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Click to edit Master title style

Click to edit Master title style. Käytännön kokemuksia etabloitumisesta Saksan markkinoille. Jarmo Kuikka. Helsinki. 13.5.2009. ‘‘Bringing You Power’’ from the wind. Click to edit Master title style.

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Click to edit Master title style

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  1. Click to edit Master title style Käytännön kokemuksia etabloitumisesta Saksan markkinoille Jarmo Kuikka Helsinki 13.5.2009

  2. ‘‘Bringing You Power’’ from the wind Click to edit Master title style Hip hop, rap artist Paleface and his band Conscious Youths have created a special song for The Switch and its quest. Jarmo Kuikka Helsinki 12.2.2009

  3. Why The Switch Switch to renewable energy: Wind and other New Energy sources 1 The Switch is your proactive choice to do more for our world of the future. 3

  4. Why The Switch Switch to smarter technology: With in-built simplicity, robustness and reliability 2 Advantage of an optimized power-generating package for consistent performance. 4

  5. Why The Switch Switch to better results: Gain up to 20% more energy. 3 • Switch outside the box… and profit more • from a whole new way of thinking. 5

  6. Focus on selected business 6

  7. Vision of the future - 2012 Meur Technology leader 250 MEur with EBIT exceeding 10%. 7

  8. Growth rates in the Top 10 markets Finland 89 113 0 Accu. in the world total 122,158 MW 8

  9. European wind resources Wind speed High Medium Low 9

  10. Power to energy, P2E The Switch generators and converters transform the power of wind into electrical energy – and maximize turbine output.

  11. Wind turbine 11

  12. Focus on main components PMG = Permanent Magnet Generator 12

  13. 13

  14. Motivated team around the customer 14

  15. The Switch – Why to Germany?

  16. Meeting with Mikael Helle 1st of August 2008 • The Switch presentation • Wind turbine market info • Saksalais-suomalainen kauppakamari • The Switch operations in Germany • Type to company needed in Germany • Personnel and hiring process • How to organize The Switch operations • Recruiting a local sales representative • Financial support sources

  17. How to enter the German market? • How to operate in Germany? • Operations from Finland for first 2 years • 2008 office with one salesperson of our own • Increase personnel step by step • Type of company? • Dependent Branch Office • Registration with the local trade office? • Commercial register – not needed? • Bookkeeping? • Lawyer or notary? • Tax advisor? • Bank?

  18. The Switch – How did we do it? • Analyzing location of potential customers • Finding the right person • Finding an office • Organizing general issues • Getting new sales person into business • Learning

  19. Customers and potential customers are located in North Germany and in Denmark

  20. What kind of tasks / operations locally? Job description defined What kind of person needed? Wide experience in wind turbine industry Technical knowledge and sales skills How to find a right kind of person? Friends in Germany? Headhunters? Advert for a job in local newspapers? Advert in Monster? Yes Monster 12 applications within 2 weeks – 6 potential candidates Jürgen Millhoff – over 10 years experience in wind industry Hiring a local wind turbine expert

  21. Office in Hamburg Nordport Tower in Norderstedt • Located next to potential customers • Opening 1st of January, 2009 • Near to the airport • Near Jürgen’s home • New building

  22. Get new sales person into business • Jürgen visited The Switch offices in Finland • Vantaa, Vaasa, Lappeenranta • Meeting with all key persons • Marketing material • Action plan • Meeting German customers • Jürgen knows who is who in the German wind business

  23. Jürgen – Why did you select The Switch? • Where did you get information about The Switch? • Monster • Internet • Why did you select The Switch? • Interesting future technology: specialized in permanent magnet generator and full power converter • “Scandinavian thinking” in The Switch • To get experience with a company and colleagues from abroad • and “sauna business” • Huge market in Germany and other countries • I’m in the wind business since 18 years now and I have a good network

  24. Ask information and support from Germany Trade & Invest

  25. What did we learn? • Positive • Deutsch-Finnische Handelskammer - Mikael Helle • Germany Trade and Invest (Invest in Germany) • Bookkeeping – Sari M. Trosien in Frankfurt • Monster and good luck  • Challenges • Financial support • Finland ?? • Germany ??

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