Detailed description of the range of services of HGS Export Consulting

1. H G S
Export Consulting
Your way into new markets
Aquiring new customers abroad
Export Costumer Care
Translation and Interpreting Services
Training of Export Staff

2. Introduction…
Dear Sir or Madam,
Thank you very much for giving me the
opportunity to briefly introduce myself:
If your are the owner of a small or middle
sized company and if you sell or
manufacture products which have already
earned their spurs in your domestic market
I am perhaps the man who might be able to
help you to sell your products quite quickly
and easily in some neighbouring countries
or more distant countries. But this only
under the condition that your products
feature some real added value regarding
design, degree of innovation, originality,
quality/price ratio, manufacturing quality
or brand image which makes them
outstanding with regards to the competition
and desirable for foreign buyers. Means, I
can't do miracles or magic. If you want to
sell snow in Alaska or sand in the desert I
unfortunately have to pass on, I've tried it
too, but it didn't work really well.
So, if you have products with sufficient
export potential in most cases I will be able
to identity and to contact appropriated
potential distributors or sales partners for
these products in the selected target
countries. I am able to express myself quite
well both orally and in writing in five
world languages (English, French, Spanish,
Portuguese and German), I'm well
acquainted with the distribution structures
in a variety of industrial sectors and I know
more or less how importers, wholesalers
and purchase responsible in several
countries tick, how to approach them and
what information they really need to come
to a decision in favour of a given product.
When searching for appropriated foreign
sales partners you essentially have two
strategic options: Hunting and Fishing.
Means, either you search, identify and
approach yourself actively possible
distribution partners or you take care that
possible sales partners will find you and
contact you on their own. In both of the
mentioned strategy options the Internet
plays a decisive role. When you enter the
proper search terms or search in the right
business or B2B directories you will surely
find a sufficient number of potential sales
partners who might be appropriated to
distribute and to market successfully your
products in their respective countries. And
the Internet offers also the possibility to
present your company and your product by
means of carefully selected key words in a
way that possible customers and
distributors will take notice of your offer
and will come up to you on their on.
Due to my many years of experience with
multilingual internet and distributor
research as well as phone and internet
marketing I am able to give you advice and
active support for both of the above
mentioned strategies regarding the
conquest of foreign customers.
As regards to the different ways of possible
support I can give you to flourish your
export business you will find more detailed
information on the following pages of this
brochure.
I would be pleased, I you, too, would give
me in due time the opportunity to get to
know you, your company and your
products.
Cordial regards
Heinz-Georg Schaloske
- HGS-Exportberatung-

3. Acquiring new customers
abroad
You still have optimisation potentials in
your export business? Or you yet not have
really started with export sales because
there is yet a lack of know-how and
language skills? Then perhaps you now
have the possibility to get in touch quite
quickly and easily with potential foreign
sales partners and to acquire them as new
customers.
What I can do for you?
In a first phone conversation we will
clarify to which extent the export
requirements for the selected target
countries are given and which kind of sales
partner may be the most suitable as
distributor for your products. On the basis
of this distributor profile I will make an
internet research for appropriated possible
sales partners and I will contact them by
phone and e-mail. When I contact
prospective customers, I have a follow up
strategy up my sleeve in order to feed
initially uninterested or indifferent
customers as long with additional
information until they finally buy or prove
definitely to be inappropriate. Furthermore,
I can show you how to position your
company and your products in the internet
in a way that you will be found under the
product-specific key words so that
prospective sales partners in the target
markets will contact you on their own.
Who I am?
I have been working for the past 10 year as
export consultant and I am able to
communicate quite convincingly both
orally and in writing in German and in four
other world languages. Moreover, I have
many years of experience in telephone
marketing so that I am able to identify the
decision makers, to contact them directly
and, whenever possible, to convince them
of the advantages of your products and to
acquire them as new customers
In addition, I am able to realise
multilingual researches on the internet so
that I am able to deliver very quickly
valuable and useful information regarding
possible foreign sales partners and
distributors as well as competition and
market situation in the selected target
countries. My long experience with the
internet in the export sector gives me the
ability to show you ways how to position
your company effectively in the World
Wide Web so that possible international
sales partners will find you easily and
contact you on their own. In particular, the
new media offer a lot of new unimagined
possibilities which are yet not fully
exploited by many companies.
How much does it cost?
With regard to the remuneration of my
services, I offer different models. We can
agree a monthly flat fee, a step by step
remuneration with exactly defined service
descriptions or a payment on a commission
basis, depending on which services are
required.
And now?
That is, in all brevity, what I can do to
improve and flourish your export business.
In case you are interested in working with
me and want to know more details write
me an e-mail: info@hgs-
exportberatung.com or give me a call
under 0049-2237-52265. I will come back
to you a.s.a.p.
I wish you all the best until then,
Cordial regards,
Heinz-Georg Schaloske
HGS-Exportberatung

