l'italia che cresce all'estero | survey of italian firms that

operate abroad and their policies of credit

management

presentation leaflet

rome, january 2015 (14005fo/01)

| 2

agendaintro

the research

third-party sources

method

output

timing

quality and references

| 3

intro |

Since 2012, Format Research realizes "L'Italia che cresce

all'estero", a biannual survey of the Italian firms that operate

abroad.

The survey analyses behaviours, strategies and trends of the

Italian firms that operate abroad (import, export, production,

business agreements, research projects with foreign partners,

etc.), their financial policies and their knowledge / use of credit

management tools (from commercial information to credit

insurance)

The research is based on a field study performed via CATI

system, and data from official statistical third-parties.

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Representative sample of Italian firms – manufacturing, trade, services – that

have performed any of the following activities abroad in the last two years:

– Direct export

– Indirect export

– Trade shows

– Business agreements to approach foreign markets

– Research and technological exchange agreements

– Foreign Direct Investments (FDI)

– Partial or total production abroad

– Import

the research | perimeter of firms according to different

forms of internationalization

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• Within the same area where the firm resides

• The rest of the region

• Other Italian regions

• Other EU countries

• Other extra-EU countries

• Other EU countries (specify)

• Non-EU states in Eastern Europe

• Far East

• Middle East

• North America

• South America

• Africa

• Competition within the local market

• Poor dynamicity of the Italian market

• Growth

• Acquisition / fusion with foreign enterprises

• Public benefits / services dedicated to internationalization

• Favourable tax and revenue

• Lower labour and provision costs

• Favourable technological environment

• Reduce labour cost

• Reduce provision and energy cost

• Reduce normative obligations (environmental, union, etc.)

• Operate in a favourable technological environment

• Penetrate foreign market

• Benefit from public benefits aimed to relief the financial and tax burden

Target markets (which markets has the

firm been exporting to – either directly and

indirectly – in the last year, in percentage?)

Destination countries (in detail)

Factor at the basis of the internalization policies. Determinants of the

internalization policies adopted by the firms

Objectives of the internalization activities. What are the firm's

internationalisation activities aimed to,

among the following?

the research | content in detail

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Issues regarding country-specific client's credit risk assessment procedures;

Different systems of administrative, accounting and provisional management according to the target countries

The strategy of “presence” employed by the firms that operate abroad (e.g. by establishing a representative/legal office);

Compliance to country-specific payment methods

Firms' ability to cope with the high cost of insurance and banking

Firms' expectations toward suppliers offering "solutions" (in terms of assistance and consultancy): financial and insurance services

Credit Management Policies: (knowledge and use of credit management tools; e.g. credit insurance, financial instruments as assignment of credit without recourse; requested warranties, letter of credit, commercial information, debt collection. ecc.).

Attitude toward credit management tools in approaching new emerging markets

Analysis of major factors influencing the organizational and financial policies of the firms that operate abroadSegmentation in EU vs. EXTRA-EU

countries

the research | content in detail… credit management

policies

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Expo Milano 2015 is the Universal Exhibition that Milan, Italy,

will host from May 1 to October 31, 2015, with original and

innovative characteristics. An expositive show and a

participative process involving several subjects gathering

around a crucial theme: Feeding the Planet, Energy for Life.

“L'Italia che cresce all'estero” provides additional focus on Expo 2015, the Universal

Exhibition hosted in Milan.

Expo Milano 2015 will be the first exposition in history to be

recalled for contributing to the discussion in the field of

nutrition, food, and global resources.

Food Industry at the forefront …

Throughout different pavilions, visitors will encounter a

representation of the food business and firms as strategic

drivers for the Italian export.

the research | focus on expo 2015…

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In virtue of this, the following topics will be analysed…

Expectations of firms that will join the event, in terms of "benefits" to their

business(by a financial, occupational perspective, etc.)

