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Savino Del Bene S.p.A.

Altios Accompanies Savino Del Bene S.p.A. Expansion in France

Language and cultural norms can be a major barrier to acquisitions. However, Altios' innovative M&A approach meant we could grow our presence in France and ensure a smooth transition of Tramar and Alpinea Shipping within our business structure and corporate culture.

Gianni Bachini
Savino Del Bene’s Managing Director of Spain, Portugal, and France

Challenges

  • In the early ‘90s, Savino Del Bene opened its first office in Paris, France, as part of the company’s international expansion that was begun in the 1950s by the founder’s son Alessandro Del Bene. The company continued to expand in France, later opening offices in Lyon and Bordeaux.

  • “It became evident that for us to grow our business in France, we needed to have a strong presence in the two major maritime ports, Le Havre and Marseille,” said Gianni Bachini, Savino Del Bene’s Managing Director of Spain, Portugal, and France.

  • “We knew the fastest approach to expansion in the French marketplace would be through acquisition.” But to do so would mean finding the right partner and, just as importantly, meeting complex French legal requirements. “We needed to think the French way,” commented Mr. Bachini.

Solutions

  • After successfully acquiring Alpinea Shipping in October 2021, Savino Del Bene sought Altios Corporate Finance‘s help again to further its expansion in France and Europe.
  • The Altios team began the second M&A project for Savino Del Bene by conducting a complete market analysis and shortlisting potential acquisition candidates.
  • Following the initial successful introduction meeting, Altios led the next steps in the M&A project.

Results

  • By the end of 2021, Savino Del Bene had grown its revenue in the French market by more than €50 million through the two successful acquisitions. “By bringing Tramar and Alpinea Shipping within our family, we could expand our European network and footprint throughout France and strategic maritime ports,” said Mr. Bachini.

  • Throughout the two acquisitions, Altios developed a close working relationship with the team at Savino Del Bene. This strong partnership approach ensured all parties in the M&A process were part of the process.
  • Language and cultural norms can be a major barrier to acquisitions. However, Altios’ innovative M&A approach meant we could grow our presence in France and ensure a smooth Tramar and Alpinea Shipping transition within our business structure and corporate culture,” commented Mr. Bachini.

Want to know more about Savino Del Bene’s experience and its international development?

Visit the website

Company Profile

Founded in 1899

Headquarters in Florence, Italy

International shipping and logistics support services

Operating in more than 60 countries

5,300 employees across 306 offices

Annual revenue €4.5 billion

logistic maritime

MG Tech

ALTIOS supports MG Tech in opening its North American subsidiary.

ALTIOS helped us gain perspective on several issues. Its teams highlighted important points that we had not fully understood, such as the positioning of our employee in Canada.

In addition to a certain number of operational services to be provided, his mission includes representational functions.

He represents MG Tech in North America with the aim of developing the subsidiary.

Xavier Lucas
MG Tech's Managing Director

Challenges

  • MG Tech, a company which already has ten or so clients in North America, such as Savencia, Nemera Group and Lanthier Bakery (La Fournée Dorée), has decided to set up locally to offer a local service to its major French clients, but also to tackle the local market.

Solutions

  • Validation of Canada and North America as potential markets for the company.
  • Challenging the creation of the subsidiary in its various aspects, including marketing and communication with a recommendation for the evolution of the graphic charter.
  • The installation of an employee in Canada, through HR support for mobility, in order to secure the international project and the arrival of the employee on site. This support focused on positioning the employee on his new mission (projection into the job, skills development, setting up a roadmap in line with the objectives set, remote management of the employee, etc.).

Results

  • Another interesting thing we’ve learned from ALTIOS,” says Xavier Lucas, “is that you have to put the subsidiary at the centre of the company’s organisation.

  • Setting up a Canadian steering committee involving our Canadian employee, the general and financial management, and also the company’s product developers, in order to provide feedback on the Canadian market and to gain real insight into it.

  • Future adaptibility of our products to the North American market.

Want to know more about MG Tech’s experience and its international development?

Discover more on MG Tech at: https://www.mgtech-group.com/en

Company Profile

Founded in 2004 by Éric Gautier

Headquarters: Les Achards (France)

4 production sites in La Chapelle-Achard, Champtocé-sur-Loire, Val-d’Izé, Bérus (France)

1 subsidiary in Canada

211 employees

Turnover: 32 millions €, of which 10% from export.

4 800 worlwide sold machines

Expertise: industrial robotics for end-of-line packaging equipment.