4. Export customer care
Do you also have some export customers
with whom you only can communicate in
very simple English and for this reason you
have difficulties to expand the business
relationship to its real potential. Or do you
know the problem to speak only with
subalterns since the real decision makers
do not speak English at all? Do you have
the feeling that you could make much
better business if you only had the
possibility to have a full conversation with
your foreign sales partners and to discuss
possible strategies of business
improvement in all details? In this case my
services of external export customer care
might be of great interest for you. Be it in
everyday business processes, during
customer visits or product presentations or
on international trade fairs, it can be
always an advantage to speak with
important foreign sales partners in their
own language. For sure, everybody speaks
a bit of English somehow, but not every
successful business woman or man is a
language genius, especially when they are
over the age of 50, and a lot of them feel
much more comfortable when they can
hold business negotiations with a
competent negotiation partner in their own
language. And it’s not so easy to find on
the market affordable export staff who
speaks not only fluently English, but also
some other world languages.
What I can do for you?
I have been working for the past 10 year as
export consultant and I am able to
communicate quite convincingly both
orally and in writing in German and in four
other world languages and I’m quite
familiar with all nuances and peculiarities
of business correspondence. So if you have
some export customers or foreign business
partners who prefer rather to communicate
with their supplier in French, Spanish,
Portuguese or in German than in English I
can offer you to take care of them as your
external export staff member. In this case
we can agree a monthly flat fee and define
the range of services according to your
individual needs. My services in this area
may comprise the area of strategic new
costumer acquisition (phone- and e-mail
prospecting, product launch, bidding,
order-taking etc) as well as taking care of
existing export customers or foreign
distribution partners. (order-taking, launch
of new products, complaints, training of
sales people etc.) Furthermore I can assist
you as multi-lingual interpreter and
salesman on your trade-show booth or
while costumers or sales partners from
abroad are visiting you on your premises.
How much does it cost?
According to the scope of services and
expected time and effort we agree a
monthly flat fee which normally is in the
three-digit range.
And now?
Write me an e-mail: info@hgs-
exportberatung.com or give me a call
under 0049-2237-52265. I will come back
to you a.s.a.p.
I wish you all the best until then,
Cordial regards,
Heinz-Georg Schaloske
HGS-Exportberatung

