This document provides information for German companies interested in business opportunities in Italy and Germany. It discusses several key points: 1) Italy and Germany have similar economies structured around small and medium-sized companies, and have complementary industrial and export profiles. 2) DEinternational offers support services to help German SMEs internationalize, including market research, partner matching, and representation in legal and tax matters. 3) Information is provided on common business strategies for entering the Italian and German markets, as well as cultural differences to be aware of. Regulations regarding waste electrical and electronic equipment are also summarized. 4) Contact information is provided for any other questions.

1. International Business Opportunities
How to generate new business on the Italian and German
market
DEinternational Italia Srl
22.10.2015

2. AHK | ONE INSTITUTION – THREE FUNCTIONS
Membership Organisation
Official representative of interests
of the German Economy
DEinternational – Service unit of
the German Chamber Network

3. AHK | ONE INSTITUTION
90 Countries – 130 offices – one network

4.  Knowledge Management
 Market Development
 Market Consolidation
 Market Research
DE | COMPANY CONCEPT

5. 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

6. 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

7. DE | 360 DEGREE SUPPORT

8. 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

9. 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

10. 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

11. 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

12. 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

13. 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

14. 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

15. COMMERCIAL STRATEGIES – HOW TO
FIND THE RIGHT BUSINESS PARTNER

16. 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

17. • 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?

18. WEEE in Europe
SMAU 2015 Milano, 22.10.2015
15/06/2015

19. Do I need a legal representative in every European
country to sell my electronic products?
Do the collection and disposal costs for my
electronic products vary by country and provider?
Is there a one-stop shop for all of my European WEEE
registrations?

20. WEEE2: Direct Sales
(including online commerce)
Exports to a European
country
No direct registration in
the country (for example
through a local office)
Legal representative and
national registration are
mandatory

21. 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

22. Direct Sales
Registration and WEEE
management
mandatory
Importer
Registration and WEEE
management possible
Obligations
in the vast majority of countries in the EU

23. Direct Sales
Registration and WEEE
management
mandatory
Importer
Mandatory that one of the
companies in the sales
chain is registered and
manages WEEE
Obligations in Germany

24. Do I need a legal representative in every European
country to sell my electronic products?
Do the collection and disposal costs for my
electronic products vary by country and provider?
Is there a one-stop shop for all of my European WEEE
registrations?

25. 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)

26. Do I need a legal representative in every European
country to sell my electronic products?
Do the collection and disposal costs for my
electronic products vary by country and provider?
Is there a one-stop shop for all of my European WEEE
registrations?

27. German Chamber / Deinternational
Offices in Europe

28. Do I need a legal representative in every European
country to sell my electronic products?
Do the collection and disposal costs for my
electronic products vary by country and provider?
Is there a one-stop shop for all of my European WEEE
registrations?

29. Direct Sales
Contract with one of
the “dual“ packaging
systems mandatory
Importer
Contract mandatory
for one of the
companies in the sales
chain
Packaging Management in Germany

30. 01/06/2015
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