(English version below)

Danske firmaer kan sælge meget mere til Tyskland end de gør i dag!

Hvorfor?

En af grundene er at halvdelen af Danmarks eksport til Tyskland lander i blot 2 delstater nemlig Slesvig-Holsten og Nordhrein-Westfalen. Med andre ord så har danske virksomheder et enormt potentiale hvis de begynder at fokusere mere på de resterende 14 delstater!

Den danske udenrigsminister Anders Samuelsen har kommenteret at hver gang en dansk virksomhed eksporterer for 10 kr. til Nordtyskland, så eksporterer de kun 1 kr. til Sydtyskland.

Derforuden har en undersøgelse fra DI afsløret at danske varer kun udgør en halv pct. af importandelen i Sydtyskland, mens den udgør over 10% i Slesvig-Holsten.

Hvilke delstater bør danske virksomheder koncentrere sig om?

Det afhænger af de brancher de er i. Betragter man tyske delstaters vækstrater og størrelser så bør fokus være på Baden-Württemberg og Bayern. Disse to delstaters økonomier er sammenlagt større end Danmarks, Sveriges og Norges tilsammen!

Andre årsager til den svage eksport i Sydtyskland er ifølge mange eksperter kulturelle og sproglige forskelle.

Tyske forretningsfolk er ofte mere direkte og forberedte end danske forretningsfolk. At finde vej igennem købscenteret til beslutningstageren kan være vanskeligt. Selv for garvede forretningsfolk kan det være vanskeligt at formulere de formelle fejlfrie forretningsmails med brug af konjunktiv.

Måske danske virksomheder burde overveje en ny approach til at komme ind på det tyske marked?

Læs mere


English version

New approach needed when entering the German market?

Danish companies can sell for much more in Germany!

Why?

One of the reasons could be that as much as 50% of Denmark’s export to Germany ends up in only two states i.e. Schleswig-Holstein and North Rhine-Westphalia. In other words, if Danish companies focus more on the remaining 14 states then the potential would be huge!

The Danish Foreign Minister Anders Samuelsen commented that when Danish companies export for 10 DKK. to Northern Germany, they only export for 1 single DKK to the South of Germany.

Moreover, a recent survey by the Danish Confederation of Industry (DI) revealed that Danish goods account for only half a per cent of the import share in the South, whereas in the Danish neighbor Schleswig-Holstein it is over 10%.

Which states should Danish companies then concentrate on?

That depends on the sectors there are in. Considering the German states’ growth rates and size then the focal point should be on Baden-Württemberg and Bavaria. Those two states accumulated economy is stronger than Denmark’s, Sweden’s and Norway’s combined!  

Other reasons for the weak Danish export in the Southern German regions are according to various exports cultural and linguistic differences.

German business people are often much more direct and prepared than their Danish counterparts. Finding the way through the German buying center to the decision maker can be quite tough. Moreover, formulating formal emails in German deploying subjunctive mood with no errors can be quite a challenge for many experienced Danish business people.  

Perhaps Danish companies should consider a new approach when entering the German market?

Read more (in Danish)