FINDING BUYERS LEATHER FOOTWEAR ITALY

1. Trade structure 1.1 Relevant channels for Serbian exporters The most relevant trade channels for Serbian exporters of leather footwear to enter Italian market are traditional importers and wholesalers. Importers have good contacts in local market, know the trends and can provide you with useful informations. Importers usually ask for exclusive distribution rights, while some of them are trying to be a low-price dealers. Position of wholesalers on Italian market and its influence was high in past, but their influence is lowering due to increasing dominance of large retailers and the increasing acceptance of online trade. They tend to operate on a regional basis and they usually supply local markets. Agents are very active in Italian footwear market. There were over 21,000 agents involved in the sale of textiles, clothing, footwear and leather goods in 2006 and another 11,000 clothing and footwear wholesalers. Agents also tend to operate on a regional basis. The Italian Union of Commercial Agents and Brokers can be reached at http://www.usarci.it. 1.2 Trends in trade structure The footwear trade in Italy is very fragmented and is still the market in the EU with the highest number of independent specialist retailers. As with a number of other southern European countries, there is a close link between domestic production and distribution of footwear. This is gradually changing as family businesses start to disappear and larger retailers start to assume a greater importance in the trade. Larger retailers tend to import direct from overseas. There are large differences between the north and the south and that makes an infuence on the way the trade works. The combining in the trade is affecting the north of the country more than the south. Much of the development of hypermarkets, shopping centres and the entry of international retailers has taken place in the north. Independent shops, buying groups and voluntary unions are losing share, but still have a strong presence all over the country. 1.3 Role of e-business In Italy, many business people still prefer a formal style of communication, so we can say that role of ebusiness is not so important in Italy.
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However, internet is a pretty good tool for finding free informations about Italian market, buyers, trade fairs and other useful informations, althow it is dificult to find these sources. By using google tanslation tool you can even translate websites. It also can be used to locate experts in footwear industry in Italy (consultants, importers, agents and representatives of trade associations) and contact them by mail or phone. At the same time, you should use the internet for promotion of your company. Those e-business applications within marketing & sales are very important: Online product catalogue Certificates Registering in directories Email follow-up Having an online product catalogue is a good way of showing your products and your type of business to potential buyers. It is very important to present in catalogue the products targeted for Italian market. Very useful portals in the field of international trade are: FITAs website - http://www.fita.org (database with links to websites about international trade). Trademap http://www.trademap.org (extensive database with global trade statistics) CBIs website - http://www.cbi.eu (Market Information Database) Italy - http://www.italtrade.com/countries/links/links3.htm (Industry associations and organisations in Italy) The most frequently used search engine is Google (http://www.google.com). Useful informations about trade companies in Italy can be found at: Europages - http://www.europages.com (search for business contacts such as importers and wholesalers in Europe. First choose the language, than choose search engine and type footwear and click on find button, than refine your search by clickingFilter by country and choose Italy. Kompass - http://www.kompass.com (worldwide business directory. Use the simple search method, which is for free). In a box with a sign "Enter key words" type leather footwear, than choose Italy from the list of counties, click on find button and you will get a list of suppliers of "footwear" in Italy. Or you can go on Kompass Home page, than choose Guided search, than Wholesale & distribution and than Footwear (trade) or simply go on this link: http://rs.kompass.com/list_wf6375001_en_ita/footwear-trade/footwear-leather-trade-1.html and you will get a list of wholesellers and distributors of leather footwear. Kellysearch http://www.kellysearch.com (look for distributors, manufacturers and other companies in Italy). First type leather footwear and than choose Italy from the country list, and you will get a list of Italian Leather Shoes Suppliers. Many of them are distributors or importers of leather shoes, too.
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 (http://www.kellysearch.com/Results.aspx?SearchType=company&radioButtonSearchType=product &Country=it&ProductId=193647&page=1).

