proposals for business with central & eastern europe and asia · sourcing; - the outsourcing...

Alpina Srl, Via P.Giuria, 6 10125 Torino - Italy Tel.: +39 011 6688758 Fax: +39 011 7940132 Mail: [email protected] Web: www.alpinasrl.com

Alpina Srl, Via P.Giuria, 6 - 10125 Torino - Italy Tel.: +39 011 6688758 Fax: +39 011 7940132 Mail: [email protected] Web: www.alpinasrl.com

Consulting

Projects for Delocalization

Proposals for Business with Central & Eastern Europe and Asia

7

OUTSOURCHING OF MARKETING ACTIVITIES

Another aspect which is gaining ever increasing momentum in the globalized business world is the larger and larger share of mar-keting activities which are shifted from physical marketing to or-ganizations onto the Web.

Web marketing, coupled with e-commerce, may consti-tute a new marketing channel, alternative to the existing ones, which could allow producers and consumers to bypass the hurdles of distribution, reaching very quickly the worldwide mar-ket.

DELOCALIZATION OF ACCOUNTING ACTIVITIES

Purely accounting activities have been delocalized to a large ex-tent by big Western corporations, towards India, and, in the lat-est years, towards Eastern Europe.

However, there is still large space for further delocalization in this field, especially from the side of medium and small enter-prises.

Our network may be helpful, for this purpose, under two differ-ent points of view:

- to advise enterprises about their outsourcing transac-tions, for what concerns, i.a., their outsourcing needs, the possi-ble outsourcing target countries, the legal conditions for out-sourcing;

- the outsourcing itself, which may be undertaken by our net-work itself, which will be able to handle directly the bulk of the activities under a service contract, or to act as an interface in Western Europe for activities to be carried out elsewhere.

The areas where we show specific competence are the ones of outsourcing of general accounting, and of the organisation of digital activities and of the safekeeping of documents.

T he territory of Piedmont, thanks to its traditions in in-ternationality, as well as to its network of enterprises, has a unique background in “non traditional” fields of international business (such as the strategic business and international con-tracts in specific geographic areas – e.g., Eastern Europe and Middle East –, as well as large scale projects, energy, aerospace, projects financed by international organiza-tions).

For the development of the above activities, Alpina is building up a network of professionals, each of them provided with his own professional skills and profile, but anyway used to work as a team and willing to offer their own services, in a coordinated manner, to national and international customers.

In particular, for following the trends of delocalisation, Alpina is developing its own Evrazija project (for Central and Eastern Europe and Russia), and Avrasya, for Asia.

For what Evrazija is concerned, it is almost useless to empha-size the challenges, but also the opportunities, opened up by the enlargement of the European Union, as well as the complex relationships between Europe and the Post-Sovietic Space.

As Avrasya is concerned, it goes without saying that, without a corresponding cultural, legal, but also linguistic, local back-ground, it is difficult to enter into the huge, but also risky, mar-kets of India, China and the Middle East.

In both cases, specialised supports and an adequate contacts network is required.

Foreword

OUTSOURCING OF LEGAL ACTIVITIES

One of the types of outsourcing which has become very impor-tant in the last years is the outsourcing of legal activities from the USA and from the UK towards India.

The reasons why such type of outsourcing is encountering so large a market in the US-India relationships is that, whilst the common law type of legal practice requires labour intensive document work, legal fees in the USA and in the UK are the highest in the world.

This situation is clearly evident in the areas of contract review and standardization, and is still more critical in the areas of due diligence and of claims and litigation support.

The market which we intend to cover is such kind of de-localisation, but addressed towards Europe.

seemed, at that time, to be a non by-passable obstacle.

The most recent experiences have shown that, at least in the case of ICT, the amount of production processes which may successfully be outsourced is really impressive.

In the following period, other processes have been successfully outsourced, in first instance the services provided by interna-tional telecommunications, and the ones connected to computer graphic and printing. Everything which can be out-sourced in the area of publishing (e.g. printing, editing, graphic design, a.s.o) has started to be successfully outsourced.

India is a focal point of these activities.

We are available for all European companies willing to outsource these activities to India, for guiding them, via our Indian partners, towards the most fruitful utilisation of these business tools.

The activities which may be effectively outsourced include, i.a.: • conversion of physical books into e-books and m-

books; • creation of web and mobile based systems; • legal services; • accounting services; • editing; • translation; • e-systems; • business intelligence.

Summary

Developement Consulting page 7

Projects for Delocalisation page 19

DELOCALIZATION OF PRODUCTION PROCESSES

SERVICES PROVIDED:

• global evaluation of potential outsourcing projects; • carrying out of outsourcing projects, including mar-

keting, research, search of partners, business plans, contract negotiation support, start-up;

• finding local partners; • relationship with local Authorities; • printing services; • interpretation of local legislations; • accounting; • translation; • logistics.

