Alligator Plastics, founded in 1956, is a developer and producer of plastic injection molding products. The company manufactures parts for plastic beer kegs, car components, and products for the healthcare sector. Alligator has two production facilities in Son and Eindhoven, employing a total of 135 people. Of these, about 20 are involved in product development.
“This is where our added value truly lies,” says International Sales and New Business Manager Peter Tilleman. “For example, customers approach us with questions about how they can replace metal parts with plastic. Our engineers brainstorm with them and come up with a smart and well-thought-out design to ensure the desired benefits are actually achieved.”
The first steps in Germany
In recent years, the rapidly growing company has been increasingly focusing on foreign markets. Tilleman: “We are eager to establish long-term relationships with companies for which we can handle product development and produce in high volumes. These can certainly be found in Germany.”
Alligator's German venture started with the search for an agent, which the company quickly found through the German-Dutch Chamber of Commerce. Tilleman: “That was very important for us. Agents work for multiple companies, giving them a broad network. As a result, we gained a database of addresses and sales opportunities, which we are now building upon.”
Moving deeper into the market
Another significant step was participating in a BOM-led business trip to the heart of the German automotive industry in Baden-Württemberg in November 2018. “During this trip, we made contact with a major potential client with whom we are now in advanced discussions,” Tilleman says. “Moreover, BOM introduced us to development companies in southern Germany, who in turn know many people, allowing us to delve deeper into the market.”
Tilleman praises the knowledge and extensive network of BOM both domestically and internationally. “I regularly speak with my contact person, with whom market developments are discussed,” Tilleman shares.
The German gründlichkeit
Companies that want to cross the border must ensure that their organization is ready, according to Tilleman. “People not only need to speak the language, they also need to understand why a German asks something,” Tilleman explains. “Germans demand structure, and the organization must be adapted to that. If you promise something, you must deliver it. Always. So, ensure you have the necessary certifications on time and that your production capacity is in order, so you can deliver what you promise.”
The well-known German thoroughness is also a factor to consider. “Nothing is done hastily here. For example, as a supplier, you need to provide many documents, requiring more time to reach a business agreement. Take this into account in your planning. If you already achieve revenue in your first year, it is a stroke of luck.”
Confidently
After the first years in the German market, Tilleman is full of confidence. “We have a database with valuable contacts, we know what the organization is capable of, and we are increasingly understanding what the German market demands. Now we must deliver.”