Buy or sell in Italy. How it is done

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How it is done

Many of the following steps apply to both buying and selling. We usually start researching in order to get a list of suitable contacts. This is done using several sources ranging from on line directories, paper directories, trade show catalogues (both paper or machine readable), organization catalogues, trade magazines, library research, interviews, etc.

At the end of the research we end (depending on the product) with a list that may have from a few dozens names to several hundred or thousands. We select an appropriate subset and get in touch with them by fax either presenting your product (if selling) or your needs (if buying). We may reveal or not the name of you company, as appropriate.

The fax is followed shortly by a phone call whose goals is to ascertain the interest and to make a preliminary screening. This preliminary screening usually drops over 90% of the contacts. Those worth pursuing, usually about 2-3% are visited in person. This process further thins the total and we roughly remain with one good prospect for every 100 contacts.

These are the ones you will get in touch with.

We either go out of your way (if you prefer) or more probably help you with the negotiation of the contract. We also assist you if you end coming over here to sign the contract. Most contracts that involve more than a few $ may easily involve this step.

If you are like our best customers, you will heavily lean on our knowledge of the local climate, market, business practice, local law, mentality, dangers and opportunities. Being attentive to this may make or scuttle a deal.

Since we work on commissions we will keep eyeing the relationship to see if anything can be improved over time. Working on commissions means that we will bother with the dozens of unforeseen details that real life brings with it (when was the last time that everything run smoothly?). We all know that even the best running machinery may be stopped by a few sand grains.

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