DELOCALIZATION OF IMMATERIAL ACTIVITIES IN PARTICULAR

Whilst the framework of delocalisation of “classical” production processes has been self-evident since a long time, delocalisation of immaterial activities has gained momentum just since the last 20 years.

Before that time, it was common ground that immaterial pro-duction was too strictly connected with the specialties of any relevant country for being easily outsourced.

The utilisation of a certain language, of certain technical or ac-counting standards, or, still more, of a certain legal system,

AVRASYA

The Eastwards trend does not stop at the Eastern borders of Europe.

At the same time, Turkey, the Middle East, India, China and South-Eastern Asia are among the favourite targets of investors.

The scope of this market is so huge, that we can be helpful espe-cially in certain defined areas, such in India and in Turkey, and with special reference to certain industrial sectors, such as car manufacturing, ITL, TLC and publishing.

Our stronghold is our agreement in Chennai for the export, into Europe, of ITL technologies for publishing and for the services industry, as well as for the outsourcing, towards India, of publish-ing, ITC and film activities.

However, we have links also with other industrial and business world, such as, e.g., with Turkey and with China.

In so doing, we can take profit of the tight connection between, from one part, the publishing activities of Alpina, and, from the other, the business development efforts within the framework of the Evrazija-Avrasya Project.

We foster, at the same time, the exchange of cultural experi-ences, e.g., sponsoring Euro-Asiatic cultural forums, and the matchmaking of entrepreneurial initiatives.

Development Consulting

INDEX

8 8 8 9 10 11 11 12 12 13 13 13 15 15 15 16

RELATIONSHIPS WITH INTERNATIONAL ORGANIZA-TIONS Financing Antitrust MATCHMAKING INTERNATIONAL CONTRACTS STRATEGIC FINANCE PROJECT MANAGEMENT LOGISTICS STRATEGIC DEVELOPMENT INTERNATIONAL MARKETING CLAIM MANAGEMENT AND DUE DILIGENCE Claim management Due diligence DATABASE ON BUSINESS OPPORTUNITIES LEGAL DOCUMENTATION LINGUISTIC SUPPORT TO BUSINESS

RELATIONSHIPS WITH INTERNATIONAL ORGANIZATIONS

These activities have an impact also on business relationships with Central and Eastern Europe and with Asia, to which the dif-ferent European rules and funding apply. Financing

For following up these matters. Alpina has established its own representatation in Brussels, for carrying out activities in the ar-eas of European projects, Relationships with European Institu-tions, business development and European law. Our correspon-dent in Brussels was active within the European Commission in the area of External Relations and Communication as well as in the Directorate General for Economic and Financial Affairs. He is thereby in a position to take charge of the most different issues related with centrally managed financing, and to offer sup-port activities in the monitoring of any other kind of EU financing. Antitrust

As concerns European and Italian Antitrust, we have col-laborations with different entities and persons active in the area of Italian and European antitrust, coordinated by a specialist with outstanding academic and professional records achieved within the framework of big multinational corporations. Based on the above experiences, Alpina is working to the creation, within the framework of the Tamieìa and Kyot Book Series, of comprehen-sive information and updating tool, based upon a Blog on Euro-pean Antitrust, a basic granular e-book, an updating of the same and a working community, utilizing the Web 2.0 and Mobile-Book technology.

Page 21

structures (such as an example the Serbian Kragujevac free zone).

For taking advantage of this lucky growth period of East Euro-pean economy, Alpina, within the framework of the Evrazija-Avrazya Project, is launching partnerships with businessmen of Central and Eastern Europe, for jointly fostering the match-making of industrial partners of Eastern and Western Europe, as well for providing them with all services necessary for the launch and the development of their ventures.

Thus, Alpina offers, to its clients, the opportunity to find the right customer or partner in whichever country of Central and/or Eastern Europe, and in whichever branch of business.

EVRAZIJA

At the end of 2008, whilst the economic crisis in the Western Countries risks to reach a peak which has been compared to the one of 1929, Eastern Europe is experiencing a phase of ex-traordinary growth, which, in the case of Russia, amounts the highest of the whole world (the best placed among the best performing countries - the “BRICs”). This situation is causing, especially within certain very sensitive industrial sectors (such as automotive), a dramatic shift of spending, turnovers, profits and investments between Western and Eastern Europe, with the creation of huge new production capacities in the East.

This situation is leading to an increasing interest, from subjects involved at all levels of the industrial system, to shift eastwards their own activities, in order to secure, from the one part, a large local market, and, from the other part, a more favourable manufacturing environment.

From the point of view of market, we can mention the fact that, in 2008, Russia has proven to be the fastest growing car market of Europe, Russia has become probably the first car market in Europe, with 3.800.000 sales, against 3.200.000 in Germany.

