{"id":3319,"date":"2024-04-07T19:13:46","date_gmt":"2024-04-07T17:13:46","guid":{"rendered":"https:\/\/www.ondernemendvenlo.nl\/zowel-verkoop-als-inkooptechnisch-veel-kansen-over-de-grens-voor-venlose-ondernemers-5\/"},"modified":"2025-04-07T19:26:16","modified_gmt":"2025-04-07T17:26:16","slug":"zowel-verkoop-als-inkooptechnisch-veel-kansen-over-de-grens-voor-venlose-ondernemers-5","status":"publish","type":"post","link":"https:\/\/www.ondernemendvenlo.nl\/en\/zowel-verkoop-als-inkooptechnisch-veel-kansen-over-de-grens-voor-venlose-ondernemers-5\/","title":{"rendered":"'Both sales and purchasing many opportunities across the border for Venlo entrepreneurs'"},"content":{"rendered":"<p><em>Sjoerd Derkx (managing director Systemec) and Martin Niedernhuber (managing director TKM). PHOTOGRAPHY: BRAM BECKS PHOTO: BRAM BECKS<\/em><\/p>\n<p><strong>Venlonian <a href=\"https:\/\/www.linkedin.com\/in\/sjoerd-derkx-07ba99b\/\" target=\"_blank\" rel=\"noopener\">Sjoerd Derkx<\/a>, managing director of Systemec, has experience of doing business across borders and the benefits it brings. Since 2014, he and his German partner, among others, have operated <a href=\"https:\/\/www.linkedin.com\/in\/martin-niedernhuber-585313209\/\" target=\"_blank\" rel=\"noopener\">Martin Niedernhuber<\/a>, managing director of TKM, expanded his field of activity by offering a successful cross-border digital infrastructure. \"As a Dutchman, you need a German partner to get a foothold there,\" said Derkx.<\/strong><\/p>\n<p>Sjoerd Derkx runs a business full-service Internet Service Provider (ISP) and System Integrator. The company builds fibre-optic networks for business-to-business (B2B) purposes, making internet available in specific areas. Systemec's first data centre is located in Blerick, but Derkx received an application from Germany in 2013, seeing a gap in the market across the border. The lack of a digital infrastructure there had been a concern for local government bodies for years. In particular, border regions, small towns and villages were severely neglected, causing companies to leave the border region. \"German local government bodies decided not to wait any longer for measures from Berlin, instead local initiatives were taken to expand the digital infrastructure, with help from the Netherlands across the border.\" The first request for Systemec from the other side of the border came from Nettetal, where we had to provide a new area with internet,\" says Derkx.<\/p>\n<p>\"The business park was not sold because of the lack of sufficient digital infrastructure. The nearest data centre in Germany was in D\u00fcsseldorf, from Venlo the distance was shorter to build fibre-optic infrastructure to Nettetal. Fibre-optic cables stretching for kilometres under the Meuse river were extended to the German territory.\" For this challenge, Derkx joined forces, among others, with Martin Niedernhuber of TKM, which is a Systemec supplier and focuses on the sale and distribution of components and devices in copper and fibre-optic technology. \"Our fathers had been business partners for more than 30 years and transferred their cross-border business relationship to us. We also studied together at Fontys, so we knew each other well. We executed the assignment successfully, which led to the decision to support each other in expanding our working area in both the German and Dutch markets.\" Meanwhile, Systemec also has two additional data centres in the Euroregion. By spreading the data centres across Germany and the Netherlands, Systemec and TKM and their relations can benefit from, among other things, two independent energy networks and multiple international carriers, further increasing the availability of the data centres and almost approaching 100%.<\/p>\n<p><em>'There is no point in entering the German market like a reckless cowboy. You have to build goodwill first'<\/em><\/p>\n<p><strong>Goodwill<\/strong><br \/>\nIn 2014, Systemec established a GmbH, with its headquarters located in M\u00f6nchengladbach, the home base of TKM. \"Having a German postal and\/or visiting address and German-speaking staff as a point of contact is an important first step if you want to do business in Germany,\" says Derkx. \"This feels more familiar to potential customers.\" A bond of trust is key to being successful on the German market, both men stress. \"Dutch and Germans are both open and honest towards each other, in that respect we are the same,\" says Martin. \"But Dutch people are impatient and want immediate answers when they are acquired, otherwise they move on to the next potential customer. That's not how business works in Germany.\" Derkx adds: \"There is no point in entering the German market like a reckless cowboy. You have to build goodwill first. Because of German bureaucracy, it takes a lot of paperwork to get something done. That takes time, but it also provides an opportunity to build rapport. If that succeeds, it creates a long-term relationship that is hard to break. It's like a marriage you enter into with the customer.