František Leiter: How to succeed in the USA? Vision, quality and access to the customer are the key

František Leiter, managing director of M2C Innovis, regularly oversees the development of the company's activities on the US market. On his last trade mission at the end of 2024, he attended the prestigious kiosk summit in Tampa, Florida, where the company further developed its business relationships and strengthened its position. In the interview, he outlines the company's strategy in the US market, the technological differences between the continents and its vision for future growth. What opportunities does the US market bring and what are the keys to success? Read more.

At the end of 2024 you went to the USA. What was the aim of this trip?

Our regular trade missions to the USA are part of our long-term strategy to develop the market there. Our most recent visit included participation in the Self-Service Innovation Summit in Tampa, where we further developed our strategic partnerships and strengthened the distribution network for our flagship electronic reception product, Welcomo. Our presence at the Summit resulted in additional key contracts. At the same time, we strengthened our presence in California, where we are successfully working with a growing portfolio of clients, and expanded our software solutions development activities through our Good Sailors subsidiary.

What impressions did you take away from the kiosk summit? Do you plan to attend again next year?

This year we decided to first analyse the summit thoroughly from the visitors' point of view. This allowed us to map the current trends and the position of the competition in the US market in detail. For next year, we are already planning our own stand where we will present our innovative kiosk. Based on our experience in the US market so far, we are convinced of the competitiveness of our solution.

How is Welcomo better than the competition in the US market?

Our key competitive advantage is full vertical integration - from development through production to implementation and service. This model allows us maximum control over quality and speed of delivery, which is highly valued by the US market. While competitors often offer customized solutions, we have developed a scalable product for thousands of users that can still meet each client's specific requirements. This versatility combined with high quality gives us a significant competitive advantage.

What attracted you most at the kiosk summit?

From our regular participation in American trade fairs, we observe a significantly higher market readiness to accept innovative solutions. American users are very proactive in testing new technologies and providing feedback. This approach allows us to iterate and improve our products more quickly. Unlike in Europe, there is a greater tolerance for the development process - customers understand that the perfect product is built incrementally and take an active role in its creation.

What do you think of the American approach to technology? What would you like to see in our country?

Based on our experience in both markets, we can confirm that America is a true leader in technology adoption. While in Europe we often face legislative barriers, the American regulatory framework encourages technological innovation, which significantly accelerates the implementation of technological innovation.

How are US customers accepting new players in the market?

In the US, we thrive on a unique combination of European precision and innovation. Our partners there especially appreciate our ability to deliver quality solutions and build trusted relationships over the long term. Being a European company is neither an advantage nor a handicap.

What problems have you seen in the US compared to Europe?

A big problem is the lack of manual workers, but this is similar to ours. However, Americans place more emphasis on valuing and motivating them. They value quality work and are willing to pay well for it. Our solutions help automate some of the physical activities where workers are scarce.

What appeals to you most about the US market?

The US market provides us with the ideal environment to scale our solutions. Local customers can appreciate innovative vision and are ready to invest in long-term partnerships and technology development.

Could it be said that the US market is perhaps the main area of activity in the future?

The US market is strategically key for us. While in Europe we often encounter a more conservative approach to implementing technology solutions, in the US we find an ideal environment for rapid delivery and feedback and significant growth potential.