1. l'italia che cresce all'estero | survey of italian firms that
operate abroad and their policies of credit
management
presentation leaflet
rome, january 2015 (14005fo/01)
2. | 2
agenda intro
the research
third-party sources
method
output
timing
quality and references
3. | 3
intro |
Since 2012, Format Research realizes "L'Italia che cresce
all'estero", a biannual survey of the Italian firms that operate
abroad.
The survey analyses behaviours, strategies and trends of the
Italian firms that operate abroad (import, export, production,
business agreements, research projects with foreign partners,
etc.), their financial policies and their knowledge / use of credit
management tools (from commercial information to credit
insurance)
The research is based on a field study performed via CATI
system, and data from official statistical third-parties.
4. | 4
Representative sample of Italian firms – manufacturing, trade, services – that
have performed any of the following activities abroad in the last two years:
– Direct export
– Indirect export
– Trade shows
– Business agreements to approach foreign markets
– Research and technological exchange agreements
– Foreign Direct Investments (FDI)
– Partial or total production abroad
– Import
the research | perimeter of firms according to different
forms of internationalization
5. | 5
• Within the same area where the firm resides
• The rest of the region
• Other Italian regions
• Other EU countries
• Other extra-EU countries
• Other EU countries (specify)
• Non-EU states in Eastern Europe
• Far East
• Middle East
• North America
• South America
• Africa
• Competition within the local market
• Poor dynamicity of the Italian market
• Growth
• Acquisition / fusion with foreign enterprises
• Public benefits / services dedicated to internationalization
• Favourable tax and revenue
• Lower labour and provision costs
• Favourable technological environment
• Reduce labour cost
• Reduce provision and energy cost
• Reduce normative obligations (environmental, union, etc.)
• Operate in a favourable technological environment
• Penetrate foreign market
• Benefit from public benefits aimed to relief the financial and tax burden
Target markets (which markets has the
firm been exporting to – either directly and
indirectly – in the last year, in percentage?)
Destination countries (in detail)
Factor at the basis of the internalization
policies. Determinants of the
internalization policies adopted by the firms
Objectives of the internalization
activities. What are the firm's
internationalisation activities aimed to,
among the following?
the research | content in detail
6. | 6
Issues regarding country-specific client's credit
risk assessment procedures;
Different systems of administrative, accounting
and provisional management according to the
target countries
The strategy of “presence” employed by the firms
that operate abroad (e.g. by establishing a
representative/legal office);
Compliance to country-specific payment methods
Firms' ability to cope with the high cost of
insurance and banking
Firms' expectations toward suppliers offering
"solutions" (in terms of assistance and
consultancy): financial and insurance services
Credit Management Policies: (knowledge and use
of credit management tools; e.g. credit insurance,
financial instruments as assignment of credit without
recourse; requested warranties, letter of credit,
commercial information, debt collection. ecc.).
Attitude toward credit management tools in
approaching new emerging markets
Analysis of major factors influencing the
organizational and financial policies of the firms
that operate abroadSegmentation in EU vs. EXTRA-EU
countries
the research | content in detail… credit management
policies
7. | 7
Expo Milano 2015 is the Universal Exhibition that Milan, Italy,
will host from May 1 to October 31, 2015, with original and
innovative characteristics. An expositive show and a
participative process involving several subjects gathering
around a crucial theme: Feeding the Planet, Energy for Life.
“L'Italia che cresce all'estero” provides additional focus on Expo 2015, the Universal
Exhibition hosted in Milan.
Expo Milano 2015 will be the first exposition in history to be
recalled for contributing to the discussion in the field of
nutrition, food, and global resources.
Food Industry at the forefront …
Throughout different pavilions, visitors will encounter a
representation of the food business and firms as strategic
drivers for the Italian export.
the research | focus on expo 2015…
8. | 8
In virtue of this, the following topics will be analysed…
Expectations of firms that will join the
event, in terms of "benefits" to their
business
(by a financial, occupational perspective, etc.)