From the second point of view, it is true that manufacturing costs are growing and growing both in the Eastern part of Europe and in Russia, but, in any case, it will take still several years be-fore they will reach he level of Western Europe or of the United States.

Last, but not least, Eastern European authorities are granting to new investors in their country extraordinary good conditions, such as free trade zones, tax exemptions, free land and infra-

MATCHMAKING

The “thick” network of relationships which we have established along the years throughout Western & Eastern Europe allows us to find , in whichever part of Central-Eastern Europe, partners both for sales and for joint ventures.

We can act as matchmaker, as agent, as providers of further an-cillary services, as better outlined here below.

We are negotiating cooperation agreements with different commercial entities in the area, which will allow us to find part-ners in whichever part of Central-Estern Europe.

Automotive is, in this moment, one of the industrial sectors where there are the most interesting opportunities for invest-ments, for partnerships and for sales.

In fact, after the first wave of privatisation and modernisation of large state owned car manufacturers, such as FSM, FSO, Škoda and Dacia, a new wave of investments has reached in the last years the Czech and Slovak Republic, Hungary, Bulgaria, Serbia, and, especially, Russia.

Large opportunities are offered not just to car manufacturers, but also, and even more, to car component manufacturers and engineering companies.

Whilst China is so large a market, and has already very strong players, Eastern Europe is a market that, not being too different from Western Europe, is more easily accessible for companies of all sizes.

The Piedmont area, characterized by the widespread presence of car components industry, could be one of the first beneficiaries of these market opportunities.

INTERNATIONAL CONTRACTS

International contracts constitute the main object of our past professional experience, and, as a consequence, they are the spe-cialty where we may offer our most competitive services.

We can show a record which is unique in this field. It goes from the negotiation of mergers and acquisitions in Western and Eastern Europe, in America and in the Developing Coun-tries, to the ones of international tenders for large pro-jects, up to the one of complex financial and commercial agreements.

We have worked, i.a., in Poland, Russia, Serbia, Romania, Syria, Pakistan, India.

We are used to draft agreements in Italian, English, French and Spanish, and to negotiate contracts also in German, in Russian, in Serbo-Croatian and in Polish, as well as in Portuguese.

We have a rich specialistic library on the business law of all countries of the world.

We are in a position to assemble at short notice teams including experts operating in administration, legal, finance and different technical fields.

We may prevail ourselves of a widespread network of corre-spondents, all over the world, and, in particular, in Serbia, Czech Republic, Romania and India, specialized in each of the above mentioned areas.

Page 19

EVRAZIJA AVRASYA DELOCALISATION OF PRODUCTION PROCESSES DELOCALISATION OF IMMATERIAL ACTIVITIES IN PAR-TICULAR OUTSOURCING OF LEGAL ACTIVITIES DELOCALISATION OF ACCOUNTING ACTIVITIES OUTSOURCHING OF MARKETING ACTIVITIES


INDEX

20 22 23 23 25 26 27

STRATEGIC FINANCE

Our specific correspondents in this area may show a record of practice at top level positions within multinational groups, oper-ating in all areas of production of instrumental goods and of high technologies. They have been responsible for large Finance and Administration Departments within multinational contexts, where they have faced the most different themes of business management, reporting directly to top management.

As a consequence, they are in a position to coordinate com-plex teams, together with other professionals, for all kinds of financial negotiations, and, first of all, in the area of mergers and acquisitions.

They are fluent in Italian, English and French. PROJECT MANAGEMENT

Boùlesis’s skills have been specifically developed in the areas of high technologies and of the transportation industry (e.g., aero-space and energy).

Each one of our correspondents has developed one or more top level experiences in areas requiring an extreme level of speciali-zation, such as commercial activities within the framework of large international aerospace and/or energy consortia; “commissioning”, maintenance and the management of power plants; trials on new materials in automotive, aerospace, railway transportation, as well as defence.

Thanks to their experience, which is confirmed by the award of very specialistic contracts with large groups and specialized or-ganizations, they are in a position to take in charge of complex

projects, irrespective whether it is a question of external rela-tions, of legal decision making, of management, sales, organiza-tion, technologies, and/or project management. LOGISTICS

Within the area of Project Management, Alpina has developed a collaboration with a correspondent which has been operating for thirty years in the area of Logistics in the most different industrial sectors, from petrochemical to pharmaceuticals, from the food industry to great distribution chains, from trucks to special vehi-cles.

STRATEGIC DEVELOPMENT

One of the major tasks of the above described teams is the fol-low-up activities connected with strategic development of large and/or small enterprises, and/or of NGO’s.

