Selling
Our managers have acquired extensive expertise in business and marketing management for companies that export heavily, as well as for listed foreign companies.
We carry out in-depth studies of markets of reference; we analyze the competition in general and then analyze local competitors; we select the most appropriate distribution channels, whether they are importers or agent networks; and we launch franchise networks of own-label brand stores. This method has proved itself a winning approach time and again.
This procedure, no matter what commodity sector it is applied to, provides a basis for healthy, constant growth and we work with company personnel to develop specific projects to penetrate markets or to market products, effectively acting as temporary managers, so-called TEMPORARY MANAGEMENT. Thus, when physically present in a company, with maximum direct responsibility and reliability, we can better understand problems and facilitate a faster and more efficient transfer of know-how to a company’s permanent staff so that it can become self-sufficient in the medium term.
Opening up new markets
A business or marketing project can have different objectives: for example, to reorganize a business network; cover a market that is familiar but only partially exploited; or research new sales channels in a consolidated market. But the best example of our approach is the opening up of new markets, which means identifying new geographical areas to analyze and penetrate commercially and studying and trying out new business formulas to diversify a company’s sources of revenue.
In both cases we carry out a detailed feasibility study, which includes a macroeconomic analysis and also takes into account a company’s characteristics and provides useful business and marketing information that forms the starting point from which to establish a strategy for approaching a market.
Depending on what sort of target has been decided on we define and carry out marketing campaigns, create a business framework, or screen partners who might be required:
- search for, screen and manage a network of agents/distributors for the target market;
- realize a communications campaign that can consist of a mix of marketing activities (advertising, participation in fairs, various types of publicity);
- verify the saleability of products in terms of quality/price;
- indicate any corrections that are advisable for packaging, logistics, or managing post-sales support;
- create, set up and manage a foreign office;
- provide assistance with business negotiations and international contracts.
Creating and managing sales networks in Italy and abroad
A sales network has always been an asset for companies: it has to be qualified, motivated, rewarded, trained, in a nutshell, managed.
Due to our versatile experience in creating and managing sales networks nationally and abroad, we provide a valuable support system for enterprises that do not have a capillary network or do not exert appreciable control over one.
By tapping a multitude of sources of data and a large repository of qualified personnel, we can prepare a shortlist of names for different product sectors and then interview candidates to identify people best suited to a client company’s requirements.
Once we have formed a team, if asked to we draw up contracts and define operational modalities; the sales force will thus have:
- know-how about a company’s products and corporate culture
- working instruments
- objectives:
- regulatory protection
Developing franchising networks
A project to develop a franchising formula in Italy and abroad is complex and detailed and requires definition of very precise constitutive elements:
- an attractive brand;
- an ideal format;
- one or more formulas for rational, well-planned development;
- an accurate geomarketing analysis;
- in-depth knowledge of the territory in order to find the best locations;
- realize and launch of one or more pilot sales plans;
- find and screen affiliates/investors;
- define contractual terms;
- define thrusts and centralized activities.
Thanks to long-standing experience with franchising we have acquired with an innovative brand that is expanding in the interior design sector, we have competencies that enable us to apply this experience to development projects in all other sectors.
Integrated corporate communication
Information and communication are tools that no company, whatever its relationship to the market may be, can do without. Efficient communication, managed by creating instruments that are coordinated from the point of view of image, that are highly informative, represents a primary, important code for identifying a company.
The care with which a company projects itself is, in fact, a sign of what degree of attention it pays its customers, especially in an era when visual and verbal communication are the vehicles that determine market choices of one brand over another.
For years we have been in contact with multinational and high-level companies that have always allotted a considerable percentage of their budgets to communications and marketing, so we can immediately identify the main deficiencies to be remedied in these areas and take the initiative in selecting partners that specialize in communications, or carry out that task ourselves:
- concept layout of catalogs and company websites;
- concept layout of pages of advertisements, editorials, small ads;
- a press office for distributing information about a company’s business and initiatives through the mass media, targeting both the widest possible consumer audience and specialized readership.
These activities are developed on the basis of a pre-arranged budget for costs: one of our tasks is to identify all the possible sources and solutions so as to achieve interesting results with even moderate investments.