A team dedicated to international development
Comprising four people, the Export department includes Hervé, Sales Director; Aurélien, Sales Manager for Spain and South America; Antoine, Sales Manager for South-East Asia and Oceania; and Marie-Odile, Export Sales Administration Manager.
Whilst France remains Marinelec Technologies’ main market, its export market share has been growing for over twenty years. The company works with system integrators, shipyards and certain shipowners, mainly in Europe, Asia and the Middle East. To build customer loyalty and win new markets, the team relies on prospecting, attending international trade fairs and maintaining a local presence. In particular, Aurélien’s base in Madrid and Antoine’s in Singapore facilitate communication and customer support in their respective regions.
Markets that require constant adaptation
Whilst the fundamentals of the business remain similar in France and internationally, certain markets present specific regulatory and linguistic constraints.
Although the majority of Marinelec’s products carry a marine certification from Bureau Veritas that is recognised worldwide, certain markets require additional certifications which may have a significant but necessary financial impact.
Adaptation also involves language: Marinelec’s fire detection control panels are available in French, English and Spanish. To meet the needs of a Japanese client, the company has also developed a dedicated Japanese-language front panel for one of its alarm panels.
Customer relations at the heart of our priorities
Responsiveness and the quality of commercial relationships are key strengths for Marinelec Technologies. In the export market, trust is built over time, taking into account the customs and practices specific to each country. Remote communication is essential, but meetings at trade fairs and in the field remain invaluable for better understanding needs, resolving certain difficulties and strengthening partnerships.
The Export department works closely with the other teams at Marinelec Technologies, which has around twenty staff members. This cooperation, combined with the loyalty of many customers and the teams’ experience, enables the company to provide tailored solutions for projects.
To continue its international expansion, Marinelec Technologies must also remain attentive to market developments, adapt its products and innovate. This is a collective effort that combines commercial proximity, customer knowledge and the ability to adapt to the needs of each market.