Doing business with Germany

This article goes into all the business opportunities that Germany has to offer. It also looks at current developments and matters like cultural differences.  

Latest news

Border Checks

Germany has introduced border checks from 16 September 2024. On motorways as well as railways. The country is trying to stop illegal immigrants and terrorism from entering. The measure has been introduced for at least six months. The Dutch transport and logistics sector organisation TLN is concerned about the effects these border checks will have. According to the transport sector, previous border check measures caused major problems (in Dutch). Germany also conducted border checks during the corona crisis and the European Soccer Champiosnhips this summer.

Increase in bankruptcies in Germany

More companies in Germany went bankrupt than expected in the first half of 2024. Compared to the same period last year, there was an increase of 41%. Companies in the real estate sector, mechanical engineering, and automotive suppliers in particular have financial problems. This is due to the aftermath of COVID-19, higher energy and raw material prices, inflation, and declining demand. Due to the drop in demand, German machine building went down by 8% compared with 2023.

German economy remains sluggish

Germany's central bank forecasts economic growth of 0.3% in 2024 (in Dutch). For the next 2 years, expectations are more positive. An increase of 1.1% for 2025 and 1.4% for 2026. With this, the German economy is recovering more slowly than expected. 

Trade with Germany 

Many Dutch entrepreneurs are already active on the German market. The usually stable economic situation and the size of the market make it an attractive country to do business with. And Germany is a neighbouring country. 

The country is made up of 16 states. Each state has its own government and its own ministerial departments. And in some cases, its own laws. And so, the regional differences are big. The dialects spoken in Germany are also quite different from one another. 

Germany is traditionally known as an industrial powerhouse with strong automotive and machinery sectors. Over the years, the German services sector has also grown, with the business services, logistics, and telecom sectors being notable examples. 

In 2023, Dutch businesses exported goods worth over €165 billion to German buyers. The main exports were electrical appliances, telecommunications devices, and fruit and vegetables.

Our main imports from Germany were road vehicles, electrical appliances, machinery, and medicinal and pharmaceutical products. Imports from Germany totalled more than €118 billion in 2023. Check out the key figures (in Dutch) on trade between the Netherlands and Germany. 

Promising sectors 

With a population of over 84 million, Germany's economy is the largest in Europe. Germany is full of opportunities for Dutch businesses due to its proximity and prosperity. It is important to realise that Germany is vast. The region of North Rhine-Westphalia alone is the same size as the Netherlands. Focus on the region in which your product or service is most likely to succeed (in Dutch).

Opportunities lie, for example, in the sustainable mobility, energy, and climate sectors. And in the development of the hydrogen economy. Germany wants to become a world leader in this technology.

Finding partners 

Germans prefer communicating with national business partners or companies, so you might find it easier to land new business if you  hire German staff. You could also work with a local  distributor or commercial agent, sell products on a  shopping site, or start your own  local branch (in Dutch). Whatever you do, make sure that your Dutch business also appeals to German customers. Do this by getting a German phone number, for example, a German website, and German brochures. Many Germans understand English but prefer to communicate in German.

German trade fairs 

Germany is Europe’s number one destination for trade fairs. It is known for trade fairs for almost all sectors. Local trade fairs can serve as a valuable source of information on the German market. They are a great place to meet new people and build a network. You can find a list of local fairs (digital and physical) and exhibits in the AUMA Trade Fair database. 

Support 

Various organisations can help you find suitable partners. Some offer their services for free and others charge a fee. 

• The Netherlands Enterprise Agency (RVO) can help you find reliable German business partners. It does this by tapping into its  overseas network (in Dutch), which includes embassies and Netherlands Business Support Offices (NBSOs) abroad. RVO will create a personalised  overview of business partners (in Dutch)  for you, tailored to your needs and wishes. They will also be able to introduce you to potential business partners in person.
• The Netherlands has 3  NBSOs in Germany. In Frankfurt, Hamburg, and Stuttgart. These Dutch government trade offices will help you find representatives and partners. They will also provide information on local laws and regulations. Their employees are very familiar with the German market, speak the language, and have a business network.
• German Chambers of Commerce  can help you find and vet businesses or register your branch or subsidiary.

Do you need advice about doing business with Germany? Contact the KVK Advice Team.

Business culture 

We may be neighbours, but German business culture is different from what we are used to in the Netherlands. A few examples: Germans are more formal and often work in companies with a clear hierarchical structure. When reaching out to a German business, do not address people by their first name and make sure you are negotiating with the right person. Commitments from people who are not authorised to make decisions will not get you anywhere. Invest time in your business relationships and build mutual trust. And you can also show that you are a reliable business partner. Check your Business Register details regularly to be sure that potential partners see correct information about your business. Germans like specialists. Be proud of your expertise and do not be afraid to show it off during a meeting. Stress the quality and solidity of your products or services. 

Put agreements in writing

Put agreements with your German partners in writing. German people honour their word and expect their business partners to do the same. If you are reliable, you will find it easier to do business in Germany. Have your contract reviewed by a lawyer who knows the German legal system. Have legal documents translated by a certified translator. 

For one-off purchases or sales, you can also include agreements in a  quotation. In addition to prices and the desired  method of payment, make sure to lay down your  terms in writing, too. Make clear agreements on who will arrange and pay for transportation. Agree on an Incoterm® and lay it down in writing in the contract or quotation. To avoid having to draw up a contract from scratch, consider using one of these model contracts (in Dutch). To avoid problems further down the road, ask your German partner to agree to your quotation or general terms and conditions in writing. 

