Markets, trends and valuable insights into the world of foreign trade: for a cup of coffee with KOCH CEO, Nicolas Menge.
How the export industry will develop in the future and why pioneering spirit is still in demand today.
Mr. Menge, how do you judge the current global economic situation and its impact on foreign trade?
The global economy today is resilient, but significantly more complex than it was just a few years ago. Growth still exists, but geopolitical tensions, tariffs, regulatory requirements, and uncertainties in supply chains are noticeably increasing. For foreign trade the international business no longer works according to the principle of “place an order, receive the goods, problem solved.” It requires not only solid market knowledge, strong networks, and the ability to identify risks early. Working on compliance has become the new challenge. At the same time, new opportunities are emerging in global markets. MERCOSUR or free trade agreements with India are opening up new possibilities.
What do customers expect from a strong export partner in this situation?
Today, customers expect far more than just a good offer. They are looking for a partner who remains capable of acting even under difficult conditions, secures supply chains, quickly identifies alternatives, and ensures reliability throughout the entire process. In a market environment shaped by political influences, fluctuating demand, and new trade barriers, speed, transparency, and robust processes become real competitive advantages. In other words: the lowest price does not automatically win the deal—often, the partner who can reliably deliver the business to completion does. In addition, a high degree of flexibility is required across all areas.
“Our task is to strengthen Germanys economical position .”
Which challenges are currently shaping foreign trade most strongly?
We are seeing four key factors: first, geopolitical uncertainty; second, increasing fragmentation of markets; third, more strict regulatory requirements; and fourth, high pressure on delivery capability and responsiveness. International trade flows are being reorganized, companies are diversifying their sourcing, and many customers assess risks much more sensitively than before. This changes the rules of the game. To succeed now, companies must not only be internationally connected but also operationally excellent and must have the ability to deliver pragmatic solutions in critical moments. This is what separates solid suppliers from true problem solvers in day-to-day business. It will also remain challenging to strengthen Germany economically—clear political direction is required here.
What role do network, experience, and personal support play in this environment?
These factors became more important. In a volatile global economy, not only data and processes matter, but also reliable relationships. A strong international network creates speed, opens up alternatives, and increases stability in the supply chain. Experience helps to correctly interpret developments and avoid over-reacting to every market movement. And personal support is the point at which a supplier becomes a strategic partner. This is exactly where we position ourselves: short decision paths, clear communication and the ambition not to focus on short-term one-shot deals, but on sustainable and reliable business relationships. This positioning clearly aligns with KOCH’s established brand image as a long-term oriented export partner.
In your view, what is the key success factor in foreign trade today?
The decisive success factor is the ability to make complexity manageable for both the supplier and the customer. Today, foreign trade is far more than the cross-border sale of products. It is about security of supply, timing, regulatory diligence, logistical resilience, and economically viable solutions. Those who combine all of these aspects create real added value. Our ambition is therefore clear: we do not just want to organize exports for our partners, but to structure international sourcing and supply in a way that remains stable, efficient, and future-proof even in a demanding market environment. In addition, it is important to position oneself across multiple industries in order to avoid dependencies.