5. Translation and Interpreting
Services
Today, the internet offers the opportunity
to get very quickly and at any time in
contact with possible foreign sales
partners, distributors and end customers.
Be it through your own homepage, through
a web-shop, through an e-mail campaign or
video postings, be it by search engine
entries, online-ads or online press portals,
be it by Facebook, Twitter, or Linkedin,
there are a lot of possibilities to draw the
attention of possible foreign customers to
your products and to your company. In that
regard, language is often the only
remaining barrier which prevents you from
getting directly in contact with potential
foreign customers or sales partners and to
persuade them of the specific advantages
offered by your products and services. For
sure, everybody speaks a bit of English
somehow, but it can be a crucial
competitive advantage to be able to
approach decision makers, distribution
partners or end customers not only in
English, but also in some other important
world languages. If you want to send an
advertising e-mail or a brochure to France,
your prospects of success will be much
better if both are written in French
language. Also in Spain, Portugal as well
as Central and South America, with some
knowledge of Spanish and Portuguese you
will get a lot further than if you only
communicate in English with distribution
partners or sales agents. Especially
decision makers over the age of 50 have
often only a very basic knowledge of
English and if you are able to communicate
with these key contacts in their own
language this may be an important
advantage and may take you that essential
step forward down the road to a successful
business deal. However, it is not so easy to
find on the market sufficient export staff
members with communicative business
skills in several world languages and it is
not easy, too, to find for each language an
appropriated translator with the necessary
specialized language competence and who
is able to advertise your products expertly
and promotionally effective at the same
time. Here it can be definitely an asset to
have in your ranks a multilingual export
staff member who knows your products
and their specialized terminology and who
is able to translate PDF-brochures,
catalogues, websites, web shops or other
sales-related documents into all West
European world languages (French,
Spanish, Portuguese, German) on his own
or how is able to manage and to control
multilingual translation projects of greater
extent.
My offer
This is where my offer for you comes in. I
have the ability to become quickly
acquainted with the specific professional
terminology of your products and in a large
number of cases I will be able to create for
you multilingual product brochures,
catalogues, web sites or shops and also PR-
articles as well as Blog or Face book
postings. In case of more complex or
complicated translation projects I can put
you in touch with appropriated translators
from my database and supervise the
multilingual translation project. I see
myself thereby not so much as a translation
agency who accepts every kind of
translation project but rather understand
my translation services as one-stop service
for customers for whom I already work in
the areas of foreign market development
and export customer care.
The same applies for my interpreting
services. In case you need a multilingual
interpreter for business negotiations at
decision making level or a multilingual
external export sales manager on your
booth at international trade fairs, I am at
your disposal.

6. Training of export staff
Qualified and skilled employees are one of
the most significant factors for business
success in foreign markets. And in case of
small and middle sized companies the
personnel requirements and conditions in
the export area can be quite varied. In
some companies, export business is a
matter for the boss, in some other
companies export is done alongside the
main work by employees who mainly take
care of the domestic business and in turn
some other companies have complete
export departments with several key
account managers for different areas who
have again some export clerks under their
control. The organizational structure of
export business depends crucially on the
importance which is given to the foreign
business in the company and on the stage
of development the export sales have
already reached. But however the staffing
of companies in the export area may be,
there are always optimisation potentials
which have to be identified and managed
in order to increase the export business,
where it makes sense, and to maintain and
to expand their market share in an
increasingly globalized world. In this
context, all export responsible have
possibilities to question, to expand and to
deepen their own expertise in areas like
acquisition of new export customers and
optimisation of customer loyalty as well as
concerning the daily routines in export
business. In this regard, for some middle
sized companies it may make sense to call
on external expertise in order to identify
and to take advantage of the optimisation
potentials in their own export business.
And there are already a lot of training,
coaching and seminar offers for various
optimisation areas, beginning from
seminars for systematic export business
development and definition of country
portfolios up to seminars for customs
matters, intercultural trainings and business
language courses.
What can I do for you in this matter?
First of all I have to admit that this
segment of my service offer is still in a
very early stage. I have not yet held none
of the above mentioned seminars, but I
think that with my experience as export
manger of solid German hearing aid
manufacturer and now 10 years of
independent export consultant I have
developed some strategies and practices
which may be quite useful for the one or
the other company. I will focus my training
and coaching offer on the segments of
systematic search and identification of
distribution partners and international
internet marketing, as these areas still offer
potentials which are yet not fully exploited
by many companies. The following
seminars are in the pipeline:
Systematic Export Market
Development:
+ Strategies for export market choice and survey
+ Strategies for acquiring new customers abroad
+ Strategies for negotiations with foreign sales partners
Internet and Foreign sales
+ How to position your products in the World Wide Web
+ Definition of a multi-lingual key word strategy
+ How to use successfully Blog, Twitter, PR-portals
+ Internet research in export business

