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THE PEOPLE ... AND THE ATTITUDE
Lean Machine
Considering that we work in over 60 countries and have six overseas offices, we operate with a lean machine. All told, our staff numbers 35; many are bilingual, if not multi-lingual.
The closest thing to a structural framework
we have is our regional sales managers’ group.
Since the globe is our market place, we have divided geographic responsibility among six managers. The territories are as follows: Europe, Latin America, the Middle East and Africa, East Asia, Pacific Rim, the Caribbean. The sixth region isn’t one you’ll find on any map — it’s called New Market Development and it represents a region of the mind and has to do with the attitude of EMSI.
Geopolitical Game
Attitudinally, all of us at EMSI are cognizant of the fact that while we happen to ply our trade in the electrical,
mechanical, data communications, and telecommunications markets, the real distinguishing aspect of our work is its international geopolitical nature.
Ours is a market place in which making the right geopolitical decision is often
as important as making the right business decision. We function in an ever-changing environment and have to be constantly prepared to cope with economic uncertainty and political instability.
Throughout the more than 60
countries where we do business, the EMSI sales force visits offices and job sites of contractors, consultants, power companies and industrial end-users. Part of their job is to counsel prospects and customers as to the particulars
of specific U.S. products and engineering matters in terms of how these may differ from a European or Asian approach.
The Field Force
By doing
this kind of fieldwork, in effect we bring the U.S. manufacturer to the specifying influence.
Our primary objective is to maximize product identification, thereby creating an international image and presence for the U.S. manufacturer. We explore new market development and focus efforts to determine the best national markets for particular products.
All EMSI personnel have an international background and possess the requisite cultural sensitivity and the knowledge of local business practices and trade regulations needed to assure successful arrangements and dealings in any
country or region where we maintain a presence.
In all cases, the EMSI employees who man overseas offices are thoroughly acquainted with not only local and regional business conditions, but also geopolitical realities and
cultural sensitivities. Theirs is the kind of market awareness that only comes from being on the ground, immersed in the day-today dynamics of the locales in which they work.
They are close to the customer, working with him
on a real-time basis and ready to move quickly, speaking and thinking in his language, attuned to the economic nuances that can mean the critical difference between closing a sale and losing a sale.
All EMSI personnel overseas
are highly trained professionals in sales, marketing and technical support services, and a number hold engineering degrees.
Given their intimate familiarity with their territories and the level of their operational skills, these are people uniquely capable of focusing their considerable expertise and full attention on seeking solutions rather than simply selling products.
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