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“You need the same energy
whether you think big or small,
so why not just think big?”
year – and this customer is planning
other future projects with E+P.
The hiring of high-quality talent has
also been one of the top priorities. The
objective was to set up a team with lo-
gistics expertise who were passionate-
ly committed to the success of E+P's
customers. “E+P is very well known in
Germany and in the USA there is still
a lot of potential to be developed here.
It was therefore important to quick-
ly create a scalable, digital marketing
program for a qualified, expandable
sales pipeline. However, equally im-
portant was that we concentrated our
sales efforts on the customers and the
opportunities with the best prospects
of success. In a country with 350 mil-
lion inhabitants and where it takes six
hours to fly from Charlotte to Los An-
geles, a clear focus and a professional
sales process are unbelievably import-
ant,” explains Scott. Two other essen-
E+P is constantly staying ahead of an
ever growing global need for innova-
tive logistics solutions and is rigorously
continuing its growth strategy by en-
tering new markets. And in this spirit
the team in the USA has seen posi-
tive developments. “We only entered
the US market at the start of this year,
but we have made huge progress since
then,” says Scott Deutsch, Head of the
US team, based in Charlotte, North
Carolina.
Scott’s role is to establish the E+P brand
in North America and develop a new
customer base there. And the success
to date speaks for itself: “By April 2017
we had already exceeded the sales rev-
enue from the previous year.” The larg-
est customer in the USA, a distributor
of pet food, recently introduced Lydia®
Voice with the Lydia® VoiceWear pick-
ing vest. The first LFS customer in the
USA will go live before the end of the
tial market launch strategies of huge
importance for the advanced US mar-
ket were the establishment of a reseller
partner program in addition to the
direct sales channel and the establish-
ment of a US-based SaaS and hosting
option, similar to EPX.
“Think big” cries the slogan from
which Scott and his team draw their
motivation. “We need to adopt this
approach if we want to establish our-
selves quickly and grow in the Amer-
ican market,” he says. “You need the
same energy whether you think big
or small, so why not just think big?”
says Scott. Even although the USA and
Germany are thousands of miles away
from each other, he and his team know
they can rely on support from Germa-
ny. Scott sums up as follows: “We have
very aggressive growth plans and our
success will even enable E+P to grow
even faster.”
Hole in One.
Driving into the US market
52 53 LFS.people