Target country: North America

Bandeau-vertical-site_MG-Tech_w

FERRO DUO

Ferro Duo shares its story on how they plan to introduce a new product line in a different sector

The support M+V Altios gave us was exactly what any new business in a new market needs

Alexander Kehrmann
CEO
Challenge
  • Even if Ferro Duo is an established, international name, the company faced a challenge when it added a new product to their range in a sector FerroDuo had little experience with: fertilizers.
Solution
  • An Altios M+V dedicated team mapped out the opportunities for their products in the fertilizers market of four countries (Germany, Italy, France and Spain) and identified leads and opportunities by cold calling.
Result
  • Leads were identified in every markets. In Italy, some leads have already been turned into business opportunities.

You would like to know more about FerroDuo’s story and its last challenge?

Discover more about FerroDuo on: https://www.ferroduo.com

Company Profile

Founded in 2002

Headquarters: Germany

Expertise: recycling products from various industries to recreate new ones

Target countries: Italy, Germany, Spain and France

format vertical site internet success story Ferro duo

/ INNOV’IA

INNOV’IA shares its five key learnings for midsize companies to expand internationally

Working with Altios has helped us structure our international expansion journey so we will take the right step at the right time and be successful in reaching our goals.

Maria Wiltz
Global Sales & Marketing Director for Innov’ia and its subsidiaries
Challenge
  • As INNOV’IA and its subsidiaries started exploring an international expansion, they needed to determine the different key steps they have to undertake in order to structure their internationalization path.
Solution
  • An internal audit of all companies of Innov’ia was carried out to help the business prepare and optimize itself before consolidating international actions.
  • Market research was an essential first step in defining which markets could be interesting for the company to expand to.
  • ALTIOS Strategy has set up a collaborative approach with Innov’ia in order to structure their internationalization and to embark the company and its team towards a customer-centric strategy with a differentiating value proposition.
Result
  • Through their experience, they can share 5 key learnings: do your research, set realistic goals, let your customers guide you in choosing your location, get your whole team on board, don’t be too cautious, get help from local experts.

  • ALTIOS could secure and enhance their international expansion project thanks to their in-depth knowledge of the markets.

You would like to know more about Innov’ia’s story and its 5 key learnings?

Discover more about INNOV’IA on: https://www.innov-ia.com/

Company Profile

Founded in 1990

Headquarters: La Rochelle, France

7 manufacturing locations and 1 R&I Centre

350 employees

Turnover: €40 million

Expertise: Ingredient formulation and industrialization in agrifood, cosmetics or pharmaceuticals

Investment in industrial and international expansion: €70 million in 10 years

Target countries: Europe

Innovia Vertical

/ UK DIT

UK Trade Agency Partners with Altios to Grow US Exports

As Altios is already a partner of companies that are developing internationally, they know the market well and which steps to take.

Sue Marsden Gilpin
Head of Trade Services at DIT’s office in New York

Challenge

  • The U.S. is an essential market for the DIT in both inward and outward investments and exports. To reach 100,000 new exports into the U.S. by 2020, the agency needed a partner with in-country teams knowledgable on the dynamics of the American marketplace.
  • The agency selected Altios due to its expertise and knowledge in both markets, and its in-country teams.

Solution

  • To complement DIT’s services, Altios provided a range of services to aid companies in both export and expansion.
  • Services provided by Altios as part of the partnership include distribution strategy, product registration, franchising, foreign investment, administrative and accounting management, in addition to new services, as required.

Result

  • The partnership with Altios provided DIT with a flexible and open relationship on which to build its full offering of client services.

  • As the trade agency was looking for on-the-ground support, Altios teams in both the U.S. and the U.K. could provide the knowledge and expertise required by its clients.

Company Profile

Founded in 2016

1,200 employees in the U.K. and globally in more than 100 countries

Offices in the top nine cities in the U.S.

U.K.’s Department of International Trade (referred to as the DIT) is the country’s government agency that promotes inward and outward business development.

Target country: U.S.

DIT UK vertical

/ French Nouvelle Aquitaine Region

Nouvelle Aquitaine Region in France Partners with Altios to Help Launch Startups
in the U.S.

Boston is an excellent location for tech companies entering the U.S. market for the first time due to a qualified pool of talent, investment funds, and network of incubators and accelerators.

Patrick Ferron
Associate Director Altios

Challenge

  • For many of its local startups and businesses, access to the American market is a challenge due to cultural differences, varying ecosystems, understanding of legal and regulatory requirements, and networking.
  • The regional government sought an external consultancy firm with experience and knowledge in the market.

