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”The Finnish way” create business opportunities Pauli Karkkainen is Internal Sales Account Manager of the Finnish market within EMC. The company is one of the world leading companies regarding products, service and solutions for storage of computer information. The head office is situated in Ireland and it is through ADRITEL he finds his clients, who makes the first contact for him. Finnish people are sensitive. Even if it is ok with English, most people are more comfortable talking in Finnish about the company’s IT-structure. It is also an advantage to be familiar with the Finnish culture- it is a big difference to call to stressed Helsinki citizens or to someone in quieter Lapland. ADRITEL can do both. - Finnish speaking communicators were important when making the decision of whom to co-operate with. Questions about a company’s It-structure and storage of information are like asking about company secrets, Pauli explains. Therefore it requires a lot of professionalism and coherence from the communicators at ADRITEL, in order to create an atmosphere which feels trustworthy. It is also important for them to be familiar with EMC and what is happening with us. After the calls have been made ADRITEL reports to EMC about potential customers who are interested, which should be contacted first, the size of their business and their needs. Pauli, who should entail these leads to new business opportunities. - The reports are incredible valuable and informative. They make the foundation of our continued efforts and we must be able to trust them. If not we might begin a big project for nothing. Thanks to ADRITEL, EMC can speak the same language as the customers the whole way from an enquiry to a closed deal. It means good service, diminish the risk for misunderstandings and give the feeling of us being close. After a bit over a year of cooperation with ADRITEL, Pauli can see that it generates good result. That it happens “the Finnish way” makes an increased feeling of quality. - The sales are increasing as well as the revenue. There is a lot of potential in telemarketing; it is only about finding the right areas to work with. Only the imagination sets the limits to our cooperation with ADRITEL, which is why it is important with a well functioned communication. Pauli Karkkainen Tillbaka

Adress Box 340, 201 23 Malmö    Besöksadress Hans Michelsensg. 1B    Tel 040-18 34 34    Fax 040-18 25 35    info@adritel.se    www.adritel.se