| The company A leading Italian interior design company, based near Milan that specialises in the design and manufacture of radiators was seeking to develop its sales in France. The visually stunning and architectural superb radiator systems are an export success for the company thought-out Europe, except France. The products and services The company is a brand leader in Italy and the range of products includes over 40 different models with 100 colours combinations that provide beautiful heating solutions for both the home and the office. The objectives
Sales in France were consistently low; despite some intermittent efforts being made a new impetus was required. Following a strategic review and further to instructions from the company’s sales director IBT Partners was retained to understand the market, then identify, profile, meet with, organise meetings with the Italians and then assist appoint agents covering the French market. IBT services An initial overview of the market was conducted detailing the major competitors and their commercial structures and forces in France. At the same time, agents’ lists and sources were identified. IBT Partners prepared the initial communications documentation presenting the company and its products in French. Legal council was sought and provided by IBT Partners’ network lawyers, who provided the appropriate advice and agency agreements. Over 50 agents were identified and profiled and then contacted via telephone and email, through-out France. 10 meetings with agents were organized both in Paris and the major cities – selecting French agents that demonstrated experience in the interior design, household appliances and/or luxury industry sectors. Presentation to the Italian sales director and then protracted negotiations followed. The above processes went on until six agents were appointed covering France – taking over seven months to complete the project. | 
