When we first come into contact with a
potential customer we often meet with questions that range from
trust and reliability issues to the suitability of the manufacturers
and their pricing.
Many foreign companies have either had a disappointing experience
with other agents and buying offices in Italy, or have painfully
and frustratingly tried to crack the Italian market alone, or
are simply not sure of the advantages of buying here.
To help our new customers overcome these stereotypes and uncertanties
and explore all the potential the Italian market has to offer,
we suggest a step-by-step approach which allows them to get
to know us and our professional capabilities and to gradually
be exposed to the Italian market and all its potential.
Good examples of this are two of our recent customers, both
fashion wholesalers, one from the U.K. and the other from Ireland.
A wholesaler from the U.K., had a disapointing
expereince with another buying office in Italy for a few seasons.
As a result he was convinced that Italy had only expensive products
and limited his visits to fashion shows in order to keep up
with new trends.
After coming into contact with us, the first thing we did was
to get clear inputs about his needs: the kind of products he
was looking for, the target market (age, social class, fashion
sensitivity, material preferences) as well as his target price.
Next we sourced manufacturers, select several samples from their
collections and shipped them to the customer. We gradually increased
our services as the customer discovered that Italy actually
could offer him a wide selection that was suitable for his business.
Today he is on his 4th buying
season in Italy where he now spends a substantial part of his
budget to purchase both goods specifically developed for his
own brand and goods selected from manufacturers' collections.
We met an Irish wholesaler on what was supposed to be his last
trip to Italy. He had been coming to Italy on his own for some
time, during which he could not meet any contacts that fit his
requirements. His conclusion was that Italy did not have what
he was looking for.
Our first step was to find out what exactly his requirements
were and whether they could be met in Italy. The next step was
to organize a short, but intense schedule of visits to manufacturer's
factories and appointments with suppliers in our offices.
By the end of his trip he realized that through us he had been
able to contact more interesting potential partners in a couple
of days than he had been able to find in weeks of fruitless