At this moment, representatives of 54 British IT companies are gathering in Hanover with hundreds of their counterparts from around the world to exhibit at CeBIT, the world’s largest digital and telecommunications trade fair.

As they promote their businesses with marketing translations and technical translations this weekend, they might not be aware that by taking their products to market in Germany they’re continuing a trade partnership that extends back seven centuries.

The Hanseatic League of German towns began trading nationally and internationally in the late Middle Ages, and by 1320 they had a base in London at the site now occupied by Cannon Street railway station.  This pioneering group is still remembered today with airline Lufthansa literally translated as “Air Hansa”.

As eager as British exporters are to make inroads with the “BRIC” economies of Brazil, Russia, India and China, we shouldn’t underestimate the importance of our longest standing partner.  In 2011 Germany ranked second only to the United States as an importer of British goods, accounting for a total of just over £27.5 billion, up almost 20% year on year.  Opportunities exist across all sectors, with key targets such as aerospace and automotive engineering particularly strong.

Germany’s aerospace industry is famously innovative and has an annual turnover of 25 billion euros. Expansion has been maintained since the 1990s with strong current growth in civil, military and space sectors. Major players with manufacturing sites in Germany include Airbus, Eurofighter and EADS Astrium. Rolls Royce, which produces some of the world’s most advanced aircraft engines, has recently increased its commitment to Germany with a new marine service centre set to open in Hamburg.   Rolls Royce already employs 3,200 people in Germany at two aerospace production facilities and a state-of-the-art mechanical testing facility.  This standard bearer for British quality views Germany as a perfect base for strategic growth.

Germany’s economy has weathered recent storms better than most in Europe.  Public finances are far healthier than those in the UK and growth in 2011 was powered largely by investment and consumer spending. With opportunities abounding across many sectors, what are the potential pitfalls for the UK exporter?

Because so many Germans in commerce and public life speak impeccable English, there’s a temptation to ignore possible communication issues.  When it comes to a marketing translation or website localisation project, even the slightest misunderstanding can be costly. It’s not just British exporters who need to tread carefully. German companies sometimes make poor language choices too.  The word “rucksack” originated in Germany, so a recent campaign to promote camping equipment in the country could have used that word without confusion.  Unfortunately a marketing decision was made to adopt the English phrase “body bag” instead.  No matter how adventurous the German hiker might be, we doubt they’d relish the prospect of that particular trip.

It’s also important to appreciate cultural nuances.  Research has demonstrated that a critical element in German website localization is a focus on the values of self-reliance, achievement, independence and individual freedom. Autonomy, competition, and non-conformity are also cherished qualities. A highly educated population of 82 million has embraced e-commerce, and one fifth of all internet users in the European Union are German.   This consumer group is discerning and price conscious, they expect an intelligent, persuasive bid for their custom and above all they expect to be communicated with in their own language.

One British entrepreneur who understood and embraced this is Ravi Karia, director of Universal Textiles. After increasing UK market share through effective use of online sales channels, Ravi partnered up with a German online retailer, fully localising the company’s website and using native speakers to translate product material and deal with customer enquiries.  Like so many successful exporters, Ravi realised that a half-hearted approach would win no plaudits and no business.  On the other hand, effective German website localisation opens the door to a European economic powerhouse and enables immediate, direct communication with 120 million native German speakers in 38 countries.

When the United Kingdom first began trading with Germany, neither country existed in a form that we’d recognise today.  Both sets of people quickly found, however, that there was a great deal to be gained by working together.  700 years later that remains true.  To fully embrace trade opportunities with our oldest partner, British exporters need to fully embrace their language and culture.  Website localisations, marketing translations and technical translations are helping your competitors to do that already.

What are you waiting for?

One of Wolfestone’s first duties to a client is to understand the key selling points of their product or service and make absolutely sure they are clearly conveyed in the target language.  Marketing translations, technical translations or website translations can be outstanding sales tools or disastrous cautionary tales.  When American Airlines advertised  its new leather first class seats in Mexico by urging consumers to “Fly in Leather”, the literal Spanish translation became a request to “Fly Naked”.  Wolfestone guarantees an altogether more suitable introduction to the Mexican market, and it’s a market that British exporters are finding increasingly attractive.

Of all the emerging global economies, Mexico’s is arguably the most receptive to international trade.  It’s the only country pledged to free trade with both North America and Europe and currently holds a world-leading 44 free trade agreements.  The Mexican government’s commitment to reducing its dependence on the United States has opened the door to a raft of British success stories, with notable gains made in automotive, aerospace, electronics and ICT.

What makes this market so appealing to the British exporter?

Mexico offers a stable economy and a secure legal framework.  British exporters are offered all the regulatory protection they could reasonably ask for.

A recent KPMG “competitive alternatives” guide confirmed that trading in Mexico is 18.2% cheaper than, for example, in the United States.

The cost of manufacturing industrial components is lower in Mexico than in any of the other key emerging global markets.

Mexico has an increasingly prosperous middle class, with “high end” consumer trade thriving.  More luxury goods are purchased in Mexico than in all other Latin American countries combined.

With a population of 112 million covering a geographical area of almost 2 million square kilometres, there’s no such thing as a homogenous Spanish translation for Mexico.  The dialects used in the Yucatan Peninsula and the northern, western or coastal areas might vary considerably, and the country’s vast border with the United States and the prominence of American tourists has led to many “English-isms” permeating northern Mexican language.  For example, words such as “birra” for “beer”, “rentar” for “rent” or “carro” for “car” are now in common usage in border areas.  The right translation partner will offer a fully localized service, with not only a native speaker but one with relevant current experience of a particular region and its economy.

Mexico has been positive and far-sighted in its industrial development.  The country has the world’s third largest computer manufacturing industry and ranks sixth in electronics manufacturing.  The automotive industry is thriving in production, research and development.  Industry giants such as Ford, Chrysler, Volkswagen and Nissan have been prominent in Mexico for decades and many European and Asian component suppliers also have local sites: the city of Puebla is home to 70 industrial part-makers clustered around the Volkswagen plant.  This sector has been a happy hunting ground for many UK exporters, with COMAU Estil, the advanced robotics specialist, recently winning a contract for the provision of British design and engineering expertise to automotive clients in Monterrey.

The country offers ample opportunity for exporters to exhibit, and Wolfestone is already receiving information requests for this August’s International Computer and Electronics Fair, to be held in Mexico City’s World Trade Centre.  This is the largest fair of its kind in Latin America and we support clients with the preparation of marketing brochures, bilingual business cards and, where necessary, interpreters.  As is the case with so many emerging economies, these forums offer an excellent opportunity for relationships to be forged and doors to be opened.  You just need appropriate preparation, appropriate advice and above all you need to use appropriate language.

You don’t have to “fly naked” when exporting to Mexico and you don’t have to fly solo either.  The right translation and localization partner will help you get where you want to be.

That’s why clients come to Wolfestone.