Dusseldorf

Jeff Hannah Speaks at EuroShop 2020

Posted on by Jeff Hannah | In Age, Authority, Best Practices, Branding, Communications, Culture, Dusseldorf, Europe, Gender, Germany, Graphics, Language, Latin America, Leadership, Loose Time, Marketing, Middle East, Non-Verbal Communications, North America, Podcast, Precise Time, Relationships, Strategy, Time, United Kingdom, United States

Jeff Hannah Speaks at EuroShop 2020

In this episode, host Jeff Hannah speaks at EuroShop 2020 in Düsseldorf, Germany as part of the IFES Expo & Event Stage. Jeff’s lecture was titled Cultural Frameworks – which highlights the need for focusing on the dimensions of national culture. Jeff states that cultural differences are one of the most ignored aspects of international trade show programs.

Neglecting subtle nuances in cross-cultural business can be devastating, as unrealized components of culture can damage business relationships and nullify marketing efforts. Recognizing that all business is conducted within the “context of culture” helps one to see things from a totally different perspective. This session provides a brief overview of the various dimensions of culture which should considered when exhibiting in other countries, such as:

IFES is the International Federation of Exhibition and Event Services, headquartered in Europe. Jeff’s lecture was hosted by IFES as part of their series called, The Art of Exhibition, an important aspect of the educational program provided at EuroShop.

EuroShop is the world’s largest trade fair for the retail industry, trade shows and associated sectors. There are over 90,000 attendees at the show, with more than 2,000 exhibitors from 56 countries. It is the source of information and inspiration for professionals and decision-makers on every conceivable aspect of retailing. It is the showcase for trends and innovations. A hot spot for sales and marketing experts seeking new ideas to spotlight and sell their company’s products and services even better.

This interview was recorded at the Messe Düsseldorf in Düsseldorf, Germany – and moderated by the infamous Han Leenhouts from The Netherlands.

Jeff Hannah on LinkedIn

Email: jeff@globalexhibitor.com

Jeff & Uta on Eco Tour in Sonoran Desert

IFES Executive Director – Uta Goretzky

Posted on by Jeff Hannah | In Abu Dhabi, Argentina, Best Practices, Brazil, Chile, Communications, Culture, Design, Dubai, Dusseldorf, Europe, Germany, Graphics, Language, Latin America, Leadership, Marketing, Mexico, Middle East, Munich, North America, Podcast, Relationships, Strategy, United Arab Emirates, United Kingdom, United States

Jeff Hannah Interviews Uta Goretzky – Executive Director of IFES

In this episode, host Jeff Hannah interviews Uta Goretzky, the Executive Director of the International Federation of Exhibition and Event Services, headquartered in Europe. Uta has a vast knowledge of what is happening in the trade show and event industry on a global basis. She works diligently to ensure that the industry is well-represented globally within various government contexts, as well as from an economic standpoint. They also provide a platform for global collaboration between companies across the exhibition industry.

Uta discusses trends that she is observing, initiatives that IFES is pursuing currently, the significance of cultural concerns, as well as best practices for exhibitors. Uta is based in Frankfurt, Germany, but spends much of her life on the road in many places around the world.

Prior to joining IFES, Uta spent more than 20 years with FAMAB e.V., the German association for the exhibitions and events industry. Uta studied economics at the Westfälische Wilhelms-Universität Münster in Germany.

This interview was recorded in the Sonoran Desert of Tucson, Arizona in the USA.

Uta Goretzky on LinkedIn

Email: uta@ifesnet.org

NCR @ EuroShop

On-Site with Ulrich Kaiser of NCR Germany at EuroShop

Posted on by Jeff Hannah | In Authority, Best Practices, Branding, Communications, Culture, Design, Dubai, Dusseldorf, Europe, Germany, Graphics, Language, London, Marketing, Munich, Non-Verbal Communications, North America, Podcast, Precise Time, Relationships, Strategy, The Netherlands, United Kingdom, United States, Verbal Communications

Host Jeff Hannah had the opportunity to interview Ulrich Kaiser of NCR Germany – on the trade show floor at the most recent EuroShop show in Dusseldorf, Germany. Ulrich is based in Munich, Germany – and has been with NCR for more than 25 years.

Jeff and Ulrich had a great conversation around messaging, cultural differences, architecture, design, the importance of hospitality, how to conduct meetings, and establishing spending priorities in the trade show arena.

Common International Mistakes: Awareness (Part 1 of 4)

Posted on by Jeff Hannah | In Best Practices, Branding, Communications, Culture, Design, Graphics, Language, Marketing, Strategy

You come from a unique background that shapes your view of the world. But what if your approach did more harm than good? What if you really didn’t understand your customers like you thought you did? And, what if your strategy was flawed?

