Provocative theories in Elmshorner Sales Convention

"There is competition in many areas of our lives, including between universities. Since state universities are increasingly offering dual courses of study, we are in competition." With this statement, which was in tune with the conference, the President of the North Academy, Prof. Dr. Georg Plate, the 130 participants of the Sales Convention 2010 in the Audimax of the University of Economics in Elmshorn. Among them many marketing managers from the university's cooperation companies and also students interested in the conference topic "Selling After the Crisis".

The team of well-known speakers from research and practice was led by Prof. Dr. Christian Belz from the Institute for Marketing at the University of St. Gallen. Michael Otto, Director of the Hamburg-based Berenberg Bank, gave a lecture on the main topics automotive, financial services and health care; Sales professional Wolfgang F. Bussmann, senior partner at the management consultancy Mercuri International, Dr. Bernd Becker, Managing Director of the Wunderman agency; Dr. Wilfried Völsgen, Regional Manager Sales & Marketing Ford; Management consultant Hans-Georg Pompe, author of the book "Marktmacht 50plus" and Jürgen Heiko Borwieck, managing director of Dräger Medical and a graduate of the Nordakademie.

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Two BfR studies on the use of terms in risk communication

Does it make a difference whether a substance pose a risk or a danger? For scientists who assess risks in the field of consumer health protection, this distinction is of great importance for social actors that use these reviews, it has no bearing. This is one of the results of two studies of the Federal Institute for Risk Assessment (BfR). Within the project "Evaluation of communication about the differences between, risk 'and, hazard'" the current risk communication BfR was examined on how experts and lay people with these two concepts deal in practice. For the project "Communication of risk and hazard" experts were consulted from business, environmental and consumer organizations and authorities, as they use the terms. The results of both studies are now available. "The study results provide important insights for risk communication," says Professor Dr. Dr. Andreas Hensel, President of BfR. "You must also focus even more closely linguistically to their target audiences."

When it comes to the risk communication between public authorities, business, NGOs and the public to misunderstandings, a cause could in the different use of the terms "risk" and "danger" and "hazard" are. Of this, from the two studies, which were conducted on behalf of the BfR at Forschungszentrum Jülich GmbH and the Institute for Ecological Economy Research gGmbH in cooperation with the Dialogik gGmbH. The evaluation of risk communication BfR and its further development were the focus of investigations.

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Manager as a "Springer" for bridging or crisis management must take into account specific features of family

In January 2010 practice guide "Interim management in family" of the Witten Institute for Family Business (WIFU) is published in cooperation with the United Interim Management GmbH. Theme is the difficult and complex field of Interim Managers. An interim manager is a foreign manager, who will work for a period of 12 24 to months for a company. Its activity is provided from the outset as a transitional solution, be it to cope with an acute crisis or to bridge a long time, until a new CEO can take control of the company.

"As a crisis manager so need an interim manager far-reaching powers of decision, because the family and often the senior manager's decisions need the causes of the crisis, see the company and eliminate them. For this purpose he must turn change much. And just as often the problems occur, can not give him and changes are suspect, "said Dr. Tom Rüsen, CEO of WIFU. The interim manager must not only have excellent knowledge, he must recognize as a quasi-family member, the problems of the family business and must take into account any differences of interests within the family. Only then he can make decisions and bring about the changes that will in turn determine the success of its restructuring. The guide also focuses on how and where to find an interim manager how a typical course of the project looks like and what should be considered when drawing up contracts.

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More and more manufacturers of local products apply EU seal / National Atlas presents maps, explained the background and shows relationships to

Black Forest ham, marzipan and Thuringian bratwurst are foods with protected geography. More 73 regional products from Germany are allowed to wear "protected designation of origin" or "protected geographical origin" the promotional EU seal of approval. For other specialties such as Dresden Stollen, Hessian cider or Spätzlemachine the certification process at present still. These are complex and can take several years. Nevertheless, many protective Communities get involved in the complex and lengthy procedures. Because of the protection status under EU law not only preserves them against abuse of appellations. The companies hope to gain by excluding non-resident in the region, especially manufacturers competitive advantages.

The Leibniz Institute for Regional Geography (IfL) has to gather everything you need to know about protected Herkunfstbezeichnungen and presented clearly. The results in the form of maps, graphics and text are now found on the website of National Atlas (http://aktuell.nationalatlas.de). The article explains the background and relationships; show cards, where there is in Germany which certified local products, the quantities for which food applications to the European Commission and - the example of regional sausage specialties - that continues to be a wide range of products is offered without the protection of their geographical origin. Posted by the IfL scientist Ulrich Erman. The economic geography has spent several years working on issues of production and consumption.

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The in Aktionskreis achievers (AKL) cooperating associations have created a common ethics paper. Key question is: how can you keep as an individual in a large economic entity a moral compass?

1. Ethics is not a troublesome hindrance, but fundamental prerequisite for sustainable economic success The measure of economy is the man. Also, the competition is a social event for the benefit of consumers. Success facilitates ethical behavior. The greater the success, the greater the ethical obligation. The more anonymous is a structure, the harder it is to enforce ethics. Because people have to expect sanctions less of their actions.

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70,7% of users get in touch with an advertiser - 82,8% of enter in connection to goods or services average 577 euros from

Such customers contact numbers other media can only dream: As a recent representative survey of Ipsos Market Research Institute in Hamburg shows occur 70,7% of all users of the yellow pages to their search in contact with one or more advertisers. The Yellow Pages users have their spending already been scheduled: stately 577 euros give 82,8% of users following from their contact on average for goods or services.