Solution

  • The Nouvelle Aquitaine selected Altios due to its strong global presence, its experience in helping companies set themselves up in new markets, and its knowledge and network in the U.S.
  • For building a further bridge to the American market, Altios organised and accompanied regional startups to the U.S., with Boston as a first destination.
  • The delegation from the Nouvelle Aquitaine included representatives from four startups, French Tech Bordeaux, the International Chamber of Commerce, and government groups.
  • The trip, labelled the Boston Learning Expedition, provided an overview of the Boston ecosystem and highlighted the opportunities for tech companies in the area.
  • The selected startups – A3i, ThinkDeep AI, Ullo and Flovea – along with the regional delegation met with Boston AI and biotech firms, as well as economic development agencies, incubators and MIT.

Result

  • Several meetings were organised with key actors in the Boston tech ecosystem,
  • Startups and regional delegates of the Nouvelle Aquitaine gained valuable insights on critical differences between the two markets.
  • They opened doors to contacts within the city and the surrounding areas.
  • Participants attained a greater awareness of the tech ecosystem and gained insights on funding and fiscal incentives available.
  • They understood that bringing together the right players -businesses, institutions, cities- is instrumental for expansion.

Learn more abour French Nouvelle Aquitaine region: https://www.nouvelle-aquitaine.fr/

Company Profile

Nouvelle Aquitaine French region (central city Bordeaux) is the 3rd fastest-growing regional economy in the country

The innovative program Booster, focused on local startups, was created in 2018 to help accelerate international development in the U.S., Japan, Germany, Switzerland, and Austria

Annual GRP: €158 billion

Over 100 projects supported each year

Industry: wines, aeronautics and tourism industries

Target country: U.S.A.

/ Crédit Agricole Italy

Crédit Agricole Partners with Altios To Provide International Offer to Clients

We want to have a long-term relationship with our customers and to support their goals.

Frantz Puccetti
Head of Mid Corporate Projects of Crédit Agricole Italia

Challenge

  • In 2007, Crédit Agricole partnered with Altios to provide a range of solutions to facilitate and accelerate expansion in worldwide markets, from strategy development and implementation to prospection and talent acquisition.
  • Heightened global competition has changed the landscape of the Italian economy.
  • In recent years, mid-sized companies are seen as an important driver of market growth in Italy. “We’ve seen a growing interest from Italian mid-sized businesses wanting to expand internationally,” Mirko Mottino, Managing Director of Altios Italy.
  • For Crédit Agricole Italia, serving its client base means being their partner in the growth of their business, both locally and internationally. “Many of our clients have limited resources. A partner who can help them learn and navigate international expansion is essential,” said Puccetti.

Solution

  • A growing number of businesses wants assistance in international development. Credit Agricole Italia and Altios partnered to provide one-day events focused on global expansion.
  • The “8-Hours Around The World: Ideas and Solutions for Internationalisation” event allows local business leaders to meet with Altios country directors and Crédit Agricole specialists.

Result

  • At the event in Rimini, Italy, in 2019, more than 100 meetings took place with partner representatives from 14 countries. Attendees connected with consultants from Altios and Credit Agricole to discuss international expansion.
  • The partnership between Crédit Agricole and Altios provides mutual support to clients in their international expansion, across geographies and areas of service support. Their shared global expertise and goal-driven approach reflect in each client project.
  • “Altios is a good partner for Crédit Agricole because they are in the most relevant markets. Together, we can be a one-stop-shop for our customers,” said Puccetti. “Crédit Agricole and Altios aim to be more than just service providers—we aim to be valued partners to our clients.”

Learn more about Crédit Agricole Italy: https://www.credit-agricole.it/

Company Profile

Crédit Agricole Group, based in Paris, France

10th-largest bank in the world, with 52 million customers and 11,000 branch offices in 50 countries.

Industry: Finance

Part of the bank’s services is dedicated to supporting the international development of local businesses

Target country: Italy

/ Foley Gardere Arena

Altios and Foley Forge Strategic Partnership to Help Clients to Mitigate Risk in Global Expansion Projects

I believe this is where our network and expertise, combined with Altios’ presence in key markets, is advantageous to each’s respective clients.

Marcos Carrasco-Menchaca
Partner at Foley Gardere Arena

Challenge

  • A major concern for both Altios and Foley: serving global clients within complex industries where regulations, taxes and markets are concurrently changing.
  • By forming a partnership, Altios and Foley can provide clients with a complete analysis of the costs, risks and market potential of international expansion projects.
  • A significant investment is often required when moving into a new market, especially in industries such as automotive and manufacturing.
  • It was essential to bring together market opportunity, costs projections and labour conditions, in addition to regulatory and tax implications.

