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Terra Nova Equipment Ltd is the leading producer of UK manufactured
expedition tents, which have been used in some of the most extreme
conditions on every continent. The company also has 2 other
brands: - Wild Country tents which are aimed at backpackers
and outdoor enthusiasts and Extremities, a range of high performance
clothing accessories (hats, gloves, socks & gaiters) designed
for specialist and general outdoor activities.
The Netherlands had long proven to be a valuable export market
for Terra Nova, but in the Autumn of 2000 Terra Nova’s
Dutch distributor was taken over and he and Terra Nova had to
part company after an agreed hand over period. Concerned that
the period of instability would effect their export activity;
Terra Nova turned to ISPO for help in finding a Dutch student
to support them during the change of distribution.
Having spoken to Terra Nova’s sales and Marketing Director
Carolyn Budding at length, the ISPO co-ordinator set about
finding
a student suitable to act as sales executive for the Dutch
market on behalf of Terra Nova. Following a round of CV gathering
and
telephone interviews, International Business / Marketing Student
Barbera Götte was chosen.
“Barbera’s
brief was to act as Dutch Sales Executive and to provide us
with a complete overview of the Dutch market. She also contacted
existing retailers to advise the of the imminent change of distribution.”
“Barbera
was very willing to do whatever was necessary in order to get
the job done, even if it did fall outside the true parameters
of her project.”
(e.g. pitching tents in a field in Holland!)
“Barbera
proved to be a popular and efficient member of our workforce.
She has made a real contribution during her time with us. It
was obvious that she enjoyed customer interaction and our customers
have given us excellent feedback on their dealings with her.”
“Having
a native Dutch speaker during this period has clearly helped
us, Barbera provided the focus and resource we so desperately
needed. It has enabled Terra Nova to be far more customer friendly
and has provided us with a great deal of local knowledge that
we wouldn’t otherwise have had. We are already making
arrangements to host another student at the beginning of the
new academic year!”
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