"The numbers of representative study commissioned Yellow Pages demonstrate impressively that Yellow Pages is the leading business directory and customer contact media in Germany." Says Uwe Frigge, CEO of Yellow Pages Marketing Company in Hamburg, and underlines his statement with other numbers from consumer analysis: "Yellow pages has a reputation of 98,5% within the German population over 14 years, with more than half the population (57,6%) have yellow pages used print last year and also online is gelbeseiten.de with 2,91 million. . Unique users and 8 million visits the most far-reaching online yellow pages. If you want to reach customers efficiently and effectively, for the remains guides both on- and offline first choice. "

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Significantly increasing energy prices, developing oligopolies among suppliers and ever more individualized consumer demands - these are the three biggest challenges for purchasing departments of companies in the food industry. This results in a recent study by the Kerkhoff Competence Center (KCC) of Supply Chain Management at the University of St. Gallen, the Institute for Allensbach and Lebensmittelzeitung result.

The study entitled "Strategic Challenges for shopping in the food industry" in which over 100 purchasing managers and CEO interviewed by medium and large food manufacturers in Germany by the Allensbach Institute, appeared on 11. December 2009 excerpts exclusively in the food newspaper.

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Classic one-way communication in advertising and direct marketing is increasingly reaching its limits - consumers in Germany prefer interactive information channels. This is confirmed by a current study by the Leipzig University of Applied Sciences (HHL) and the management consultancy McKinsey & Company. The representative survey of 1.500 consumers in the areas of mobile communications, branch banks and entertainment electronics shows: Although every third consumer uses classic TV advertising, newspapers, magazines and catalogs to provide information about products and services, these channels are less important as a source of information before making a purchase decision than five percent of buyers. For example, customers who are about to make a specific purchase decision in the field of entertainment electronics prefer to find out more directly in the retail store (39 percent) and above all online: The websites of Internet retailers and manufacturers as well as forums and web communities name more than 50 percent than the one for them most important information channel. Noteworthy: the survey results are similar in all three industries examined. Classic marketing communication has reached its limits

"Whether in the traditional retail trade, the bank branch or on the Internet - the customers get more information and use more opportunities to exchange experiences with each other," says Christoph Erbenich, Partner at McKinsey. "Classic marketing communication alone is no longer enough to significantly influence the purchasing decision."

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Up to 50 percent of Ikea's customers already use self-checkout

Ikea is once again the pioneer: Approximately 50 percent of existing cash lines in 45 Swedish furniture stores in Germany were equipped with self-service Express cash this year. Specifically 480 conventional funds were dismantled and 960 Express POS installed. The reported Holger Apel, responsible at Ikea for POS technology, the technology days the EHI Retail Institute in Cologne. According to a report by the trade magazine The trade is the furniture store "one of the few dealers in Germany, put the area-wide and in a big way on this, Self-Checkout' POS solutions." That seems only logical to pay but about 70 percent of 46 million customers in cash anyway.

However, Germany is lagging behind EHI details of development in self-service area behind where the Metro subsidiary Real is a pioneer and has installed in 62 markets self-scanning terminals while in the major European food retailers Tesco, Carrefour or Continente of Self- Checkout the standard belong. There, as reported, the trade, "can customers so they because want to be a matter of course automatically at checkout." The consulting firm Retail Banking Research (RBR) also assumes that the number of worldwide currently 92.000 terminals to 2014 will quadruple.

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WSI collective agreement archive expands service offering

30 new professions at www.lohnspiegel.de - the information portal about wages and salaries is expanding its range. Who deserves what? The information portal answers this question reliable answer for years. The following professions are now new in the database:

Controller / in, Sales Assistant / in, quality controller / in, client advisor / in, copywriter / in, Optometrists / in, biotechnologists / in, metal grinder / in, Tierpfle-ger / in, publishing employees / r, taxi driver / in, pharmaceutical technicians / r Assis-tent / in, plasterer / in / plasterer / in, Aircraft mechanic / in, Personalbera- ter / in, florist / in, gardener / in, PR specialist, library assistant / in, house-pfleger / in, agricultural workers / in among others

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Who wears clothes in professional life, rising from the body sweat, probably deprives himself of his chances of promotion. Certain textiles take sweat now even particularly like, and distribute it within a few meters in the noses of our neighbors - bad if that's just the boss. Reason enough to take a close look at the smell optimize our clothing. To scientifically sound to judge negative or positive, outgoing textiles odors sensory, both extensive instrumental analyzes as well as professionally trained human sniffers (sniffer or panelists) are required. The further expansion of their odor analysis, the Hohenstein Institute are the aim of optimizing the smell of clothes now come a big step closer.

Manufacturer of body-worn clothing (z. B. sports and outdoor clothing, underwear or socks), workwear, protective clothing and home textiles and shoes and shoe inserts can now work with the help of the Hohenstein odor analysis targeted at the olfactory improve their products and fiber types, Vote design features and special equipment to each other. To this end, emphasizes Prof. Dr. Dirk Höfer, Head of the Institute for Hygiene and Biotechnology, "that both the new state of various materials can be examined as well as worn, washed or artificially acted on materials." Consequently, the incumbent at the Hohenstein Institutes procedures are not only for odor (antibacterial) or odor-emitting textiles (SPA Textiles) interesting, but z. B. for the detergent and cosmetic industry to perform a detailed analysis of the fragrance release. Since fragrances next microcapsule equipment raise usually about washing processes on textiles, independent product comparisons and effects of different washing processes can now be judged on the fabric odor.

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