Business Development: Methods and practicalities for increasing turnover

In our Business Development model, we combine commercial expertise, digital tools, and rigorous process management, with a specific goal: transforming market potential into real customers and measurable revenue.

These aren't one-off initiatives, but a structured system where every contact, analysis, and decision contributes to building long-lasting and sustainable relationships, with the goal of increasing sales.

1. Selected database

We identify target companies and decision-makers based on objective criteria—sector, size, role, needs—to focus our efforts only where there's real potential for collaboration. A custom-built database means less waste, greater effectiveness, and tangible results.

2. Preliminary research

Before each contact, we conduct a targeted context analysis: we study the company, its ongoing projects, market trends, and potential levers of interest. Knowing before acting allows us to immediately establish a relevant and valuable dialogue.

3. Flexible script

Every conversation is an opportunity to understand the other person's goals, constraints, and priorities. This is why we use flexible scripts that guide the dialogue while leaving room for customization: structure and method, without rigidity.

4. Follow-up digitale

After the initial contact, we build continuity and trust through digital tools: technical materials, interactive presentations, in-depth videos, and customized content, to keep the relationship alive and encourage conversion.

5. Updated and shared CRM

Every interaction, feedback, or relevant detail is recorded and shared in the CRM, providing the entire team with an up-to-date and consistent view of the sales process. The result is integrated and transparent management, where every piece of information becomes a valuable asset.

6. Complete offer management

From the first inquiry to the signing of the contract, we accompany the client through every stage of the sales process, ensuring consistency, speed, and continuity of decision-making. A single point of contact, a streamlined process, and a clear goal: transforming opportunities into concrete results.

Our approach allows you to move from a fragmented business activity to a structured process capable of generating value over time.

We achieve this through a dedicated team of professionals:

• Export Manager, for the development of foreign markets
• Area Manager, for commercial growth in the Italian market

International expansion in the chemical sector

This project tells the story of how an Italian chemical company transformed its commercial crisis into a successful internationalization journey.

📍Sector: production of natural and synthetic additives, pigments, and colorants for the food industry.

💰Turnover: approximately 8 million euros.

⚠️Problems:

• Sales showed a negative trend, with a customer portfolio concentrated almost exclusively on the Italian market.
• Declining domestic consumption and increasing competitive pressure were eroding profitability, making it urgent to identify new commercial outlets and alternative distribution channels.
• Despite the high quality of its products and the presence of multinational clients, it lacked a structured internationalization strategy capable of enhancing the company's potential in foreign markets.

🔧Our intervention

A 12-month internationalization plan has been developed, aimed at expanding into Asian markets, particularly China—the most promising in terms of demand, production capacity, and consumption growth.

The intervention was developed through a structured operational path:

1️⃣ Market analysis and opportunity mapping

• Identification of major industry trade fairs in key cities: Shanghai, Beijing, Shenzhen, and Guangzhou.
• Study of Italian and international competitors present in China, including analysis of their sales models, pricing policies, and distribution channels.

2️⃣ Scouting and initial contact with potential partners

• Identification and evaluation of target customers based on volume, reliability, and technical-commercial compatibility.
• Direct on-site presence thanks to the collaboration with an Italian correspondent who has lived in Shanghai for over 15 years, who facilitated meetings, negotiations, and company visits.

3️⃣ Regulatory and customs analysis

• Verification of export procedures according to the requirements of MOFCOM (Ministry of Commerce) and AQSIQ (Administration of Quality Supervision, Inspection and Quarantine).
• Study of China's tax and customs structure: reduced VAT at 13%, duties between 15% and 20%, consumption tax being eliminated.

4️⃣ Logistics and export costs

• Analysis of transportation costs, timescales, and operating methods, considering the ease of product handling and specific food industry regulations.

📈The results

The project brought concrete and measurable results in a short time:

• The first supply contract with Unilever was signed following meetings, visits, and direct negotiations.
• Opening of a subsidiary in China (WOFE – Wholly Owned Foreign Enterprise) for the local distribution of products.
• Creating a scalable export model that can be replicated in other Asian markets.
• Strengthening the internal sales structure and increasing expertise in managing foreign markets.

🌐The strategic impact

The company has transitioned from a period of stagnation to a new trajectory of international growth, based on method, market knowledge, and direct presence. Today, it is able to communicate with major global groups, maintaining strategic control of the supply chain and promoting the quality of Made in Italy chemicals in the Asian market.