Importance and
prestige (at the
international level)
attributed to the
event
Expo as “aggregator” of
– italian and foreign – firms
Amount of firms that
will join the event
Satisfaction about the
work of institutions in
preparation of the event
Expectations of firms
that will join the event,
in terms of "benefits"
to the whole Italian
economy
Expo as “incentive” to the
firms' technological
innovation
the research | focus on expo 2015…
9. | 9
Universe of firms performing any kind of activity
abroad
Target markets of firms that operate abroad
A study based on data and information from third-party statistical sources will
inform and enrich the survey
Representations of the major target market for firms that
operate abroad, according to the value of the export (€)
and the incidence of the turnover deriving from that
market on the total turnover.
All data are
provided at the
local level:
macro area and
region.
They are all
represented
according to
the firms' size
and sector.
third-party statistical sources | additional study
10. | 10
CATI (Computer Assisted
Telephone Interview); [For
medium-large enterprises]
CAWI (Computer Assisted
Web Interview).
Structured questionnaire
National representative
sample of Italian firms that
operate abroad.
1,000 cases
Biannual survey (time
series from 2012)
• Italy North-West
• Italy North-East
• Italy Centre
• Italy South & Islands
Manufacturing, trade,
services
Size
• small firms (10-49
employees);
• medium firms (50-249
employees);
• big firms (>249
employees)
Turnover
• 2,5 <> 150 million
It is possible to customize
the questionnaire by
adding some items of
specific interest (until
three, to be requested at
least 15 days before the
field start)
All rights of the
customization are the
property of the Client.
AreaSample Sector Size
Data Collection TechniqueContact Method Periodicity Customization
method | technical aspects of the field study
11. | 11
L'Italia che cresce all'estero is based on a sample of Italian manufacturing, trade, and services
corporations with more than 9 employees, and with over 2,5 k€ turnover (1,000 cases). Among these, min.
480 perform export activities, i.e. at least 80 firms (=80 cases) in each of the six clusters in which the target
countries are divided. The remaining interviews are conducted at firms operating abroad (but not
necessarily exporting).
method | sampling design… segmentation of firms
according to the target markets
12. | 12
sector category absolute value value %
industry 31.716 35,7
mining and quarrying 275 0,3
manufacturing 29.171 32,8
water, gas, steam and air conditioning supply 920 1,0
water supply, sewage, waste management and remediation 1.350 1,5
construction 8.807 9,9
construction 8.807 9,9
trade 27.775 31,2
trade 27.775 31,2
tourism 1.475 1,7
tourism 1.475 1,7
services to firms 16.270 18,3
transportation and storage 5.028 5,7
information and communication 2.371 2,7
financial and insurance activities 370 0,4
real estate 2.159 2,4
professional, scientific, technical activities 3.564 4,0
rental and travel agencies support services business 2.778 3,1
services to persons 2.894 3,3
education 233 0,3
human health and social work activities 1.579 1,8
arts, entertainment and recreation 666 0,7
other service activities 416 0,5
tot. 88.937 100,0
tot. considered 71.827 80,8
Universe of firms with turnover between €2,5 and €150 mln.
88,937 firms with
turnover between
€2,5 and €150 mln.
The survey is
focused on a
universe of 71,827
firms (80.8% of
the total)
method | represented universe
13. | 13
61,1
14,0
10,0
7,0
3,7
2,1
1,6
1,0
Esportazioni dirette
Importazioni
Fiere, mostre all'estero
Esportazioni indirette
Accordi commerciali per mercati esteri
Produzione parziale o totale all'estero
Accordi per programmi di ricerca e
scambi tecnologici
Investimenti diretti all'estero (IDE)
diffusione del fenomeno | le principali attività svolte sui mercati
esteri…
società di capitali
manifatturiere con oltre 9
addetti e oltre 2,5 k€ di
fatturato che svolgono
un qualche genere di
attività di
internazionalizzazione
(70,1% del campione)
Dati in percentuale. Base campione: 261 casi. Esclusivamente le società di capitali manifatturiere con oltre 9 addetti e oltre 2,5 k€ di fatturato che hanno espresso un
valore diverso da 0% al mercato di sbocco in altri paesi UE o Extra UE. La somma delle percentuali è differente da 100,0% perché erano ammesse risposte multiple.