Many companies who exhibit at international trade shows make these AWARENESS MISTAKES every day. The good news: there are ways to avoid these pitfalls! In this four-part series, we will identify these mistakes and help you understand how to avoid them.

Read More

Persian Gulf Marina

Doing Business in Arab Countries – What You Should Know

Posted on by Jeff Hannah | In Abu Dhabi, Age, Argentina, Asia, Australia, Authority, Bahrain, Best Practices, Branding, Brazil, Chile, China, Communications, Culture, Doha, Dubai, Dusseldorf, Ecuador, Europe, Gender, Germany, Graphics, Hong Kong, Japan, Kuwait, Language, Latin America, London, Loose Time, Manama, Marketing, Mexico, Middle East, Munich, Non-Verbal Communications, North America, Precise Time, Qatar, Relationships, Saudi Arabia, Singapore, Strategy, Taiwan, Thailand, The Netherlands, Time, United Arab Emirates, United Kingdom, United States, Verbal Communications
If you want to market, exhibit or host events in other countries, you really DO need to understand their mindset, worldview and culture as much as possible. And this goes much deeper than markers such as demographics. Read More

Tabexpo Trade Show

Tips for Working With PRECISE TIME Cultures

Posted on by Jeff Hannah | In Authority, Best Practices, Communications, Culture, Europe, Germany, London, Loose Time, North America, Precise Time, Time, United Kingdom, United States, Verbal Communications

How do you view time? In a loose, casual way, or in a more precise way? And why does it matter?

 

If you are participating in a trade show or event in a PRECISE TIME CULTURE, the concept of TIME will play an important role – and introduces differences which you should recognize. If you are from a more relaxed, or LOOSE TIME CULTURE, you may be surprised when your colleagues in the precise time culture are not as flexible as you would like them to be, if they seem frustrated if you do not arrive on time for a meeting, or fail to meet a deadline…  Read More

JCB Exhibit at Bauma Germany

How to Work with Germans – Part 2

Posted on by Jeff Hannah | In Authority, Best Practices, Culture, Europe, Germany, Precise Time, Relationships, Strategy, Time

I learned much the hard way from my interactions with German businesses over the years. I’d like to share some surprising advice with you – things I consider as ESSENTIAL for interacting and negotiating with Germans…

During the Meeting:

1. Anticipate the Style: Expect a more formal meeting than in the USA. Approach the discussion in a systematic and organized way. Propose an agenda and follow it! Don’t jump around. Establish expectations for outcomes. Everyone should have a chance to be heard in the meeting. Direct and participative communication is appreciated.

 

If you are not used to a strong banter, you may be taken by surprise or wear down quickly. Modestly demonstrating your technical expertise and industry experience lends creditability and trust. Stand your ground and make a case for your goals. Jeff Hannah

 

2. Control Your Emotions: It’s certainly okay to be passionate. But, don’t let emotions or personal feelings cloud your arguments. Be respectful. Keep a clear head and rely heavily on logic and fact. Strongest logic wins!

 

3. Stay Focused: Don’t expect too much small talk or chitchat. You will generally get right down to business. Don’t get distracted by sideline / ancillary issues. Keep the main things the main things! This is not the same as detail, which requires proper attention.

 

4. Communicate Clearly: Be clear, direct and consistent in your responses. Miscommunication happens easily and often with language barriers and industry jargon. Verbalize details in a couple of different ways to see if everyone still agrees. Use visuals, sketches, and drawings to clarify and document details. Here are more insights on dealing with LANGUAGE BARRIERS.

 

5. Expect Uber Specificity: The meeting will likely delve into greater detail than you expect as an American. Be very specific / precise with details. Start with the overall, and then go into the details, following a systematic approach, including costs, numbers, etc. Expect to work in the metric system. Be PRECISE with TIME also.

 

6. Maintain Resilience: If you are not used to a strong banter, you may be taken by surprise or wear down quickly. Modestly demonstrating your technical expertise and industry experience lends creditability and trust. Stand your ground and make a case for your goals; don’t give up, and don’t take pushback personally.

 

After the Meeting:

Just Do It: Do what you committed to do. And, don’t wait for days or weeks. Do it as quickly as possible!

 

For the essentials of planning for a meeting with Germans, go to PART 1 of this blog: “Before the Meeting.”

Exhibit at Anuga - Germany

How to Work with Germans – Part 1

Posted on by Jeff Hannah | In Authority, Best Practices, Culture, Europe, Germany, Strategy

Before the Meeting:

I learned much the hard way from my interactions with German businesses over the years. I’d like to share some surprising advice with you – things I consider as ESSENTIAL for interacting and negotiating with Germans…  Read More