7. About me
Hmm…It’s not that easy to write
something about oneself without being a
little embarrassed or having the fear to
come across as being bouncing or even
mannered or deliberately hyper authentic.
Anyhow, in my case, it is like this.
Showmanship or blowing my own trumpet
is not really my cup of tea. But, so what?
Needs must! Let’s jump into the deep
end…
Well, well, as the good Lord has really put
some talents into my cradle and as they
perhaps might be useful for you and your
business in the future there is no need to
conceal them. What do I have to show you
in this regard? Well, I speak some
languages quite well, means I have fluent
communicative business skills, both orally
and in writing, in all Western and Central
European world languages, as there are:
English, French, Spanish, Portuguese and
German. Furthermore, for 10 years now, I
attend an intermediate Arabic language
course at an adult evening class once a
week so that I can do some business small
talk in this language, too. Also I have some
basic knowledge in Russian and Polish
which could be extended in case of need.
Chinese will be also on my agenda in due
time, grammar is quite simple, but
pronunciation and writing are really
challenging…
What could be interesting for you, too, are
my many years of experience in
multilingual internet research. With the
years, I’ve learned to find my way in this
jungle of information, which can be quite
confusing and unmanageable for the
inexperienced user. So in most cases I will
be able to find by means of some well
selected key words quite useful
information regarding market situation,
competition, distribution channels and
pricing in lucrative international markets.
Also, when it comes to sales I’m not
completely clueless. In hard selling as well
as in soft selling I’ve won my first spurs
and at least I’m not afraid to contact
complete strangers by phone and have
some experience in face-to-face sales, too.
During my time as export manager of a
solid German hearing aid manufacturer I
have negotiated sales conditions with
importers from all over the world and have
presented the newest hearing aid models
on international trade fairs in several
countries. And I’ve learned on more than
one sales seminar how to handle
objections, what means AIDA and how to
conclude a sale and have proven this
knowledge several times in practice. But
even so, I’m not the super salesman or pain
in the neck who does not release the
customer until he has finally bought the
product. Means, in most cases I will be
able to tell you where the hunted game is
and how to bait it, but sometimes you will
have to do the final catch on your own.
As for my dealing with language and
communication it may be interesting to
know that originally I am a philologist. As
academic background I have a ten years
Master’s degree study of Romances and
German Philology with some foreign study
years in France, Portugal and Brazil which
I have finished with good success. When
translated, “philologist” means, „friend of
language” and so, if Muses are willing
(which unfortunately not always is the
case), I try my very best to wield the sword
of the word in the right way. Means I am
able to find from time to time, both in
writing and orally, the hopefully right
words at the right moment and to define
my position or my offer emphatically and
with effective arguments in order to find
convincing solutions which are whenever
possible beneficial to both sides. In this
regard, I take special care to avoid also in
business communication the all too often
trodden communication paths and the most
common platitudes or truisms and to try to
use language in a more unconventional
way in order to attract the necessary and
desired attention and to leave a lasting and

