoben and Mr. Sawinski from MCT Management Consulting Team were invited as speakers to give the main speech concerning the German market and market rules in this specific sector.

20 years MCT

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MCT was founded in 1994 and is established within a European context. A great thank you to all our clients who trusted in our competence. We will continue to work according to our philosophie “Your success is our business”.

PARP workshop

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Together with PARP MCT had a workshop about experiences with Buying and Marketing Groups in the Western Markets on Wednesday 28th May 2014 at JM Hotel in Warsaw. With about 200 participants in the

conference room and live on Internet.

III. European Congress of SMEs in Katowice / Poland

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the third Congress of SMEs from 16th – 18th of September 2013 received high attention. It was under the patronage and the participation of the Polish President, Bronislaw Komorowski and the Vice President of the European Union, Antonio Tajani. For the first time more than 3.000 people were participating in the event. Dr. Hans-K. Knoben, CEO of MCT Unternehmensberatung was panel speaker with the topic:“Buying and marketing groups – a factor of success for SMEs“.

Interview with Mariusz Sawinski, MCT consultant in Warsaw / Poland who was also participating in the Congress of SMEs in Kattowice.


What are the three main challenges for Polish SMEs?

Mariusz Sawinski:

The problem can be summarized in one word: “Individualism”. Polish company owners trust only themselves – a consequence of the communistic regime. This has got serious consequences on the Polish economy.

1. In Poland there are many SMEs with an excellent product range. But they have got problems to build 

    up an export business. Our programme “EXCELLENCE GROUPS for Polish exports” is aiming at

this kind of producers.

2. Cooperatives have a long tradition in Poland. But the re-organization and creation of modern 

    buying and marketing groups state of the art in the sector of trade and production is an

important challenge for Polish SMEs.

3. Polish retailers and wholesalers are in competition with international companies – very often big

multinationals. The creation of “successful buying and marketing groups state of the art” which

are competitive on a national and international level is decisive for the survival of the SMEs in

Poland. And they maintain the independance of the SMEs.