The Laval delegation selected for the Germany trade mission returned November 24 after a hectic week in that country, bringing with them a wealth of knowledge about the German market as well as new leads.
Three Laval companies have decided to tackle this promising but extremely challenging market since not only is Germany the world?s second biggest exporter, it also has unmatched technology and impressive experience on the international stage.
Two IT companies and one company specializing in photonics participated in this multi-sectoral mission.
TERRANOVA TRAINING:
Represented by its president and founder, Lise Lapointe, Terranova is a pioneer in information security awareness solutions and more recently, in sustainable development. The company, which already has a prestigious customer portfolio, is looking for a German distributor for its two products. Thanks to this mission, Lise Lapointe now has an overall vision of this market and the competition. ?Terranova?s president met with five companies, three in Munich, specializing in sustainable development, and two IT firms in Munich and Frankfurt, and will explore opportunities with four more potential distributors to which she was introduced during the trip. Given its highly innovative products, we expect to see Terranova break into this market before long.
OKIOK:
Represented by its president, Claude Vigeant, OKIOK offers a complete range of information security solutions, particularly in the areas of secure data transfer and identity management. Already present on the German market with a prominent customer, the company is also looking for new distributors, not only in Germany but in Eastern Europe (markets previously targeted through market studies) as well. During the week-long mission, Mr. Vigeant found four prospective customers and partners in Germany, the Czech Republic and Poland, and made contact with other potential partners in Germany, Austria and the Czech Republic.
GENIA PHOTONICS:
Represented by its CTO and co-founder, Alain Villeneuve, Genia Photonics is a fledgling company that has designed a revolutionary optical fibre-based laser systems for a diverse range of applications, including molecular spectroscopy, biomedical (detection of cancerous cells), industrial process monitoring (quality control in the chemical and pharmaceutical industries) and defence & security (detection of hazardous substances). Mr. Villeneuve?s goal on this mission was to explore not only the chemical market but also the very closed defence market. In the weeks leading up to the mission, many contacts were approached and initiated in the chemical and security industries, but the fact remains that Germany?s multinationals are difficult to break into in the near term. Mr. Villeneuve nevertheless managed to meet with a multinational from the biomedical industry and the world famous Fraunhofer Society, connections that could quickly put Genia on the German map. As well, Munich?s Chemie Bayern cluster offered to introduce Genia to local chemical companies that could benefit from Genia?s technology. Lastly, three prospective customers are in the process of studying Genia?s system.
While it is still too early to assess the impact of this mission on the three participants? sales since they all still have many leads to explore, what is clear is that all three have gained invaluable knowledge about the German market and their competition. Updates will follow on their progress?
We would like to thank Sabine Kerner and Peter Orre for their perseverance, the Quebec Delegation in Munich for the warm reception during our stay, the Embassy of Canada in Berlin, and last but not least, the State of Bavaria Montreal Office for its support and leads.
Fr?d?rique Boissier
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