Exporting goods 

You have made a deal and are about to export your product to Germany. With a sale to another EU country, you are making an intra-community sale. There are no physical borders within the EU. It is an internal market within which there is free movement of goods. This means you do not have to submit an export declaration and your customer does not have to pay import duties on your products. Your German customer will have to pay VAT, but only if both parties have a valid  VAT identification number. If your German customer does not have a VAT ID, you will have to charge them Dutch VAT. 

When you export excise goods, your German customer has to pay  excise duty. There are different rules on VAT on excise goods. For more information about excise duties and  other consumption taxes, visit the website of the German customs authorities (in German). 

Product rules and regulations 

Because the Netherlands and Germany are both EU countries, the rules and regulations for products are partly the same. There are some differences: 

• The Produktsicherheitsgesetz (ProdSG, in German). This product safety law harmonises safety standards for all (consumer) products. It lays down specific labelling requirements to ensure product and supplier traceability.
• Product or warranty requirements may vary. Germany has a DIN standard (Deutsches Institut für Normung, in German), which imposes stricter requirements on installation technology and IT equipment. In the Netherlands, products need only meet the  NEN standard (NEderlandse Norm). If you want to sell the same product in Germany, it will have to comply with the DIN standard and the NEN standard.
• When exporting  plants, vegetables, fruit, or plant products (in Dutch) or  animals or animal products (in Dutch) to Germany, check whether additional provisions apply. If you want to import medications into Germany, you may need an export certificate from  Farmatec (in Dutch).
• Are you selling packaged products on the German market? These are subject to different rules on packaging waste collection than in the Netherlands. Under the VerpackGesetz (VerpackG)  German packaging law (in Dutch), the first party in the chain (Erstinverkehrbringer), to place the products and packaging on the German market, is obliged to collect the packaging.
• The sale of electrical or electronic devices in Germany is governed by the Elektrogesetz (in German). This law applies to all producers and sellers, whether or not they are based in Germany. Under this law, you are required to register with the Stiftung Elektro-geräte Register (EAR, in German) before you place products on the market. With B2C sales you are also responsible for paying the costs of collecting and disposing of electrical and electronic devices.

Importing goods

Goods you buy from businesses from other EU countries are usually subject to Dutch VAT. With your purchase in Germany, you make an intra-community purchase. You do not need an import declaration and will not have to pay import duties. In most cases, your German supplier will send you an invoice with 0% VAT. Calculate how much VAT is due on your purchase and report it in your VAT return. 

If you import excise or consumption tax goods from Germany into the Netherlands, different rules may apply. When importing a passenger car, motorcycle, or van from Germany you pay BPM tax and VAT. The Dutch tax authorities have a dedicated page on paying VAT on  specific imported goods (in Dutch) and in special situations. 

European laws and regulations 

When you import products from Germany, they will usually have been approved for use in other EU countries, such as the Netherlands. The Dutch government may only ban a German product in highly exceptional cases. The Dutch Commodities Act contains general rules about product safety. It stipulates that foodstuffs and other consumer products may not endanger the health or safety of consumers. It is also important to keep product liability in mind. 

Driving ban in Germany 

Lorries and tractor or trailer combinations are  banned (in Dutch) from driving on German roads on Sundays and public holidays from midnight to 22:00. 

There are European rules for the transportation sector, which also include strict controls on driving times and rest periods for drivers. They are required to indicate that they are crossing the German-Dutch border on their  tachograph. 

Services 

Dutch service providers may also offer their services in Germany, even if they do not have a German branch. As in the Netherlands, you are not allowed to practice any profession you want without the necessary qualifications in Germany. Professions such as photographer, consultant, or copywriter are liberal professions, which means you do not need a degree or licence. In Germany, there are many protected professions that require specific qualifications, such as bakers, hairdressers, or orthopaedists. 

Mandatory licence 

In order to perform construction work in Germany, for example, you have to be qualified. Check whether the same goes for your industry. On the website of the Zentralverband des Deutschen Handwerks (ZDH), you can find a current  list of licensed professions (in German). With a KVK-issued EU declaration, you can demonstrate that your Dutch qualifications and your professional competence correspond to the obligations in Germany. 

Labour law 

If you or an employee is going to work in Germany temporarily, check in advance whether you have to report this digitally to the Finanzkontrolle Schwarzarbeit of the German customs authorities (in German). When working on German territory, German labour law, or Arbeitnehmer-Entsendegesetz (AEntG) applies. This means you have to comply with German rules (in German) on minimum wages, minimum amount of paid leave, and health, safety, and hygiene conditions at work. Inspections are common in Germany, especially on construction sites. 

Social security 

An A1 certificate of coverage is proof that you have social insurance coverage in the Netherlands. You can request this certificate from the Social Insurance Bank (SVB) to avoid paying a social security contribution in Germany. 

VAT

Whether you have to charge VAT to your German customer depends on the type of customer to whom you provide the service. When providing services to consumers, you usually charge Dutch VAT. If your customer is a business, do not charge VAT but reverse charge it to your customer instead. Your German customer will calculate the VAT and report it locally. To do this, both parties must have a valid VAT identification number. 

Income tax

Does your employee spend more than 183 days in any 12-month period working in Germany? And do they work from your permanent establishment in Germany? In that case, they will have to pay income tax in Germany from the first day they work there under the 183-day rule. 

Tax representative 

The  tax representatives (in Dutch) we have in the Netherlands do not exist in Germany. If you need a German VAT number for local sales or services, you will have to request one from the  Tax Office in Kleve (in German). You can, however, appoint a tax agent in Germany. This agent, for example, an accountant or bookkeeper, can apply for a VAT number on your behalf and fulfil all your VAT obligations in Germany.