Importance and prestige (at the

international level) attributed to the

event

Expo as “aggregator” of– italian and foreign – firms

Amount of firms that will join the event

Satisfaction about the work of institutions in preparation of the event

Expectations of firms that will join the event, in terms of "benefits" to the whole Italian

economy

Expo as “incentive” to the firms' technological

innovation

the research | focus on expo 2015…

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Universe of firms performing any kind of activity abroad

Target markets of firms that operate abroad

A study based on data and information from third-party statistical sources will

inform and enrich the survey

Representations of the major target market for firms that

operate abroad, according to the value of the export (€)

and the incidence of the turnover deriving from that

market on the total turnover.

All data are provided at the local level: macro area and region.

They are all represented according to the firms' sizeand sector.

third-party statistical sources | additional study

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CATI (Computer Assisted

Telephone Interview); [For

medium-large enterprises]

CAWI (Computer Assisted

Web Interview).

Structured questionnaire

National representative

sample of Italian firms that

operate abroad.

1,000 cases

Biannual survey (time

series from 2012)

• Italy North-West

• Italy North-East

• Italy Centre

• Italy South & Islands

Manufacturing, trade,

services

Size

• small firms (10-49

employees);

• medium firms (50-249

employees);

• big firms (>249

employees)

Turnover

• 2,5 <> 150 million

It is possible to customize

the questionnaire by

adding some items of

specific interest (until

three, to be requested at

least 15 days before the

field start)

All rights of the

customization are the

property of the Client.

AreaSample Sector Size

Data Collection TechniqueContact Method Periodicity Customization

method | technical aspects of the field study

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L'Italia che cresce all'estero is based on a sample of Italian manufacturing, trade, and services

corporations with more than 9 employees, and with over 2,5 k€ turnover (1,000 cases). Among these, min.

480 perform export activities, i.e. at least 80 firms (=80 cases) in each of the six clusters in which the target

countries are divided. The remaining interviews are conducted at firms operating abroad (but not

necessarily exporting).

method | sampling design… segmentation of firms

according to the target markets

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sector category absolute value value %

industry 31.716 35,7

mining and quarrying 275 0,3

manufacturing 29.171 32,8

water, gas, steam and air conditioning supply 920 1,0

water supply, sewage, waste management and remediation 1.350 1,5

construction 8.807 9,9

construction 8.807 9,9

trade 27.775 31,2

trade 27.775 31,2

tourism 1.475 1,7

tourism 1.475 1,7

services to firms 16.270 18,3

transportation and storage 5.028 5,7

information and communication 2.371 2,7

financial and insurance activities 370 0,4

real estate 2.159 2,4

professional, scientific, technical activities 3.564 4,0

rental and travel agencies support services business 2.778 3,1

services to persons 2.894 3,3

education 233 0,3

human health and social work activities 1.579 1,8

arts, entertainment and recreation 666 0,7

other service activities 416 0,5

tot. 88.937 100,0

tot. considered 71.827 80,8

Universe of firms with turnover between €2,5 and €150 mln.

88,937 firms with

turnover between

€2,5 and €150 mln.

The survey is

focused on a

universe of 71,827 firms (80.8% of

the total)

method | represented universe

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61,1

14,0

10,0

7,0

3,7

2,1

1,6

1,0

Esportazioni dirette

Importazioni

Fiere, mostre all'estero

Esportazioni indirette

Accordi commerciali per mercati esteri

Produzione parziale o totale all'estero

Accordi per programmi di ricerca e scambi tecnologici

Investimenti diretti all'estero (IDE)

diffusione del fenomeno | le principali attività svolte sui mercati esteri…

società di capitali

manifatturiere con oltre 9

addetti e oltre 2,5 k€ di

fatturato che svolgono

un qualche genere di

attività di

internazionalizzazione

(70,1% del campione)

Dati in percentuale. Base campione: 261 casi. Esclusivamente le società di capitali manifatturiere con oltre 9 addetti e oltre 2,5 k€ di fatturato che hanno espresso un

valore diverso da 0% al mercato di sbocco in altri paesi UE o Extra UE. La somma delle percentuali è differente da 100,0% perché erano ammesse risposte multiple.

