smau milano 2015 - deinternational italia
TRANSCRIPT
International Business Opportunities
How to generate new business on the Italian and German
market
DEinternational Italia Srl
22.10.2015
AHK | ONE INSTITUTION – THREE FUNCTIONS
Membership Organisation
Official representative of interests
of the German Economy
DEinternational – Service unit of
the German Chamber Network
FOURTH INDUSTRIAL REVOLUTION /
INDUSTRIE 4.0 / INDUSTRIA 4.0
• The term "Industrie 4.0" originates from a project in the high-tech
strategy of the German government, which promotes the computerization
of manufacturing
• Industrie 4.0 promises to increase manufacturing productivity levels by
up to 50 percent – and halve the amount of resources required
• Germany has set itself the goal of being an integrated industry lead
market and provider by 2020
• Bilateral cooperation and exchange between the countries will create
synergistic effects
DE | BUSINESS CONCEPT
Network of 10 bilingual chancellery and tax
consulting companies
Supports SMEs in all phases of their
internationalization process
Takes over a connecting role between
German and Italian companies
Acts as mediator
Arbitration for settling disputes according to
the AHK Italy process
TWO COMPLEMENTARY ECONOMY
STRUCTURES
ca. 2.800 subsidiaries in Italy
ca. 40.000 companies with economic relations
to Italy
ca. 2.500 subsidiaries in Germany
ca. 50.000 companies with economic relations
to Germany
1) Italy is the second most important industrial country with the EU
After Germany, Italy has the highest share of industry
2) Italy and Germany have an identical economy structure
Highly qualified companies: Italy and Germany are shaped by a mulitude of small and
medium sized hidden champions in almost every area of the economy
3) Italy and Germany have an identical order of export goods
Vehicles, machinery, electro- and electronic products, chemicals, fine mechanics, all
ahead of food, leather and textiles
GERMANY AND ITALY - COMMONALITIES
COMMERCIAL STRATEGIES
1. Direct selling (direct acquisition of the client)
2. Indirect selling with agents, industrial
representation, importers, wholesalers
3. E-Commerce
4. Franchising
5. Joint Venture
6. Merger & Acquisition
7. Own employees in the other country
8. Representation office or foundation of an own
company
INVESTMENTS AND COMMERCIAL EXCHANGE
• Distribution channels used in Germany
Direct selling
Network of importers & wholesalers
Exclusive commercial agent
Importers/ exclusive wholesalers
Network of commercial agents
Commercial office
COMMERCIAL STRATEGIES –
STRUCTURE GERMANY
• 80 IHKs in Germany
• Bitkom – 2.300 IT-members, Global Players & SMEs
and 300 start-up companies
• Official Partnership of Bitkom and DEinternational
• BITMi – 1.000 members of the IT industry of SMEs
• Retail structure varies greatly by industrial sector - Deinternational
provides tailored market research
• The Germany IT-sector in particular is dominated by large purchasing
syndicates
COMMERCIAL STRATEGIES – HOW TO
FIND THE RIGHT BUSINESS PARTNER
Project: Finding the right business partner
Strategy Development
Definition of methods and timing of the project
Definition of strategy and sales strategy
Definition of the „perfect partner“
Analysis of the target group
Complementary products/services of the commercial partner
Telephone contact and interviewing of the potential partner
Company presentation
In-depth interview to understand interest/non-interest
COMMERCIAL STRATEGIES – HOW TO
FIND THE RIGHT BUSINESS PARTNER
+ Personal contact to all potential partners
+ No language barriers
+ Lower entrance barriers because of AHK‘s institutional character
+ Detailed reporting by the project manager during the project
+ Detailed final report with all contacts made
Categorized by: Interested companies, companies that may be
interested in the future, non-interested companies
Germany:
Respect delivery times and the deadlines which were agreed upon
Inform your business partner about potential issues and seek an
open dialogue to find a solution
Be informed about payment policy
Italy:
Take time to build a personal relationship with your business
partners
Be aware of the bureaucratic environment, which may lead to
longer processes
INTERCULTURAL DIFFERENCES
• What should I know, from a legal point of view,
before starting a business in Italy?
• Which are the most frequent difficulties that I could
encounter in the praxis as German company
approaching the Italian market?
Do I need a legal representative in every European country to sell my electronic products?
Do the collection and disposal costs for myelectronic products vary by country and provider?
Is there a one-stop shop for all of my European WEEE registrations?
WEEE2: Direct Sales (including online commerce)
Exports to a European country
No direct registration in the country (for examplethrough a local office)
Legal representative andnational registration aremandatory
In progress
Belgium, Poland and
Germany
Implemented
Bulgaria, Denmark,
Estonia, Finland,
France, Greece,
Ireland, Italy, Croatia,
Latvia, Lithuania,
Luxembourg, Malta,
Netherlands, Austria,
Portugal, Romania,
Sweden, Spain, Czech
Republic, United
Kingdom, Slovenia,
Hungary, Slovakia and
Cyprus
Implementation Status of WEEE2 in
Europe
Direct Sales
Registration and WEEE managementmandatory
Importer
Registration and WEEE management possible
Obligations
in the vast majority of countries in the EU
Direct Sales
Registration and WEEE managementmandatory
Importer
Mandatory that one of thecompanies in the saleschain is registered and
manages WEEE
Obligations in Germany
Do I need a legal representative in every European country to sell my electronic products?
Do the collection and disposal costs for myelectronic products vary by country and provider?
Is there a one-stop shop for all of my European WEEE registrations?
European Convergence
o National registrations are not valid for other european
countries
o Participation in WEEE collective schemes is always linked
to individual countries
Therefore registration fees and recycling costs vary by
country
The WEEE fee can vary significantly when comparing offers
from different companies (when applicable, as in
Germany)
Do I need a legal representative in every European country to sell my electronic products?
Do the collection and disposal costs for myelectronic products vary by country and provider?
Is there a one-stop shop for all of my European WEEE registrations?
Do I need a legal representative in every European country to sell my electronic products?
Do the collection and disposal costs for myelectronic products vary by country and provider?
Is there a one-stop shop for all of my European WEEE registrations?
Direct Sales
Contract with one ofthe “dual“ packagingsystems mandatory
Importer
Contract mandatoryfor one of the
companies in the saleschain
Packaging Management in Germany