Brescia. Company size and lack of dedicated or competent personnel represent the greatest obstacle to the development of foreign markets for SMEs in Brescia and Lombardy.
This is observed in a survey carried out among 300 associated companies at a regional level carried out by the Confapi Lombardy Study Centre on the occasion of the world convention of the Italian Chambers of Commerce abroad which was held on 21 and 25 June at the Brixia Forum and in the headquarters of the Brescia Chamber of Commerce in via Einaudi. For Brescia’s SMEs, the two days represented an extraordinary opportunity to meet delegates from 63 countries around the world and learn about business opportunities even in areas not usually immediately under the spotlight.
The Confapi study confirms that the reference markets of Brescia’s SMEs are primarily Germany, France and, more generally, the EU area which, overall, represents just under two thirds of exports from Brescia to the world. However, a relatively widespread presence can be observed in all macro areas, from the United States to the Middle East up to North Africa and Asia, also confirming a vocation for the internationalization of manufacturing (and not only) in Brescia. The survey also observes a different approach: where the markets are known and stable, the most widespread practice is that of direct export (approximately 70% of cases). The use of local distributors, i.e. subjects already operating in the area and therefore already in possession of specific knowledge regarding the local market, represents the second prevalent formula for approaching the markets. This is the case in China, where this method reaches 71%, followed by joint ventures (14%).
As regards the prospects for the near future, prudence prevails but, among the desires, interest in the United States, Eastern European countries and Turkey is growing. However, the search for new markets does not immediately translate into concrete opportunities for SMEs in Brescia and Lombardy. Four out of ten companies (38%) are looking for new markets, but company size (50% of these) or lack of dedicated staff (18%) represent a major obstacle. If the company size weighs down half of the companies currently active in the search for new commercial opportunities, it represents an insurmountable obstacle (100% of respondents) for those who have not currently developed foreign markets. In addition to the endogenous ones – albeit to a lesser extent – difficulties linked to the geopolitical context, protectionist measures or access to credit also represent other factors limiting the development of foreign markets.
«The survey highlights that for our SMEs the greatest brake on the development of foreign markets is not given by geopolitical tensions, but is actually represented by internal factors, in particular by the size of the company or the lack of skills of the staff – says the president of Confapi Brescia, Pierluigi Cordua -. Consequently, strategies at a political level should also take these aspects into account, supporting the internationalization processes of SMEs with dedicated actions. There also remains the problem of the increasingly evident mismatch between job supply and demand, aggravated today and even more so in the future by the demographic crisis.”
«The survey confirms the centrality of the EU market, but also the dynamism of SMEs towards new markets – explains Leonardo Iezzi, executive director of Confapi Brescia and coordinator of the Foreign Office –. Given the importance of foreign markets, as an association we invest heavily in training and business culture. Our foreign office also offers dedicated services, consultancy on approaches to foreign markets with dedicated staff, including native speakers, and collective participation in trade fairs, thus reducing costs for businesses.”
Two, in particular, they will be the international fairs which will see the participation of the stand Confapi: toMSV Brno (Czech Republic), and others Elmia (Sweden), in November. In recent months, Confapi has also signed a memorandum of understanding and collaboration with Assocamere, the association of Italian Chambers of Commerce abroad, precisely to facilitate and support SMEs in their internationalization journey.