Within the above framework, Alpina may prevail itself of the unique experience achieved, specifically, by the industry of Pied-mont during a century, as concerns the relationships with Cen-tral and Eastern Europe and Asia (especially, Romania and India). Alpina is able to support business in the above men-tioned regions as concerns their requirements for strategic, commercial, and/or industrial development, sub-contracting, start-ups, training focused on new markets.

This is possible also thanks to the existing connections with living presences of the Italian economy in different areas of the world and to specific connection in counties like Serbia and India. INTERNATIONAL MARKETING

LINGUISTIC SUPPORT TO BUSINESS

In an increasingly globalized world, the language problem is ac-quiring a role which cannot be narrowly construed as concerning merely translation.

What is required is not to translate texts mechanically, just with the aim to allow third parties to merely understand the meaning, but, on the contrary, to “position” the relevant texts within their appropriate context (e.g., within websites), in such a way that they may result perspicuous, within the most different languages and/or cultural contexts, with their specific lan-guage dignity and their appropriate meaning, persuasive-ness and/or promotional strength, as the case may be.

Here, we are obviously dealing with specialized translations (such as, e.g., legal, literary, philosophical, historical, economic, promotional); with the revision of translations carried out by not specialized translators; with the provision to translation of-fices of supporting materials (such as specialized dictionaries, software, etc.), which cannot be usually found on the market.

Our strong points of such activities are English, French and Ger-man; however, we are in a position to cope with requirements referring to all European and Indian languages. As an ex-ample, we are promoting Tamil literature in Europe.

Page 16

Most of our correspondents have been involved, in some way or other, in the area of international business during their business experience.

In particular, some of them were responsible with marketing (of industrial and/or of consumer goods), either worldwide or within specific geographic-economic areas (as, for example, Eastern Europe or the United States), or carrying out tasks within the framework of strategic marketing, others were responsible of the representative offices of by industrial groups in extra-european countries.

All of them, each one within the area of their specific compe-tences, are used to work within multitask, multicultural and mul-tilingual teams. CLAIM MANAGEMENT AND DUE DILIGENCE

Claim management In the contractual relationships between enterprises, pathology is not rare. Here, we are dealing with facts which go from the rou-tine submission of claims, up to true litigation. Without any doubt, litigation contributes to the malfunctioning of an orderly corporate life, the latter obviously aiming to a peaceful and fruit-ful relationships with customers and suppliers.

Moreover, the carrying out of the activities necessary for litiga-tion constitutes a burdensome and hard task for corporate officials, as well as a weighty element of the overall cor-porate risk, especially when such activities have to be carried out in far-away and unknown countries.

Such risk may be delegated to outside consultants only to a very

small extent, and not always to internal departments. In fact, the latter are usually staffed on the basis of the routine forecast of staffing requirements connected with the average level of their institutional roles. Therefore, they are by definition, not equipped to cope with neither with foreseeable peaks of additional activi-ties, connected with the management of litigation and pre-litigation, which are often highly specialistic too, nor with the spe-cialies of far away countries

We are referring to the tasks of the historical reconstruction of the disputed facts, to the appropriate classification and interpretation of documents (often in unknown lan-guages), to the supply to outside counsels of the docu-mentation they require, in a form which is adequately system-atic and self explanatory in order to be utilized within the frame-work of the procedure.

All the above is even more evident in the pre-trial phase, when large law firms hesitate to intervene. In fact, during such phase, legal counseling implies a weighty activity, whose prevailing character is not legal, but factual: so that it is difficult to in-voice such activities according to the customary tariffs provided for legal professions. We have a unique experience in this area, deriving from our previous engagements in the most different countries and business areas, in particular as concerns the man-agement of large projects.

In the case that the reach of the problem, or its specialistic char-acter, requires the recourse to experts of various disciplines, and/or to international companies specialized in claim manage-ment, we are in a position to build-up at short notice a team, apt to cope with the specific requirements of each case.

Due diligence

Page 15

Similar skills may be deployed at the occasion of large due dili-gence exercises, especially in areas like energy or aerospace. We can export for such exercises a broad amount of expertise and outsourcing capabilities, in the area of digital documentation. DATABASE ON BUSINESS OPPORTUNITIES

Taking into account the huge amount of transactions in which Alpina is involved especially in the areas of India and the Balkans, Alpina has decided to create in its own website a database about business opportunities, connected with outsourcing.

LEGAL DOCUMENTATION

One of the most crucial elements for the strategic development of business on international markets consists of the possibility to acquire, even before entering into a specific market, basic infor-mation about the overall legal and tax framework, as well as about contract practices, the local professional market, legal costs, etc.

