The United States is an interesting and important market for many German companies. Local representation can make sense for strategic and economic reasons. In addition, the U.S. market strengthens the image and improves the reputation. It goes without saying that InterGest offers its services locally and helps German companies get started in the North American market.
InterGest North America really took off in 1997, when Wilfried Roggenbau took over the management of the company in the USA: "The InterGest idea convinced me as it fits the USA. I've always believed that you make administration more efficient by spreading it over several shoulders. And this is exactly what InterGest offers, taking care of specific, economic concerns of small and medium-sized companies that want to establish a business base in the United States - from accounting to tax and legal advice."
Wilfried Roggenbau already had many years of experience in the areas of financing, foreign trade and accounting, gained at various large German and American corporations such as Thyssen, Rheinbraun and Citgo Petroleum, when he took over InterGest. "At the time, I was working as InterGest in parallel with my job at Thyssen, in accordance with my employer, of course. Success came quickly: after only a short time, I was faced with the choice of either handing over InterGest or giving up my job at Thyssen. The decision wasn't difficult, and since then I've been concentrating on building up and expanding InterGest in the U.S."
he beginnings: New markets, rapid growth and the start of typical "Made in USA" success stories
The economics graduate recounts his early days as InterGest's Managing Director for North America: "Self-employment meant a risk for me and my family with two daughters and a home mortgage, but it got off to a promising start. Our first customer, Leifheit AG, was a well-known name. Within a year, we had three more smaller clients. At the beginning, I had to get used to the work and the numbers. From Thyssen, I was used to dealing with large sums for proven commodity products. That wasn't the case here at first."
With the success of the first customers, InterGest's reputation in the U.S. also grew, says Wilfried Roggenbau: "A manufacturer of industrial cutting equipment started with one employee in Tennessee and today has 130, its own production and is like the famous maggot in bacon in the U.S.". A manufacturer of engine oil and additives has a similar history: It has grown from one employee to 50 and expanded its presence across the country. These companies have done many things right, including relying on our expertise, and have shown staying power. In the USA, it can take four to five years to achieve the desired success. In addition, they have provided a sufficient budget. It is also important not to try to place your own products or services in all regions of this huge country right away. It often makes more sense to expand step by step. The automotive sector is a good example of this. This used to focus on Detroit and the surrounding area, but can now be found in large parts of the country. One thing is certain: The American market is extremely interesting for German companies because it is large and there is purchasing power. You can be very successful here. - And you can also do a lot of things wrong."
Wilfried Roggenbau knows the typical mistakes that can be made in the U.S. as an entrepreneur. "I have sat across from prospective customers who assured me that their product would sell itself. Large investments were not necessary, they said, and that's how it would have worked in Germany or other countries. I shook their hands and wished them good luck, but refused to cooperate. Because nothing sells on its own here. What many companies also underestimate is that work in the U.S. is controlled from headquarters in Germany. The mentality in the U.S. is different from that in Germany: American employees present themselves and their work in a very positive light; they learn this at school. German managers are easily dazzled by this kind of presentation. In addition, it also happens that employment contracts with high fixed salaries and low commissions are negotiated out of ignorance. At the same time, it is more true than ever in the U.S. that those who believe in success will have it."
That's why it's important to have someone on the scene who knows the local mannerisms, and that's exactly what InterGest North America offers: "With us, companies have competent local contacts who keep a close eye on where the money goes. In some cases, the German parent companies only give us the banking powers rather than their own American management. That way, they retain control over their finances and benefit from our many years of know-how, our competent team and our network. We represent the interests of our customers in the long term, regardless of the products or services offered. We've had everything from women's shoes to furniture to advanced technologies."
InterGest North America: family-owned business with "100% Rye Construction"
As with many InterGest partners,
family plays a central role at InterGest North America. Wilfried Roggenbau's daughter Kerstin manages the Los Angeles office, while her father, together with her mother and younger daughter, steers the business in Long Island. "So InterGest in the U.S. is 100% Roggenbau," Wilfried laughs. "In addition, a former employee of ours set up a branch there after moving to Texas. This puts us in a very good strategic position within the USA. In addition to the family, we rely on a network of specialists, for example in IT, tax consulting and legal issues. And we are happy to draw on resources from our international InterGest partner group. Especially with Gregor Vorderwülbecke in Mexico, there are always approaches for cooperation."
The Roggenbau family always looks forward to the annual meetings of all InterGest partners, but this year they are especially excited: "Our 25th anniversary this year coincides with 50 years of InterGest Worldwide. The double anniversary is to be celebrated then in double intensity!" announces Wilfried Roggenbau with visible pleasure.
More information at: www.intergest.com/en/usa/