Testo originale della domanda: Sotto quale forma la Sua impresa ha svolto attività economiche con l’estero nell’ultimo triennio?

Sotto quale forma la Sua impresa ha svolto attività economiche con l’estero nell’ultimo triennio?

A research report and a newsletter will be produced and delivered

periodically…

Research results are represented through graphs and synthetic

statistical tables;with extensive comment and final

glossary.Formato: Ms PowerPoint

Research Report

Newsletter

The newsletter includes update represented through graphs and

synthetic statistical tables;with extensive comment and final

glossaryFormato: Ms PowerPoint

70,1

29,9

diffusione del fenomeno | il 70% circa delle industrie italiane ha svolto attività all’estero negli ultimi tre anni

Hanno svolto attività con l’estero

NON hanno svolto attività con l’’’’estero

Dati in percentuale. Base campione: 400 casi. Esclusivamente le società di capitali manifatturiere con oltre 9 addetti e oltre 2,5 k€ di fatturato. Testo originale della domanda: La Sua impresa ha svolto un qualche genere di attività con l’estero nel corso degli ultimi tre anni?

La Sua impresa ha svolto un qualche genere di attività con l’estero nel corso degli ultimi tre anni (giugno 2011 – giugno 2014)?

società di capitali manifatturiere con oltre 9 addetti e oltre 2,5 k€ di fatturato che svolgono un

qualche genere di attività di internazionalizzazione.

-0,8 rispetto a marzo 2014

MERCATI DI SBOCCO INTERNAZIONALE DELLE SOCIETÀ DI CAPITALI MANIFATTURIERE CON OLTRE 9 ADDETTI E OLTRE 2,5 k€ DI FATTURATO (70,1% DEL CAMPIONE)

mercati di sbocco | mercati di destinazione delle industrie italiane all’estero (segue)

A colorazioni di BLU più scure corrisponde una maggiore intensità del fenomeno.

A colorazioni di BLU più chiare corrisponde una minore intensità del fenomeno. fino al 20%

dal 21% al 25%

dal 26% al 30%

dal 31% al 35%

oltre il 35%

19,0

17,7

29,0

20,5

13,8

diffusione del fenomeno | in media il fatturato prodotto all’estero rappresenta il 34,3% circa del totale

Medie in percentuale. Base campione: 400 casi. Esclusivamente le società di capitali manifatturiere con oltre 9 addetti e oltre 2,5 k€ di fatturato. Testo originale della domanda: Fatto 100 il fatturato dell’impresa, in quali mercati geografici l’impresa ha venduto (direttamente o indirettamente) i propri prodotti nell’ultimo anno?

Fatto 100 il fatturato dell’impresa, in quali mercati geografici l’impresa ha venduto (direttamente o indirettamente) i propri prodotti nell’ultimo anno (giugno 2013 – giugno 2014)? (valori in media)

Esempio di lettura

Mediamente, fatto 100 il fatturato dell’impresa, il 34,3% proviene dalle vendite all’estero.

Il restante 65,7% proviene da vendite presso la stessa area di localizzazione dell’imprese (19,0%), vendite nel resto

della regione (17,7%), vendite in altre regioni italiane (29,0%).

nella stessa area di localizzazione

nel resto della regione

in altre regioni italiane

in altri paesi UE

in altri paesi Extra UE

Giugno 2014. Fatturato prodotto sui mercati esteri: 34,3% (-2,1 rispetto a marzo ‘14)

Rapporto di ricerca

Newsletter

output | delivery of results

ResearchReport

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DB DB of Macrodata

january

february

DB

Newsletter

DB of Macrodata

march

Newsletter

april

may

june

july

august

september

october

november

december

Rapporto

di ricerca

Research Report

NewsletterNewsletter

Rapporto

di ricerca

Research Report

timing | release calendar

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timing | detailed release calendar...

January February March April

May June July August

September October November December

Data Collection and Analysis

Biannual Report(about the 15th of each indicated release month)

Newsletter – Updates(about the 15th of each indicated release month)

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directly or through third parties, of any data, element, or fact

regarding or inherent to the Client, of its activity and of the

activity of other entities or subjects linked to or controlled by

the Client, and of their know-how, even if not expressively

protected by secret and/or confidentiality.