Our company is in a position to take care of the bulk of these activities in an effective, quick and inexpensive way; all this, thanks to the availability of its own basic international documentation, and of a unique experience in the re-cruitment and in the management of professionals; moreover, thanks to its worldwide network of relation-ships, as well as of legal intelligence for enterprises, and thanks to the intensive utilization of its own legal skills.

small extent, and not always to internal departments. In fact, the latter are usually staffed on the basis of the routine forecast of staffing requirements connected with the average level of their institutional roles. Therefore, they are by definition, not equipped to cope with neither with foreseeable peaks of additional activi-ties, connected with the management of litigation and pre-litigation, which are often highly specialistic too, nor with the spe-cialies of far away countries

We are referring to the tasks of the historical reconstruction of the disputed facts, to the appropriate classification and interpretation of documents (often in unknown lan-guages), to the supply to outside counsels of the docu-mentation they require, in a form which is adequately system-atic and self explanatory in order to be utilized within the frame-work of the procedure.

All the above is even more evident in the pre-trial phase, when large law firms hesitate to intervene. In fact, during such phase, legal counseling implies a weighty activity, whose prevailing character is not legal, but factual: so that it is difficult to in-voice such activities according to the customary tariffs provided for legal professions. We have a unique experience in this area, deriving from our previous engagements in the most different countries and business areas, in particular as concerns the man-agement of large projects.

In the case that the reach of the problem, or its specialistic char-acter, requires the recourse to experts of various disciplines, and/or to international companies specialized in claim manage-ment, we are in a position to build-up at short notice a team, apt to cope with the specific requirements of each case.

Due diligence

Similar skills may be deployed at the occasion of large due dili-gence exercises, especially in areas like energy or aerospace. We can export for such exercises a broad amount of expertise and outsourcing capabilities, in the area of digital documentation. DATABASE ON BUSINESS OPPORTUNITIES

Taking into account the huge amount of transactions in which Alpina is involved especially in the areas of India and the Balkans, Alpina has decided to create in its own website a database about business opportunities, connected with outsourcing.

LEGAL DOCUMENTATION

One of the most crucial elements for the strategic development of business on international markets consists of the possibility to acquire, even before entering into a specific market, basic infor-mation about the overall legal and tax framework, as well as about contract practices, the local professional market, legal costs, etc.

Our company is in a position to take care of the bulk of these activities in an effective, quick and inexpensive way; all this, thanks to the availability of its own basic international documentation, and of a unique experience in the re-cruitment and in the management of professionals; moreover, thanks to its worldwide network of relation-ships, as well as of legal intelligence for enterprises, and thanks to the intensive utilization of its own legal skills.

LINGUISTIC SUPPORT TO BUSINESS

In an increasingly globalized world, the language problem is ac-quiring a role which cannot be narrowly construed as concerning merely translation.

What is required is not to translate texts mechanically, just with the aim to allow third parties to merely understand the meaning, but, on the contrary, to “position” the relevant texts within their appropriate context (e.g., within websites), in such a way that they may result perspicuous, within the most different languages and/or cultural contexts, with their specific lan-guage dignity and their appropriate meaning, persuasive-ness and/or promotional strength, as the case may be.

Here, we are obviously dealing with specialized translations (such as, e.g., legal, literary, philosophical, historical, economic, promotional); with the revision of translations carried out by not specialized translators; with the provision to translation of-fices of supporting materials (such as specialized dictionaries, software, etc.), which cannot be usually found on the market.

Our strong points of such activities are English, French and Ger-man; however, we are in a position to cope with requirements referring to all European and Indian languages. As an ex-ample, we are promoting Tamil literature in Europe.

Page 13

Most of our correspondents have been involved, in some way or other, in the area of international business during their business experience.

In particular, some of them were responsible with marketing (of industrial and/or of consumer goods), either worldwide or within specific geographic-economic areas (as, for example, Eastern Europe or the United States), or carrying out tasks within the framework of strategic marketing, others were responsible of the representative offices of by industrial groups in extra-european countries.

All of them, each one within the area of their specific compe-tences, are used to work within multitask, multicultural and mul-tilingual teams. CLAIM MANAGEMENT AND DUE DILIGENCE

Claim management In the contractual relationships between enterprises, pathology is not rare. Here, we are dealing with facts which go from the rou-tine submission of claims, up to true litigation. Without any doubt, litigation contributes to the malfunctioning of an orderly corporate life, the latter obviously aiming to a peaceful and fruit-ful relationships with customers and suppliers.

Moreover, the carrying out of the activities necessary for litiga-tion constitutes a burdensome and hard task for corporate officials, as well as a weighty element of the overall cor-porate risk, especially when such activities have to be carried out in far-away and unknown countries.

Such risk may be delegated to outside consultants only to a very

projects, irrespective whether it is a question of external rela-tions, of legal decision making, of management, sales, organiza-tion, technologies, and/or project management. LOGISTICS

Within the area of Project Management, Alpina has developed a collaboration with a correspondent which has been operating for thirty years in the area of Logistics in the most different industrial sectors, from petrochemical to pharmaceuticals, from the food industry to great distribution chains, from trucks to special vehi-cles.

