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Italy SME cases

Published on Nov 19, 2015

This is a talk I did in Italy during the spring of 2015 in various cities. I presented some case studies as example of recurring issues I have found in SME trying to pursue a global market through NYC.

After these talks I decided to write the book "Launch a Global Business" which is available on all major book distributors.

See amazon.com/author/raygarcia for the full list of books available.

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1.

Italy SME Cases

Ray Garcia books at amazon.com/author/raygarcia
2.

ITALY SME Cases

Clients with various Challenges
Photo by Werner Kunz
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Garibaldi

Lived in NYC from 1850 to 1851; 3000 supporters lived in NYC
4.

Meucci

Inventor of the Telephone 1856 in NYC
5.

Marchiori

1997 Invented the Pagerank Algorithm used by Google
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Valentino spa

went bankrupted then rebuilt after entering the US market
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Marchionne

saved Fiat and Chrysler from disaster
8.

Winery srl

  • 5th gen family business
  • Only using 2/3 capacity
  • Strong Italian brand
  • Regional distribution
  • high grape production
Photo by Flavio~
9.

CHALLENGES

  • No succession plan
  • Opportunistic sales only
  • Failed US distributor choice
  • Insufficient US market knowledge
  • Lack of investment in exploration
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Art Archive srl

  • Major artist collection
  • Local PR branding firm
  • Experts on artist life
  • Secured EU rights
  • Italian patronage
Photo by kevin dooley
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CHALLENGES

  • No brand control globally
  • Public domain usage
  • Movie & books unauthorized
  • Lack of rights enforcement
  • Lack of US brand licensing
12.

Italian Software srl

  • ERP grade solution
  • Niche area specialization
  • Big global partner
  • Product and consulting revenue
  • Big corp accounts
Photo by qthomasbower
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CHALLENGES

  • Not in US market
  • Hired friends to move to US
  • Misaligned agenda
  • Lack of US experience
  • Does not act on advice
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Medical Device srl

  • High tech IP
  • Local investors
  • Regional sales
  • Strong scientific talent
  • Large potential market
Photo by Robert S. Donovan
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CHALLENGES

  • Too many small investors
  • Lack of experience in growth
  • Regulatory hurdles
  • Under capitalized
  • No ability to get to US market
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Financial Tech srl

  • Innovative device
  • Global patents
  • Comitted long term vision
  • Solid engineering
  • Excellent manufacturing partner
Photo by Remko van Dokkum
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CHALLENGES

  • Too many investors
  • Reliance of gov't funding
  • No sales
  • R&D dominated
  • Little follow-up
18.

Industrial Computing spa

  • 100 mil sales
  • Publicly traded
  • R&D competitive
  • Good product catalog
  • Continued growth
Photo by IvanWalsh.com
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OPPORTUNITIES

  • 90% of sales outside of Italy
  • M&A growth
  • Japan & US presence
  • Attractive to investors
  • NYC for capital raising
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ISSUES

COMMON PATTERNS OF PROBLEMS
Photo by webtreats
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TALENT

Fail to hire the right people for growth
Photo by --Mark--
22.

PRODUCT FIT

fail to localize the product to foreign market
Photo by zilverbat.
23.

SUPPORT

fail to establish the supporting processes
Photo by Back, and to the left
24.

USE OF CAPITAL

Fail to make the investment and views it only as cost
Photo by nosha
25.

INTELLECTUAL PROPERTY

fail to secure assets, know-how and trade secrets
Photo by BusinessSarah
26.

LEGAL

fail to manage risk as an asset
Photo by gwilmore
27.

ACCOUNTING

fail to use finance to optimize the business results
Photo by kenteegardin
28.

LOCAL FOCUS

FAIL TO LOCATE TO GLOBAL CITY AS LAUNCHPAD
Photo by Stuck in Customs
29.

VIGNELLI

DESIGNER OF NYC MTA MAP
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Italy SME Cases

Ray Garcia books at amazon.com/author/raygarcia

Ray Garcia

bcap.biz