Tecnopool has earned a key role in the North American food processing market thanks to key factors including a good understanding of the culture, its in-country presence, personal relationships and technical expertise. North America is considered a market with very high entry barriers.
According to Nicola Scudella, Tecnopool’s sales manager for North America, “Americans, same as Italians for some typical and traditional sectors (i.e. food), are very protective of the “Made in the USA”. The challenge is to overcome this initial resistance towards foreign products.” Working for members of the American Society of Baking is the most secure accreditation and a passport to any future negotiation, in Tecnopool’s experience. This year has been a further test due to the COVID-19 situation. “When I think that during lockdown we closed a contract with a large leading company like Artisan Chef for three bakery lines, I am obviously satisfied with how we rethought our communication processes to navigate the crisis,” acknowledges Scudella.
Another key factor for a company that supplies comprehensive total food processing systems is the high level of technical expertise. “Another typical case is when companies with large orders find themselves having to guarantee higher than normal production rates in a short time and without adequate advice, they risk of building oversized systems that, once the emergency is over, do not repay the construction costs. Also, in this case, engaging with an expert partner helps to choose the right size, both in terms of system and investment.”
Another reason why technical expertise is essential when selecting food technologies is the fact that the quality of the final product is the result of a correctly defined production process that was supported by a good system design practice, Tecnopool says.