Paying the penalty for Market absence

One result of Britain's late entry into the EEC has been a falling share in direct sales to West Germany. Now, with signs that the decline is levelling off and the growing presence in the Federal Republic of UK subsidiaries, trade prospects look brighter. But major inroads into this quality‐conscious market won't be made while there are the all‐too‐familiar complaints about inferior workmanship and delivery delays, reports John Howard.