STRATEGIC DEVELOPMENT

One of the major tasks of the above described teams is the fol-low-up activities connected with strategic development of large and/or small enterprises, and/or of NGO’s.

Within the above framework, Alpina may prevail itself of the unique experience achieved, specifically, by the industry of Pied-mont during a century, as concerns the relationships with Cen-tral and Eastern Europe and Asia (especially, Romania and India). Alpina is able to support business in the above men-tioned regions as concerns their requirements for strategic, commercial, and/or industrial development, sub-contracting, start-ups, training focused on new markets.

This is possible also thanks to the existing connections with living presences of the Italian economy in different areas of the world and to specific connection in counties like Serbia and India. INTERNATIONAL MARKETING

STRATEGIC FINANCE

Our specific correspondents in this area may show a record of practice at top level positions within multinational groups, oper-ating in all areas of production of instrumental goods and of high technologies. They have been responsible for large Finance and Administration Departments within multinational contexts, where they have faced the most different themes of business management, reporting directly to top management.

As a consequence, they are in a position to coordinate com-plex teams, together with other professionals, for all kinds of financial negotiations, and, first of all, in the area of mergers and acquisitions.

They are fluent in Italian, English and French. PROJECT MANAGEMENT

Boùlesis’s skills have been specifically developed in the areas of high technologies and of the transportation industry (e.g., aero-space and energy).

Each one of our correspondents has developed one or more top level experiences in areas requiring an extreme level of speciali-zation, such as commercial activities within the framework of large international aerospace and/or energy consortia; “commissioning”, maintenance and the management of power plants; trials on new materials in automotive, aerospace, railway transportation, as well as defence.

Thanks to their experience, which is confirmed by the award of very specialistic contracts with large groups and specialized or-ganizations, they are in a position to take in charge of complex

INTERNATIONAL CONTRACTS

International contracts constitute the main object of our past professional experience, and, as a consequence, they are the spe-cialty where we may offer our most competitive services.

We can show a record which is unique in this field. It goes from the negotiation of mergers and acquisitions in Western and Eastern Europe, in America and in the Developing Coun-tries, to the ones of international tenders for large pro-jects, up to the one of complex financial and commercial agreements.

We have worked, i.a., in Poland, Russia, Serbia, Romania, Syria, Pakistan, India.

We are used to draft agreements in Italian, English, French and Spanish, and to negotiate contracts also in German, in Russian, in Serbo-Croatian and in Polish, as well as in Portuguese.

We have a rich specialistic library on the business law of all countries of the world.

We are in a position to assemble at short notice teams including experts operating in administration, legal, finance and different technical fields.

We may prevail ourselves of a widespread network of corre-spondents, all over the world, and, in particular, in Serbia, Czech Republic, Romania and India, specialized in each of the above mentioned areas.

EVRAZIJA AVRASYA DELOCALISATION OF PRODUCTION PROCESSES DELOCALISATION OF IMMATERIAL ACTIVITIES IN PAR-TICULAR OUTSOURCING OF LEGAL ACTIVITIES DELOCALISATION OF ACCOUNTING ACTIVITIES OUTSOURCHING OF MARKETING ACTIVITIES


INDEX

20 22 23 23 25 26 27

EVRAZIJA

At the end of 2008, whilst the economic crisis in the Western Countries risks to reach a peak which has been compared to the one of 1929, Eastern Europe is experiencing a phase of ex-traordinary growth, which, in the case of Russia, amounts the highest of the whole world (the best placed among the best performing countries - the “BRICs”). This situation is causing, especially within certain very sensitive industrial sectors (such as automotive), a dramatic shift of spending, turnovers, profits and investments between Western and Eastern Europe, with the creation of huge new production capacities in the East.

This situation is leading to an increasing interest, from subjects involved at all levels of the industrial system, to shift eastwards their own activities, in order to secure, from the one part, a large local market, and, from the other part, a more favourable manufacturing environment.

From the point of view of market, we can mention the fact that, in 2008, Russia has proven to be the fastest growing car market of Europe, Russia has become probably the first car market in Europe, with 3.800.000 sales, against 3.200.000 in Germany.

From the second point of view, it is true that manufacturing costs are growing and growing both in the Eastern part of Europe and in Russia, but, in any case, it will take still several years be-fore they will reach he level of Western Europe or of the United States.

Last, but not least, Eastern European authorities are granting to new investors in their country extraordinary good conditions, such as free trade zones, tax exemptions, free land and infra-

Page 9

MATCHMAKING

The “thick” network of relationships which we have established along the years throughout Western & Eastern Europe allows us to find , in whichever part of Central-Eastern Europe, partners both for sales and for joint ventures.

We can act as matchmaker, as agent, as providers of further an-cillary services, as better outlined here below.

