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

„Investment and Tade Opportunities in Italy“ 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.

„Investment and Tade Opportunities in Italy“ 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.

„Investment and Tade Opportunities in Italy“ 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.

THE INTERNATIONAL WEB PLATFORM 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

OUR INTERNATIONAL PARTNERS 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.

THE COOPERATION WITH THE MAIN ITALIAN TRADE FAIR ORGANIZERS 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.

AN INNOVATIVE IDEA: FORUM AGENTI 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.

WHY A COMMERCIAL AGENT TO SELL YOUR PRODUCTS IN ITALY 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

OPENING A BRANCH OF YOUR COMPANY IN ITALY 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.

ENTRUSTING AN EXCLUSIVE DISTRIBUTOR 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!

APPOINTING A COMMERCIAL AGENT 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.

„Investment and Tade Opportunities in Italy“ Export Academy SARIO „Investment and Tade Opportunities in Italy“ 26.4.2017 SEE YOU AT… May 25/26/27 - 2017

„Investment and Tade Opportunities in Italy“ Export Academy SARIO „Investment and Tade Opportunities in Italy“ 26.4.2017

„Investment and Tade Opportunities in Italy“ Export Academy SARIO „Investment and Tade Opportunities in Italy“ 26.4.2017 ĎAKUJEM! Agent321 International Bureau of Commercial Agents Via F. P. Bonifacio, 56 00156 Roma – Italia www.agent321.com Infoline +39 06.41.21.71.44 Enrico Seminara Vice-President Agent321 President of Forum Agenti www.forumagenti.it enrico.seminara@agent321.com Mobile +39 335.133.59.35