Download ITALIAN COMMERCIAL AGENTS

ITALIAN COMMERCIAL AGENTS:
The best way to penetrate the italian market
Bratislava 26.04.2017
Enrico Seminara
Vice- President of Agent321
President of Forum Agenti
Export Academy SARIO
„Investment and Tade Opportunities in Italy“
26.4.2017
A COMMERCIAL AGENT IS
• A person who is empowered to promote and conclude a sale
into one or more defined geographical areas.
• A sort of SME (Small Medium Enterprise) whose purpose is the
sale of products and services, connecting a Firm / Producer/
Manufacturer with other Companies (Industries, Traders,
Consumers…).
• Also a market consultant (Market Research, Studies on Consumers
Consumptions, Action Plan etc.) but… for free!
• Paid on commission (%) and only when the deal is done.
• A Professional. The more they sell, the more they earn.
Export Academy SARIO
„Investment and Tade Opportunities in Italy“
26.4.2017
A COMMERCIAL AGENT CAN BE
• MONO-FIRM, when he/she represents one single Company / Firm.
• MULTI-FIRMS when he/she represents more Companies.
In Europe:
There are about 450.000 Commercial Agents.
In Italy:
240.000 of them live and work in Italy.
Only by themselves, they represent the 66% of the EU total amount
and they manage the 70% of the Italian GDP.
They are the Business Core of our Organization, Agent321.
Export Academy SARIO
„Investment and Tade Opportunities in Italy“
26.4.2017
AGENT321 – WHO WE ARE
Agent321 - International Bureau of Commercial Agents, Brokers and
Distributors was born in 1989 as the first Custom Software for
Commercial Agents.
During the 90’ we could tell what they were selling and where, in the
entire Italian territory.
In 2000 we founded the first website where Companies can publish sales
job offers for Commercial Agents.
Today we manage a web platform
made of the most important
websites for Commercial Agents in
Italy.
Export Academy SARIO
„Investment and Tade Opportunities in Italy“
26.4.2017
THE INTERNATIONAL WEB PLATFORM
In more than twenty year we have been helping Companies to find
Commercial Agents in Italy and in some European Countries where
this figure exists and is well-organized.
• In Italy 240.000
• In Spain 80.000
• In Germany 40.000
• In France 30.000
• In the UK 10.000
Export Academy SARIO
„Investment and Tade Opportunities in Italy“
26.4.2017
OUR INTERNATIONAL PARTNERS
Becoming the first network
to look for agents in the
world could also happen
thanks to the
cooperation with the
main European Agents’
Associations and thanks to
many international
organizations and
partners.
Export Academy SARIO
„Investment and Tade Opportunities in Italy“
26.4.2017
THE COOPERATION WITH THE MAIN ITALIAN
TRADE FAIR ORGANIZERS
In our history, there is also a
strong cooperation with the most
important Italian Trade Fairs,
organizing B2B meetings between
Exhibitors and Agents of the
reference sector.
Export Academy SARIO
„Investment and Tade Opportunities in Italy“
26.4.2017
AN INNOVATIVE IDEA: FORUM AGENTI
In 2013, we created our own Fair where Companies meet Agents.
The “Exhibitors” are Companies from all world and all market
sectors looking for Agents.
The “Public” is made of Commercial Agents, Representatives,
Brokers, Area Managers etc. looking for new opportunities.
The strength of this Exhibition
lies in the fast selection of
candidates. In three days, in
one single location, you meet
agents from all over the
Country.
It is a real opportunity to start a
new professional partnership.
Export Academy SARIO
„Investment and Tade Opportunities in Italy“
26.4.2017
WHY A COMMERCIAL AGENT TO SELL
YOUR PRODUCTS IN ITALY
There are many solutions to penetrate the Italian Market.
It depends on the market sector and/or the type of product but
generally, they work for each kind of Companies.
Usually these are the three options:
1) Opening a branch of your Company in Italy
2) Entrusting an Exclusive Distributor (Dealer)
3) Appointing a Commercial Agent
Export Academy SARIO
„Investment and Tade Opportunities in Italy“
26.4.2017
OPENING A BRANCH OF YOUR COMPANY
IN ITALY
A Local Branch is a good idea but not the cheapest, especially in a first
phase.
It requires to do several market analysis before opening it.
It requires time and money to find a proper building, buying furniture
etc...
It requires a trusting man running it, unless you want be the one doing
it.
Of course, it is an excellent idea in a more mature phase.
Export Academy SARIO
„Investment and Tade Opportunities in Italy“
26.4.2017
ENTRUSTING AN EXCLUSIVE DISTRIBUTOR
Compared to the first option, this one is a less expensive choice.
No need to do any investments.
No need to do anything, unless shipping all your products to the Distributor.
But... What if the Distributor changes his mind and replaces your product with
another one, maybe cheaper than yours?
Entrusting a distributor means having a unique client that, suddenly,
cannot exist anymore.
Never put all your sales in one man hands!
Export Academy SARIO
„Investment and Tade Opportunities in Italy“
26.4.2017
APPOINTING A COMMERCIAL AGENT
We already said He is a mean between the Company and its Final Clients.
His clients will become your clients.
You’ll know them, you’ll always have the Control on your Clients.
He can help you find a Courier or a Warehouse.
He is paid on commission.
He is not one of your employee but he works for you.
You pay him only when the sale is done.
Export Academy SARIO
„Investment and Tade Opportunities in Italy“
26.4.2017
SEE YOU AT…
May 25/26/27 - 2017
Export Academy SARIO
„Investment and Tade Opportunities in Italy“
26.4.2017
Export Academy SARIO
„Investment and Tade Opportunities in Italy“
26.4.2017
ĎAKUJEM!
Agent321
Enrico Seminara
International Bureau of
Commercial Agents
Via F. P. Bonifacio, 56
00156 Roma – Italia
www.agent321.com
Infoline +39 06.41.21.71.44
Vice-President Agent321
President of Forum Agenti
www.forumagenti.it
[email protected]
Infoline +39 06.41.21.71.44
Mobile +39 335.133.59.35