We are negotiating cooperation agreements with different commercial entities in the area, which will allow us to find part-ners in whichever part of Central-Estern Europe.

Automotive is, in this moment, one of the industrial sectors where there are the most interesting opportunities for invest-ments, for partnerships and for sales.

In fact, after the first wave of privatisation and modernisation of large state owned car manufacturers, such as FSM, FSO, Škoda and Dacia, a new wave of investments has reached in the last years the Czech and Slovak Republic, Hungary, Bulgaria, Serbia, and, especially, Russia.

Large opportunities are offered not just to car manufacturers, but also, and even more, to car component manufacturers and engineering companies.

Whilst China is so large a market, and has already very strong players, Eastern Europe is a market that, not being too different from Western Europe, is more easily accessible for companies of all sizes.

The Piedmont area, characterized by the widespread presence of car components industry, could be one of the first beneficiaries of these market opportunities.

RELATIONSHIPS WITH INTERNATIONAL ORGANIZATIONS

These activities have an impact also on business relationships with Central and Eastern Europe and with Asia, to which the dif-ferent European rules and funding apply. Financing

For following up these matters. Alpina has established its own representatation in Brussels, for carrying out activities in the ar-eas of European projects, Relationships with European Institu-tions, business development and European law. Our correspon-dent in Brussels was active within the European Commission in the area of External Relations and Communication as well as in the Directorate General for Economic and Financial Affairs. He is thereby in a position to take charge of the most different issues related with centrally managed financing, and to offer sup-port activities in the monitoring of any other kind of EU financing. Antitrust

As concerns European and Italian Antitrust, we have col-laborations with different entities and persons active in the area of Italian and European antitrust, coordinated by a specialist with outstanding academic and professional records achieved within the framework of big multinational corporations. Based on the above experiences, Alpina is working to the creation, within the framework of the Tamieìa and Kyot Book Series, of comprehen-sive information and updating tool, based upon a Blog on Euro-pean Antitrust, a basic granular e-book, an updating of the same and a working community, utilizing the Web 2.0 and Mobile-Book technology.

structures (such as an example the Serbian Kragujevac free zone).

For taking advantage of this lucky growth period of East Euro-pean economy, Alpina, within the framework of the Evrazija-Avrazya Project, is launching partnerships with businessmen of Central and Eastern Europe, for jointly fostering the match-making of industrial partners of Eastern and Western Europe, as well for providing them with all services necessary for the launch and the development of their ventures.

Thus, Alpina offers, to its clients, the opportunity to find the right customer or partner in whichever country of Central and/or Eastern Europe, and in whichever branch of business.

AVRASYA

The Eastwards trend does not stop at the Eastern borders of Europe.

At the same time, Turkey, the Middle East, India, China and South-Eastern Asia are among the favourite targets of investors.

The scope of this market is so huge, that we can be helpful espe-cially in certain defined areas, such in India and in Turkey, and with special reference to certain industrial sectors, such as car manufacturing, ITL, TLC and publishing.

Our stronghold is our agreement in Chennai for the export, into Europe, of ITL technologies for publishing and for the services industry, as well as for the outsourcing, towards India, of publish-ing, ITC and film activities.

However, we have links also with other industrial and business world, such as, e.g., with Turkey and with China.

In so doing, we can take profit of the tight connection between, from one part, the publishing activities of Alpina, and, from the other, the business development efforts within the framework of the Evrazija-Avrasya Project.

We foster, at the same time, the exchange of cultural experi-ences, e.g., sponsoring Euro-Asiatic cultural forums, and the matchmaking of entrepreneurial initiatives.

Page 7

Development Consulting

INDEX

8 8 8 9 10 11 11 12 12 13 13 13 15 15 15 16

RELATIONSHIPS WITH INTERNATIONAL ORGANIZA-TIONS Financing Antitrust MATCHMAKING INTERNATIONAL CONTRACTS STRATEGIC FINANCE PROJECT MANAGEMENT LOGISTICS STRATEGIC DEVELOPMENT INTERNATIONAL MARKETING CLAIM MANAGEMENT AND DUE DILIGENCE Claim management Due diligence DATABASE ON BUSINESS OPPORTUNITIES LEGAL DOCUMENTATION LINGUISTIC SUPPORT TO BUSINESS

DELOCALIZATION OF PRODUCTION PROCESSES

SERVICES PROVIDED:

• global evaluation of potential outsourcing projects; • carrying out of outsourcing projects, including mar-

keting, research, search of partners, business plans, contract negotiation support, start-up;

• finding local partners; • relationship with local Authorities; • printing services; • interpretation of local legislations; • accounting; • translation; • logistics.

DELOCALIZATION OF IMMATERIAL ACTIVITIES IN PARTICULAR

Whilst the framework of delocalisation of “classical” production processes has been self-evident since a long time, delocalisation of immaterial activities has gained momentum just since the last 20 years.