\"<\/p>\n<p><img fetchpriority=\"high\" decoding=\"async\" class=\"alignnone size-full wp-image-20970\" src=\"https:\/\/www.ondernemendvenlo.nl\/wp-content\/uploads\/2025\/04\/BB20230525_DSC_2204-4.jpg\" alt=\"\" width=\"1376\" height=\"734\" \/><\/p>\n<p><strong>Cultural differences<\/strong><br \/>\nHaving a German partner to guide you around the country can make you aware of the cultural differences present, Sjoerd stresses. \"One example is the hierarchy in German companies, as opposed to the informal corporate culture in the Netherlands. As a director, you have to behave like a chameleon. In the Netherlands I am Sjoerd, but in Germany I am Herr Derkx. Although it can feel uncomfortable, you shouldn't force this. Germans value this a lot.\"<\/p>\n<p>Besides internet connection, Systemec can also offer web and cloud services: thorough explanations are required so that a company learns about the possibilities of further digitalisation. Sjoerd: \"For that, you need German-speaking staff who can explain the tricky material clearly. There is a lot of ageing in management positions in German offices, so convincing them to implement modern technologies, such as working in the cloud, requires command of the language and persuasiveness. Decision-making processes are often slow and new systems are not implemented quickly. This is also one of the reasons why Germany's digital infrastructure is lagging behind. They still have some catching up to do in the Euroregion and it would be great if our joint activities could contribute to this. There is still a lot of work to be done before this can be realised. In particular, SMEs need to be embraced first. That is a nice challenge for us in the coming years.\"<\/p>\n<p><strong>Tips<\/strong><br \/>\nAccording to the gentlemen, it is a missed opportunity for Venlo companies not to take advantage of cross-border business. \"Not only sales-wise, but also procurement-wise,\" says Martin. \"Many beautiful products are made in Germany. Our advice is to look for producers and suppliers in the Euroregion. With recent developments, such as delayed deliveries due to the ship stranded in the Suez Canal or because of COVID-19, companies are increasingly realising that a slightly higher purchase price is worth it if one can order products within the region and have them delivered the next day. This also leads to fewer transport movements, resulting in lower emissions and thus a more sustainable approach.\"<\/p>\n<p>Derkx emphasises that it is necessary to invest in another country before you can reap the benefits. \"I am currently spending 50% of my time on German market development, while turnover has not yet reached this division within Systemec. But I am satisfied because I foresee Systemec doubling in Germany in five years' time and growing annually.\" The gentlemen have plans to enter the Euroregion. \"Our customer relationships are growing and crossing borders. We would like to embrace the Euroregion and further expand our digital infrastructure there. Systemec will realise this together with TKM.\"<\/p>\n<hr \/>\n<p><a href=\"http:\/\/www.systemec.nl\" target=\"_blank\" rel=\"noopener\">www.systemec.nl<\/a> - <a href=\"http:\/\/www.tkm-networks.com\" target=\"_blank\" rel=\"noopener\">www.tkm-networks.com<\/a><\/p>","protected":false},"excerpt":{"rendered":"<p>Sjoerd Derkx (managing director Systemec) en Martin Niedernhuber (managing director TKM). FOTOGRAFIE: BRAM BECKSFOTO: BRAM BECKS Venlonaar Sjoerd Derkx, managing director van Systemec, heeft ervaring met ondernemen over de grens en de voordelen die het met zich meebrengt. Sinds 2014 heeft hij o.a. samen met zijn Duitse partner Martin Niedernhuber, managing director van TKM, zijn [&hellip;]<\/p>","protected":false},"author":1,"featured_media":3320,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[21],"tags":[],"class_list":["post-3319","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-magazine"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.3 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>\u2018Zowel verkoop- als inkooptechnisch veel kansen over de grens voor Venlose ondernemers\u2019 - Ondernemend Venlo<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ondernemendvenlo.nl\/en\/zowel-verkoop-als-inkooptechnisch-veel-kansen-over-de-grens-voor-venlose-ondernemers-5\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"\u2018Zowel verkoop- als inkooptechnisch veel kansen over de grens voor Venlose ondernemers\u2019 - Ondernemend Venlo\" \/>\n<meta property=\"og:description\" content=\"Sjoerd Derkx (managing director Systemec) en Martin Niedernhuber (managing director TKM). FOTOGRAFIE: BRAM BECKSFOTO: BRAM BECKS Venlonaar Sjoerd Derkx, managing director van Systemec, heeft ervaring met ondernemen over de grens en de voordelen die het met zich meebrengt. 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FOTOGRAFIE: BRAM BECKSFOTO: BRAM BECKS Venlonaar Sjoerd Derkx, managing director van Systemec, heeft ervaring met ondernemen over de grens en de voordelen die het met zich meebrengt. 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