Testo originale della domanda: Sotto quale forma la Sua impresa ha svolto attività economiche con l’estero nell’ultimo triennio?
Sotto quale forma la Sua impresa ha svolto attività economiche con l’estero
nell’ultimo triennio?
A research report and a newsletter will be produced and delivered
periodically…
Research results are represented
through graphs and synthetic
statistical tables;
with extensive comment and final
glossary.
Formato: Ms PowerPoint
Research Report
Newsletter
The newsletter includes update
represented through graphs and
synthetic statistical tables;
with extensive comment and final
glossary
Formato: Ms PowerPoint
70,1
29,9
diffusione del fenomeno | il 70% circa delle industrie italiane ha
svolto attività all’estero negli ultimi tre anni
Hanno svolto attività
con l’estero
NON hanno svolto
attività con l’’’’estero
Dati in percentuale. Base campione: 400 casi. Esclusivamente le società di capitali manifatturiere con oltre 9 addetti e oltre 2,5 k€ di fatturato. Testo originale della
domanda: La Sua impresa ha svolto un qualche genere di attività con l’estero nel corso degli ultimi tre anni?
La Sua impresa ha svolto un qualche genere di attività con l’estero nel corso degli
ultimi tre anni (giugno 2011 – giugno 2014)?
società di capitali manifatturiere con oltre 9 addetti e oltre 2,5 k€ di fatturato che svolgono un
qualche genere di attività di internazionalizzazione.
-0,8 rispetto a marzo
2014
MERCATI DI SBOCCO INTERNAZIONALE DELLE SOCIETÀ DI CAPITALI MANIFATTURIERE CON OLTRE 9 ADDETTI E OLTRE 2,5 k€ DI
FATTURATO (70,1% DEL CAMPIONE)
mercati di sbocco | mercati di destinazione delle industrie italiane
all’estero (segue)
A colorazioni di BLU più scure corrisponde una maggiore intensità del fenomeno.
A colorazioni di BLU più chiare corrisponde una minore intensità del fenomeno. fino al 20%
dal 21% al 25%
dal 26% al 30%
dal 31% al 35%
oltre il 35%
19,0
17,7
29,0
20,5
13,8
diffusione del fenomeno | in media il fatturato prodotto all’estero
rappresenta il 34,3% circa del totale
Medie in percentuale. Base campione: 400 casi. Esclusivamente le società di capitali manifatturiere con oltre 9 addetti e oltre 2,5 k€ di fatturato. Testo originale della
domanda: Fatto 100 il fatturato dell’impresa, in quali mercati geografici l’impresa ha venduto (direttamente o indirettamente) i propri prodotti nell’ultimo anno?
Fatto 100 il fatturato dell’impresa, in quali mercati geografici l’impresa ha venduto (direttamente o
indirettamente) i propri prodotti nell’ultimo anno (giugno 2013 – giugno 2014)? (valori in media)
Esempio di lettura
Mediamente, fatto 100 il fatturato dell’impresa, il 34,3% proviene dalle vendite all’estero.
Il restante 65,7% proviene da vendite presso la stessa area di localizzazione dell’imprese (19,0%), vendite nel resto
della regione (17,7%), vendite in altre regioni italiane (29,0%).
nella stessa area di
localizzazione
nel resto della
regione
in altre regioni italiane
in altri paesi UE
in altri paesi Extra
UE
Giugno 2014. Fatturato prodotto
sui mercati esteri: 34,3%
(-2,1 rispetto a marzo ‘14)
Rapporto
di ricerca
Newsletter
output | delivery of results
Research
Report
14. | 14
DB DB of Macrodata
january
february
DB
Newsletter
DB of Macrodata
march
Newsletter
april
may
june
july
august
september
october
november
december
Rapporto
di ricerca
Research Report
Newsletter
Newsletter
Rapporto
di ricerca
Research Report
timing | release calendar
15. | 15
timing | detailed release calendar...
January February March April
May June July August
September October November December
Data Collection and Analysis
Biannual Report
(about the 15th of each indicated
release month)
Newsletter – Updates
(about the 15th of each indicated
release month)
16. | 16
Privacy
Format Srl commits itself with the non-discloser and non-use,
directly or through third parties, of any data, element, or fact
regarding or inherent to the Client, of its activity and of the
activity of other entities or subjects linked to or controlled by
the Client, and of their know-how, even if not expressively
protected by secret and/or confidentiality.