Solution

  • Since their partnership, the two advisory firms have worked on several client projects in the automotive and manufacturing industries.
  • Altios provided the initial analysis of overall cost variables and risk factors to determine the projected value of each expansion project.
  • Foley provided the review of trade, tax and regulatory requirements from both short and long-term perspectives.
  • Marcos Carrasco-Menchaca Partner at Foley Gardere Arena in Mexico, a subsidiary of Foley & Lardner LLP recommended that clients begin the compliance process as early as possible. It is important to know the key players and policymakers to prevent delays and remain agile to changing regulations.

Result

  • Working together on client projects in the automotive sector, Altios and Foley provided the outlook needed. For clients, a long-term perspective is vital, as tax and trade agreements often change and can impact the success of the international expansion.
  • Foley studied each client’s business to ensure any variations were taken into account even after the initial project rollout.
  • Within the automotive sector, Altios and Foley have helped clients navigate the growing complexity of supply-chain management.
  • The increased globalisation of the automotive supply chain has meant OEMs expect suppliers to be in each market. Laws and trade agreements are also evolving to promote local and regional trade. These significant market changes are present in the new NAFTA and USMCA trade agreements.
  • Understanding and proactively working within these new regulatory and market shifts helped clients lessen financial risk.

Company Profile

24 offices across the U.S., Mexico, Europe and Asia

Activity area: legal services in diverse industries, such as automotive and manufacturing industries

Foley Vertical-1

/ Metal 7 Inc.

Altios Accelerates Metal 7’s Entry in India to 4X Sales

We are now the leader in our field in India. Sales have quadrupled in the country, and we are continuing our core values of geographic expansion and acquisition.

Marc-André Gervais
President and CEO, Metal 7 Inc

Challenge

  • Metal 7 supplies more than 60 per cent of the world’s iron-ore pelletising plants (excluding China)
  • During the last 20 years, the company has focused on innovation and market leadership through its expertise and gained knowledge in engineering, R&D, and industrial processes.
  • Metal 7 saw India as key to its strategic mission of geographic expansion, as it is one of the world’s fastest-growing technology and innovation markets

Solution

  • As India was a new market for Metal 7, they faced common barriers of entry: knowledge of the country, its industries, and on-the-ground experience. “We knew we needed a partner like Altios who could accompany us every step of the way so we could advantageously enter the market,” said Marc-André Gervais, President and CEO of Metal 7 Inc.

Result

  • Altios was the ideal partner as it understood the dynamics of entering a new region, including its local industries, customers, key players, and decision-makers.
  • Altios’ in-market experience bridged the gap between Metal 7 and its entry to India. “Not only did they know the geography of the region, Altios understood our products. They were extremely agile and flexible when it came to adapting to our needs,” continued Gervais.
  • Metal 7’s successful entry in India has enabled the company to achieve its mission of global expansion in a high-growth market: they quickly gained a market leadership position there and quadrupled its sales in the region.

Learn more about Metal7: http://www.metal7.com/

Company Profile

Founded in 1974

Annual Sales: €56M

International Sales: 70 % of its production outside of the North American markets (20 countries)

Industry: Equipment manufacturer for iron-ore pelletising plants and liquid-metal industries

Target country: India

/ Raymond Chabot Grant Thornton

RCGT Partners with Altios to Better Serve Global Expansion Needs of Clients.

Although Altios is a lean organisation, they have locations around the world and a physical office in every country they operate. We have the opportunity to work with people who genuinely understand local regulations and cultural nuances, which makes all the difference.

Valérie Verdoni
IBC Director, RCGT Canada

Challenge

  • RCGT wanted to offer complementary services specifically tailored to the needs of Canadian businesses expanding in new markets and countries.
  • Companies often require in-country experts when expanding their operations in new markets. For RCGT, this meant the firm needed a trusted partner who shared its global mindshare and who could offer clients with in-country support in diverse areas such as talent acquisition and client prospection.

Solution

  • By partnering with Altios, RCGT can now provide its clients with a network of in-market experts and ensure an integrated solution.
  • “Altios helps us to complement our service offering so we can provide better value to clients seeking international expansion—whether that means supporting them in commercial prospection or recruiting part-time local representation,” said Verdoni.

Result

  • The close partnership means RCGT clients now benefit from a substantial added value.
  • The consolidated approach enables RCGT to be a full-service provider for clients looking to expand internationally, and at the same time, an integrated team brings increased knowledge and experience.
  • “Although Altios is a lean organisation, they have locations around the world and a physical office in every country they operate,” says Verdoni. “We have the opportunity to work with people who genuinely understand local regulations and cultural nuances, which makes all the difference.”

Learns more about Raymond Chabot Grant Thornton: https://www.rcgt.com/en/

Company Profile

Founded in 1948

Services: assurance, tax, and advisory services, along with business recovery and reorganisation

100 offices in Canada, 4th largest firm of GT member firm network

Target country: Canada