How can UK Recycling Equipment Manufacturers Successfully Sell into Germany?

Germany has been one of the main recycling driving forces in the EU and this has helped develop a very successful Recycling Equipment Manufacturing sector.  German manufacturers have often led the way with the development of new recycling technology and have been very successful at exporting to other EU countries including the UK, the USA and generally around the world.

Bunting Exhibiting in Germany

With such a strong indigenous recycling equipment sector, breaking into the German market can be challenging.  However, with the right strategy and good quality engineering it is possible to secure a portion of the largest recycling market in Europe and here are some guidelines:

  1. Ensure that the Recycling Equipment is well designed and manufactured.  This might sound obvious, but supplying the equipment to a German customer that proves problematic may result in that being the last that ever crosses the border;
  2. Enlist the support of a well-known and respected Marketing Agent or Distributor.  Even though they may not be an employee, develop a relationship whereby they are an extension of the company in Germany.  Bunting Magnetics is presently searching for Marketing Agents in Germany for the recycling sector and if this is of interest, please contact us via our website or email Dave Hills at dhills@butingeurope.com;
  3. Converse and provide good technical documentation in German.  Even though many Germans speak excellent English and their language skills are far more developed that people in the UK, providing information in the local language is essential to be successful.  Bunting has invested in having German speaking sales staff based at the headquarters in Berkhamsted, UK;
  4. After the equipment has been supplied, ensure that there is good after-sales service with regular visits and easy provision of spares;
  5. Don’t be frightened of the local competition.  Like any other business, German companies want to buy good equipment at the right price from a company that they can trust;Bunting Stainless Steel Separator at RWM2015-0174
  6. Introduce new technology to the market.  On the 4th and 5th November, Bunting is launching a new Magnetic Separator for separating and recovering weakly magnetic materials like Stainless Steel at the Recycling Technik show in Dortmund.  The High Intensity Separation Conveyor was launched at RWM 2015 (a major UK recycling show) in September 2015 and this will be the first time it is exhibited in Germany;
  7.  Exhibit at trade shows.  German exhibitions are, arguably, the best in Europe and offer an ideal platform to introduce and promote a company and equipment to potential customers.  Also, have the Recycling Equipment working on the stand as ‘seeing is believing’.
  8. Walk trade show, assessing the market and the competition.  This is a key part of researching the market and often simply highlights the huge potential.

The opportunities in the recycling sector in Germany are greater than any other country in Europe and it is time that UK Recycling Equipment Manufacturers secured a larger share of that market.  We look forward to seeing you at Recycling Technik in Dortmund.

Bunting Magnetics design, manufacture and supply an extensive range of metal separation equipment including Magnetic Separators, Eddy Current Separators and Metal Detectors.

What is the Recycling Impact of UK Steel Plant Closures?

The recent news that several steel plants in the UK are closing is devastating for everyone concerned.  The news reports state that thousands of workers will lose their jobs and that steel production in the UK may become extinct.  However, what could be the real impact?

Steel at Dowlais Merthyr Tydfil

The UK has a history of manufacturing steel in the UK with Merthyr Tydfil in South Wales being the steel capital of the world during the industrial revolution.  As with coal production, there appears to be a lack of political concern that the UK will no longer have such resources and the long term affect is unknown.

The loss of large parts of the steel making industry in the UK will affect other industries including the recycling sector.  The price of scrap steel has dropped dramatically in recent months, from £150 in January 2015 to the present level of £105 per tonne (No 2 old steel scrap).  Exporting steel scrap is challenging due to the low value and high shipping costs and this will put further pressure on recycling companies.

The recent closures will put added pressure on an industry that is already faced with being regulated out of existence.  It is ironic that there is continued political pressure to increase recycling rates without an appreciation that successful recycling simply does not work alone.  It relies on steel mills to purchase the scrap and once that customer is removed and the value does not warrant export, then where does that recycled product go?

The loss of steel manufacturing in the UK is devastating, but the long term implications are yet to be seen.

Bunting Magnetics designs, manufactures and supplies metal separation and recovery equipment including Eddy Current Separators, Magnetic Separators and have recently launched a new Stainless Steel Magnetic Separator.