Property of results
All rights of the Survey are the property of Format Srl -
ricerche di mercato. All the results of the customizations are
the property of the Client.
quality and references |
17. | 17
• ICC/ESOMAR Code on Market and Social Research
• ASSIRM Code
• Code of the SIS (Italian Statistical Society)
• Italian Law on Privacy D.lgs 196/03
quality and references | rights and ethical code
18. | 18
Quality audit of the services provided will be guaranteed by means of specific project cycle management
procedures and preliminary identification of management responsibilities. Periodic checks and
assessments will allow continuous monitoring of the state of the project and relevant activities, their
compliance with organizational, logistical, time, and quality standards with respect to the expected product
and the program shared with the Client. In case of proven non-compliance, in agreement with the Client,
major determinants will be investigated, and subsequently valid corrective actions will be systematically
implemented. The approach offered by our institute is either simple and structured, as it focuses on eight
priority objectives that are consistent to the ISO9001 certification:
quality plan |
Garantire la sicurezza e la riservatezza
Accurate procedure interne per la sicurezza fisica e
logica dei dati e dei deliverable
Garantire la continuità
Corretta allocazione e gestione delle risorse
durante la realizzazione del progetto e costante
trasferimento del know how
Verificare la soddisfazione del cliente
Monitoraggio periodico dei livelli di soddisfazione
del cliente mediante l’utilizzo di strumenti standard
(es. Questionari, interviste, …)
Assicurare la qualità dei deliverables
Analisi e revisione della documentazione prodotta a
più livelli (es. Responsabile di progetto, Consulenti
senior)
Pianificare il progetto
Pianificazione di dettaglio di attività, risorse,
tempo, milestones, deliverables
Monitorare l’andamento del progetto
Indicatori quantitativi di performance sulle attività
svolte (es. APQ rilevati)
Consuntivare i risultati
Schede di avanzamento lavoro standard per tutta
la durata del progetto
Comunicare e condividere i risultati
Riunioni di lavoro ed utilizzo di strumenti
informatici per la condivisione dello stato del
progetto e della base informativa disponibile
Piano della
qualità
1
2
3
45
6
7
8
Ensuring Safety and Confidentiality
Accurate internal procedures aimed at ensuring
physical and logical protection of data and
deliverables
Ensuring Continuity
Allocation and management of resources
over the whole project execution and
constant know-how transfer
Customer Satisfaction
Periodical customer satisfaction analyses
by means of standardized tools
(questionnaires, interviews, ...)
Project Management
Detailed planning of activities, resources,
time, milestones, deliverables
Project Monitoring
Estimation of quantitative activity
performance indicators (e.g. APQ)
Preliminary Results
Exploration
Production of reports on the state-of-the-
project over the whole project execution
Sharing of Final Results
Live and remote sharing of final results
and the available information base
by means of meetings and electronic tools
Quality
Plan
QUALITY PLAN – PRIORITIES
Quality Assessment of
Deliverables
Multi-level assessment and review of
deliverables (by Project Leaders, Senior
Consultants, etc.)
19. | 19
Emanuele Fino
Account Researcher
Telefono: +39 06 86328681
Mobile: +39 389 1115143
Email: emanuele.fino@formatresearch.com
Scientific
Director
Info
Pierluigi Ascani
Chairman of the Board of Directors
Philosopher. Founder, President and Scientific Director of Format
Research since 1992. Twenty-year experience in marketing research,
customer satisfaction, political, economical and social studies. Adjunct
Professor in Social Research Methods at Sapienza University of Rome,
Faculty of Philosophy.
Mobile: +39 320 7489273
Email: pierluigi.ascani@formatresearch.com
Daniele Serio
Project Leader
Statistician, working in Format Research since 2008. Manager and
coordinator of several quantitative research projects in the area of
economics and its application to financial systems and organizations.
Mobile: +39 345 3397685
Email: daniele.serio@formatresearch.com
quality and references | credits