8. hopefully positive imprint on my
communication partners.
So what does all of that mean for your
export business? Well, if so requested, you
may gain with me an external employee for
the set-up or enhancement of your foreign
business who is able to find quite quickly
and effectively appropriated distribution
partners for your products in the selected
target countries and who is able to contact
the chosen prospective distributors in
English or in their local language and to
inform them in an appealing manner about
the specific advantages and benefits of
your products so that they will really buy
and distribute them, in the end. Our
success in achieving this depends of course
crucially on your products. They
definitively must have a genuine added
value regarding quality, degree of
innovation, price-performance ratio, brand
image, originality or marketing and service
support which makes them competitive and
desirable for foreign customers in
comparison to the existing offer on their
local market. So, if your offer is
competitive in selected export markets I
will be able to show you on- and offline
strategies for the positioning and
distribution of your products in the
especially high growth foreign markets and
to give you with the best of my ability
active assistance and support regarding the
implementation of these customized
strategies to the aspired success. As
regards the different ways of possible
support to flourish your export business,
you will find on the price list at the end of
this brochure more detailed information
regarding the several components of my
range of service, which you can book
separately or as a package. As to the
remuneration of my services I am quite
flexible. You can hire me as an external
employee with a certain number of hours
per week for a monthly flat fee in the three
digit range and get access to all services
which I have in my repertoire or you can
book individual service segments for a flat
fee. Also, from times to times I am still
willing to talk about a commission based
sales agency agreement. But in this case it
may happen that I will bail out quite
quickly if the foreign customers prove to
be not as enthusiastic about your products
as expected. Sometimes in export business
you need to have a lot of staying power
and endurance to get good results, but I
don’t have it if I need quick sales results to
bring home the bacon. In this case, I will
ask for your understanding that I will
abandon the project or do it alongside.
Well, I have tried to tell you little bit about
me and my international sales development
services. If you think that some of them
could be useful for your special export
business, leave me a message under 0049
(0) 2237-52265 or write me an e-mail to
info@hgs-exportberatung.com and let’s
talk about details.
Apart from that and in any case I sincerely
thank you for your time and attention and
to those of you who will leave me now
without that I ever will get the opportunity
to know you I wish all the best, good luck,
success, health and a happy life. To do so,
is, I think, a good Christian’s duty.
Cordial regards
Heinz-Georg Schaloske
- HGS-Exportberatung-

9. HGS
Export consulting
HGS Export Consulting, Heinz-Georg Schaloske, Sindorfer Str. 8, 50171 Kerpen
Heinz-Georg Schaloske
Sindorfer Str. 8 a
50171 Kerpen
Fon: 0049-2237 52265
Fax: 0049-2237 591956
Mobil: 0049-(0)175 9832949
E-Mail: info@hgs-exportberatung.com
Web: www.hgs-exportberatung.com
Finanzamt Bergheim: 203/5272/1604
Ust Id Nr. DE814009793
Price list for International Business Development Services
Specification of services Price in
EURO
(without
TVA)
Short list with 10 duly selected company profiles of appropriated
distributors in the chosen target country with full contact details
and all relevant information available on the distributor’s website
(product range, represented brands, distributor’s clientele, etc)
Flat fee up from 100,00
Presentation of your company and products to appropriated
distributors by phone and e-mail. Includes: Shortlist of 10
appropriated possible distributors, phone call to identify purchase
responsible, translation of cover mail and sales brochure into local
language, follow up call or mail and final report regarding response of
contacted distributors
Flat fee up from 400,00
Organization of meetings with prospective distributors in the
target country: phone calls and/or e-mails to organize meetings with
potential distributors in the target country, assistance and interpreting
services during the meetings with foreign distributors.
Daily fee (car rental and possible hotel costs not included) 300,00

10. Multilingual assistance on international trade fairs:
Multilingual visitors’ reception, presentation of products, if so required
also identification of possible foreign sales partners and invitation to
your booth in the run-up of the exhibition and multilingual assistance
in the follow-up of the trade leads generated during the fair
Daily fee (possible travel and hotel costs not included) 200,00
External International Business Development Management and
Export Consulting Services: Includes all services a salaried export
manager would do for you: Identification and contacting of possible
sales partners, multilingual translation of your website, brochures,
webshops, multilingual key word optimization to ensure that your
products are easy to find on the internet, launch of new products,
complaint management, training of foreign sales staff and much
more…
Monthly flat fee (10 hours per week) up from 400,00