Newsroom

Luxcore principals regularly participate in industry forums and media coverage where our expertise is sought. The following news and articles provide examples of our insights.

CEO Jerry Seeman participated in a roundtable for MX magazine (the magazine of medical device corporate executives) discussing the globalization of the medical device industry:

Here he explained one of the advantages of Luxembourg (whose Board of Economic Development is a firm client) to Business Facilities, an industry publication:

Despite a low domestic unemployment level, there is a large supply of cross-border workers from neighboring regions in France, Belgium, and Germany, according to Jerrold S. Seeman, Esq., president and CEO of Luxcore, Ltd., the U.S government registered agency that is the official representative of the LBED. The number of cross-border workers commuting daily to Luxembourg currently stands at 95,000. The service sector, and especially the financial services sector, has continued to experience rapid growth. Satellite communications and broadcasting have also expanded rapidly.

On another occasion, he provided his opinion on the value of trade shows:

On The Road Again: The Viability of Trade Shows

It's that time of year again. The office seems strangely quiet, voice mail systems are strained, and if your expense account could scream, it would emit a wail to pierce eardrums. Tradeshow season has begun.

They come in trains, planes, and automobiles, dragging laptops, cell phones and business cards, and they are in search of the holy grail of advertising: The latest information. But isn't the notion of dragging people from all over the country to Orlando, New York or San Francisco a bit old-fashioned in the e-commerce world?

COO Louis Moiani offered this advice about the challenges of selling services, rather than products:

Introducing a new service into our product mix

My company just suffered a huge set back when I tried to train my product sales force to sell services at my company. We did a pilot in England, and the consultant we used had no hands-on experience selling services and basically tried to teach a 10-day course in two days, using old basic field training sales stuff. The feedback was flat-out awful! What are the experiences of readers selling services, where you previously only sold products? How could I have handled this differently?
- Jim, VP of Professional Services

Remember your sales force is perceived as the service

It is important for your sales force to remember that when they sell a service the customer perceives them as the product. Relationships and trust are critical, as is geography. Many service customers want to see the salesperson or have easy access to them, as they are the true bond for the offering. Selling intangibles requires a different mindset and approach than the traditional box or widget sale. Endorsements and positive proof of the service performances are not enough. A good salesperson will be perceived by the client as a valuable source of knowledge and aggregator of business for the client. - Lou Moiani, COO of Luxcore, Ltd.