Property of resultsAll rights of the Survey are the property of Format Srl -

ricerche di mercato. All the results of the customizations are

the property of the Client.

quality and references |

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• ICC/ESOMAR Code on Market and Social Research

• ASSIRM Code

• Code of the SIS (Italian Statistical Society)

• Italian Law on Privacy D.lgs 196/03

quality and references | rights and ethical code

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Quality audit of the services provided will be guaranteed by means of specific project cycle management

procedures and preliminary identification of management responsibilities. Periodic checks and

assessments will allow continuous monitoring of the state of the project and relevant activities, their

compliance with organizational, logistical, time, and quality standards with respect to the expected product

and the program shared with the Client. In case of proven non-compliance, in agreement with the Client,

major determinants will be investigated, and subsequently valid corrective actions will be systematically

implemented. The approach offered by our institute is either simple and structured, as it focuses on eight

priority objectives that are consistent to the ISO9001 certification:

quality plan |

Garantire la sicurezza e la riservatezza

Accurate procedure interne per la sicurezza fisica e logica dei dati e dei deliverable

Garantire la continuità

Corretta allocazione e gestione delle risorse durante la realizzazione del progetto e costante trasferimento del know how

Verificare la soddisfazione del cliente

Monitoraggio periodico dei livelli di soddisfazione del cliente mediante l’utilizzo di strumenti standard (es. Questionari, interviste, …)

Assicurare la qualità dei deliverables

Analisi e revisione della documentazione prodotta a più livelli (es. Responsabile di progetto, Consulenti senior)

Pianificare il progetto

Pianificazione di dettaglio di attività, risorse, tempo, milestones, deliverables

Monitorare l’andamento del progetto

Indicatori quantitativi di performance sulle attivitàsvolte (es. APQ rilevati)

Consuntivare i risultati

Schede di avanzamento lavoro standard per tutta la durata del progetto

Comunicare e condividere i risultati

Riunioni di lavoro ed utilizzo di strumenti informatici per la condivisione dello stato del progetto e della base informativa disponibile

Piano della qualità

1

2

3

45

6

7

8

Ensuring Safety and ConfidentialityAccurate internal procedures aimed at ensuring

physical and logical protection of data and

deliverables

Ensuring ContinuityAllocation and management of resources

over the whole project execution and

constant know-how transfer

Customer SatisfactionPeriodical customer satisfaction analyses

by means of standardized tools

(questionnaires, interviews, ...)

Project ManagementDetailed planning of activities, resources,

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Project MonitoringEstimation of quantitative activity

performance indicators (e.g. APQ)

Preliminary Results ExplorationProduction of reports on the state-of-the-

project over the whole project execution

Sharing of Final ResultsLive and remote sharing of final results

and the available information base

by means of meetings and electronic tools

QualityPlan

QUALITY PLAN – PRIORITIES

Quality Assessment of DeliverablesMulti-level assessment and review of

deliverables (by Project Leaders, Senior

Consultants, etc.)

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Emanuele FinoAccount Researcher

Telefono: +39 06 86328681

Mobile: +39 389 1115143Email: emanuele.fino@formatresearch.com

Scientific

Director

Info

Pierluigi Ascani

Chairman of the Board of Directors

Philosopher. Founder, President and Scientific Director of Format

Research since 1992. Twenty-year experience in marketing research,

customer satisfaction, political, economical and social studies. Adjunct

Professor in Social Research Methods at Sapienza University of Rome,

Faculty of Philosophy.

Mobile: +39 320 7489273

Email: pierluigi.ascani@formatresearch.com

Daniele Serio

Project Leader

Statistician, working in Format Research since 2008. Manager and

coordinator of several quantitative research projects in the area of

economics and its application to financial systems and organizations.

Mobile: +39 345 3397685

Email: daniele.serio@formatresearch.com

quality and references | credits

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