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

AHK | ONE INSTITUTION

90 Countries – 130 offices – one network

Knowledge Management

Market Development

Market Consolidation

Market Research

DE | COMPANY CONCEPT

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

DE | 360 DEGREE SUPPORT

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

COMMERCIAL STRATEGIES – HOW TO

FIND THE RIGHT BUSINESS PARTNER

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?

WEEE in EuropeSMAU 2015 Milano, 22.10.2015

15/06/2015

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?

German Chamber / Deinternational

Offices in Europe

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

01/06/2015

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