Before that time, it was common ground that immaterial pro-duction was too strictly connected with the specialties of any relevant country for being easily outsourced.

The utilisation of a certain language, of certain technical or ac-counting standards, or, still more, of a certain legal system,

seemed, at that time, to be a non by-passable obstacle.

The most recent experiences have shown that, at least in the case of ICT, the amount of production processes which may successfully be outsourced is really impressive.

In the following period, other processes have been successfully outsourced, in first instance the services provided by interna-tional telecommunications, and the ones connected to computer graphic and printing. Everything which can be out-sourced in the area of publishing (e.g. printing, editing, graphic design, a.s.o) has started to be successfully outsourced.

India is a focal point of these activities.

We are available for all European companies willing to outsource these activities to India, for guiding them, via our Indian partners, towards the most fruitful utilisation of these business tools.

The activities which may be effectively outsourced include, i.a.: • conversion of physical books into e-books and m-

books; • creation of web and mobile based systems; • legal services; • accounting services; • editing; • translation; • e-systems; • business intelligence.

Summary

Developement Consulting page 7

Projects for Delocalisation page 19

Page 5

OUTSOURCING OF LEGAL ACTIVITIES

One of the types of outsourcing which has become very impor-tant in the last years is the outsourcing of legal activities from the USA and from the UK towards India.

The reasons why such type of outsourcing is encountering so large a market in the US-India relationships is that, whilst the common law type of legal practice requires labour intensive document work, legal fees in the USA and in the UK are the highest in the world.

This situation is clearly evident in the areas of contract review and standardization, and is still more critical in the areas of due diligence and of claims and litigation support.

The market which we intend to cover is such kind of de-localisation, but addressed towards Europe.

DELOCALIZATION OF ACCOUNTING ACTIVITIES

Purely accounting activities have been delocalized to a large ex-tent by big Western corporations, towards India, and, in the lat-est years, towards Eastern Europe.

However, there is still large space for further delocalization in this field, especially from the side of medium and small enter-prises.

Our network may be helpful, for this purpose, under two differ-ent points of view:

- to advise enterprises about their outsourcing transac-tions, for what concerns, i.a., their outsourcing needs, the possi-ble outsourcing target countries, the legal conditions for out-sourcing;

- the outsourcing itself, which may be undertaken by our net-work itself, which will be able to handle directly the bulk of the activities under a service contract, or to act as an interface in Western Europe for activities to be carried out elsewhere.

The areas where we show specific competence are the ones of outsourcing of general accounting, and of the organisation of digital activities and of the safekeeping of documents.

T he territory of Piedmont, thanks to its traditions in in-ternationality, as well as to its network of enterprises, has a unique background in “non traditional” fields of international business (such as the strategic business and international con-tracts in specific geographic areas – e.g., Eastern Europe and Middle East –, as well as large scale projects, energy, aerospace, projects financed by international organiza-tions).

For the development of the above activities, Alpina is building up a network of professionals, each of them provided with his own professional skills and profile, but anyway used to work as a team and willing to offer their own services, in a coordinated manner, to national and international customers.

In particular, for following the trends of delocalisation, Alpina is developing its own Evrazija project (for Central and Eastern Europe and Russia), and Avrasya, for Asia.

For what Evrazija is concerned, it is almost useless to empha-size the challenges, but also the opportunities, opened up by the enlargement of the European Union, as well as the complex relationships between Europe and the Post-Sovietic Space.

As Avrasya is concerned, it goes without saying that, without a corresponding cultural, legal, but also linguistic, local back-ground, it is difficult to enter into the huge, but also risky, mar-kets of India, China and the Middle East.

In both cases, specialised supports and an adequate contacts network is required.

Foreword

Page 3

OUTSOURCHING OF MARKETING ACTIVITIES

Another aspect which is gaining ever increasing momentum in the globalized business world is the larger and larger share of mar-keting activities which are shifted from physical marketing to or-ganizations onto the Web.

Web marketing, coupled with e-commerce, may consti-tute a new marketing channel, alternative to the existing ones, which could allow producers and consumers to bypass the hurdles of distribution, reaching very quickly the worldwide mar-ket.

Alpina Srl, Via P.Giuria, 6 10125 Torino - Italy Tel.: +39 011 6688758 Fax: +39 011 7940132 Mail: [email protected] Web: www.alpinasrl.com

Alpina Srl, Via P.Giuria, 6 - 10125 Torino - Italy Tel.: +39 011 6688758 Fax: +39 011 7940132 Mail: [email protected] Web: www.alpinasrl.com

Consulting


Proposals for Business with Central & Eastern Europe and Asia

proposals for business with central & eastern europe and asia · sourcing; - the outsourcing...

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