2. Where to find buyers There are so many ways to look for a suitable trading partner in Italy. In the very begininig you should contact the main trade associations and exhibitor lists of trade fair websites, because many of them may be potential partners. In addition to these sources, there are often a number of general or specific information portals that will be useful. 2.1 The internet Internet is a very useful source where you can find buyers for your products, althow it is a process that takes a great deal of time. Sources Use the following sources to make a long list: 1. Useful contacts / lists of importers and wholesalers: Italian Fashion Brands, located in Milan, (http://www.italianfashionbrand.com). Wholesaler of a large range of high quality luxury women's shoes, including boots and dress shoes from Italian designer brands. Wholesale purchasing assistance is offered in Milan or Tuscany. Gruppo Italia Agency, located in Firenze, (http://www.gruppoitalia.net). G.I.A. operates as a buying office with a long experience and a great knowledge of the Italian fashion market: Footwear, leather goods, clothing, accessories and costume jewellery, giftware and home furnishing for men women and children. Italian Stock Shoes, located in Catania, deals with footwear. New footwear stock arrives weekly (http://www.italianstockshoes.com). Sigmagi, located in Scandicci, is a wholesaler of fashionable products and leather products such as footwear for the luxury and medium market (http://www.sigmagi.it). Champ, located in Broccostella, imports, exports and distributes women, men and childrens footwear (http://www.champ.it). 2. Italy business net - http://italybusinessnet.com / a list of Italian buyers and trade leads. Trade leads can be also found on these links: http://www.shoeinfonet.com/footwear/importers/EU/importers_it.htm http://www.italianmoda.com/linksearch.cfm?searchtype=1&search=shoes http://www.ecplaza.net/tradeleads/buyer/3959033/mens_dress_shoes_only.html http://www.globalbuyersonline.com/search/query.asp?txtsrch=shoes%20italy&match=bbjHGFG DbkjHg&country=&cid=&order=&pgno=2 http://en.algomtl.com/lookingfor.html

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3. The following organisations may be worth looking at: Italian Chamber of Commerce (http://www.chamberofcommerce.it) source of general advice and probably has a list of useful organisations. Informations about doing business with Italy at http://www.italbiz.com/it/

Information about footwear industry in Italy at the website of the Association of Footwear Manufacturers (http://www.anci-calzature.com). Some of them may be looking to develop relationships with developing country exporters. Association of Footwear Retailers (http://www.federcalzature.it) Association of Footwear Manufacturers in Riviera del Brenta (http://www.acrib.it) Fashion industry website Altagamma also covers footwear (http://www.altagamma.it).

From longlist to shortlist When you finish with searching process, you will probably have a long list with names of companies which has to be reduced to a short list, with really promising companies. Go on websites of listed companies and try to find more informations about products that they are offering and from which countries are they importing. The higher the share of import from DCs countries in that company, the higher is possibility to start a business with them. 2.2 Trade fairs The role of trade fairs in footwear industry in Italy is pretty high. The most important trade fairs, specialised for footwear industry in Italy, suitable to meet buyers, are: MICAM (The Shoevent) it takes place in Milan each year in march and september (http://www.micamonline.com) Expo Riva Schuh (http://www.exporivaschuh.it) held each January and June in Trentino, Lake Garda. Lineapelle takes place twice a year in Bologna in April and October (http://www.lineapelle-fair.it). MIPEL is a trade fair for the leather-goods industry (Bagshow International Leathergoods Market) held each year in Milano in Septembar. SHOE COLLECTION is a trade fair for shoes and fashion items - only for operators, not for visitors, held twice a year in Bolzano (http://www.messebozen.it). R.A.C. is a footwear exhibition for men's, ladies' and children's shoes held each year in Vicenza (http://www.vicenzafiera.it/it/index.php) You should visit above mantioned trade fairs first as a visitor, in order to meet importers and to have a good look at competitors, which can give you an idea how to prepare yourself for next trade fairs. Participation at these trade fairs is very expencive and you should be well prepared, in order to attract buyers to visit your stand.

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3. How to approach potential buyers Before you contact potential buyers, you need to make sure that you are ready for markets and buyers demands. The most important ways to develop a business relationship are to either exhibit at one of the main footwear trade fairs, or to make a direct approach to wholesalers or major retailers. In Italy, many business people still prefer a formal style of communication, both in the way a presentation is put together, and in the way contact is made. A personal touch is highly valued in Italy. A very aggressive price driven approach will not be effective, although price is very important in the Italian market. As a Serbian manufacturer that is preparing to access Italy, you should be aware of the market access requirements demanded through legislation and through labels, codes and management systems. For information on legislative and non-legislative requirements, search CBI database at http://www.cbi.eu/marketinfo, select footwear and Italy in the category search, click on the search button and click on market access requirements. Additional information on packaging can be found at the website of ITC on export packaging: http://www.intracen.org/ep/packit.htm. Information on tariffs and quota can be found at http://exporthelp.europa.eu 4. Services of the Chamber of Commerce and Industry of Serbia Chamber of Commerce and Industry of Serbia can assist you in many ways to find and approach buyers of leather footwear in Italy.

Post a trade lead throw our Supply/Demand service Ask us to make a short-list of potencial buyers for your products Go on site of the SCCIs Representative Office in Italy, Milan, and find out how can they assist you on Italian market: http://ino.komora.net/Default.aspx?alias=ino.komora.net/it-en

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