APCO - Associazione Professionale Italiana Consulenti di Management

Dott. Graziano Caimmi
• Consulente di Direzione e Organizzazione Aziendale
• Socio certificazione internazionale CMC n. 20140159 A.P.C.O.
• Specializzato in attività di Organizzazione, Marketing e Vendite per PMI
• Attività ed esperienze aziendali maturate in ambiti commerciali e direttivi per l’internazionalizzazione e per l’export delle aziende.

Recapito professionale :
Via Nazario Sauro 11/A
60035 Jesi (AN) - Italy
Tel. +39 0731-203153
info@gsaconsulting.it
www.gsa-consulting.com

CURRICULUM VITAE ( sintesi):

Laurea nel 1989: Dottore in Economia e Commercio - Università Politecnica delle Marche;
Specializzazione di Laurea : organizzazione aziendale; con tesi e check-up in organizzazione, marketing e sistemi di qualità (105/110) presso Cooperlat Gruppo Fattorie Italia.
Dal 1990 ad oggi ho costantemente effettuato vari corsi di formazione specialistica post-laurea e professionale in area vendite, marketing, organizzazione e check-up per il controllo e la gestione d’impresa.
Ho effettuato ricerche operative e analisi di mercato per conto di aziende/clienti.

Ho operato per 5 anni nell’area “sviluppo nuovi progetti” marketing (in sedi locali e in sede Italia) per una importante brand internazionale tedesco (Robert Bosch GmbH & Co.);
successivamente ho lavorato ancora per 7 anni per lo “sviluppo di nuovi progetti d’impresa e dei mercati esteri” come Responsabile Commerciale e Direttore per PMI.

Le esperienze commerciali sono state maturate nell’attivazione, gestione e sviluppo di mercati esteri EU ed EXTRA EU.

Dal 2001 svolgo lavori di consulenza per aziende in vari settori :
- alimentare e Beverage;
- after market di accessori auto;
- accessori del mobile;
- metalmeccanica;
- trattamento e verniciatura dei metalli;
- sub-fornitura componenti per abbigliamento;
- abbigliamento e moda;
- produzioni bici;
- altri settori.

Sono Socio “certificato CMC” presso A.P.C.O. – n. 20140159 ;
è l’Associazione Professionale dei Consulenti di Direzione e Organizzazione, presente in Italia.

Scrivo e collaboro da vari anni, come corrispondente esterno, per la rivista mensile “L’Industria del Mobile” curando aspetti di settore legati alla componentistica per mobili e aspetti di marketing.

Dal 2011 partecipo a progetti di internazionalizzazione delle PMI e collaboro con altre società di consulenza Italiane, anche con proprie sedi all'estero.

Lavoro anche come TEM (Temporary Export Manager) su progetti del Ministero dello Sviluppo Economico Italiano (MISE), sviluppando e gestendo progetti per conto di aziende PMI finanziate.

Ho partecipato e organizzato Missioni all’estero per lo sviluppo dei mercati, la ricerca di clienti, fornitori e altre necessità richieste dalle aziende (es. missione svolta in Cina per settore vino, in Serbia per settore metalmeccanica, in Romania per settore Metalmeccanica, paesi ASEAN settori vari, in Giappone a supporto dell’imprenditore per presentazione azienda a clienti potenziali, anche attraverso corrispondenti di fiducia, presenti in alcuni paesi richiesti.

LINGUE
Padronanza diretta delle lingue Inglese e Spagnolo
Altre lingue possono essere utilizzate da ns referenti su progetto.

Ho viaggiato per lavoro, più volte e costantemente ogni anno, verso fiere, clienti e fornitori, in vari paesi: Thailandia, Singapore, Cina, Hong Kong, Giappone, Germania, Austria, Svizzera, Spagna, Francia, Canada, Turchia, Israele, Libano, Romania, Serbia, Russia, Inghilterra, New York e Stati Uniti e paesi del Centro America. Alcuni paesi con frequenza, altri in specifiche occasioni.

Ne tempo libero, dal 1976, pratico e insegno Judo come Istruttore Tecnico per Ragazzi e Adulti; ricopro attualmente cariche direttive (Presidente e insegnante tecnico) della società sportiva in cui milito (www.budocenterjesi.com).

Ogni ulteriore dettaglio e/o altre informazioni potranno essere fornite ai diretti interessati.
Dati aggiornati al 09-06-2020

Mr. Graziano Caimmi
I enclose some information that might be useful services for foreign companies interested in:
Analyze the Italian market or other European markets on their products;
Find customers, distributors and / or agents in Italy and / or Europe for their products.
Check interesting Italian companies to buy from foreign companies or with whom foreign companies want to get into now.
I therefore propose my office and my person as possible partners operating outside of analysis and research.

ABOUT US
GSA Consulting was born in 2001 and identifies our business Consulting in Management and Organization: in fact, we are committed to propose Business Solutions, after an appropriate analysis, internal and external check-ups, compared with objective to share.

Our approach has a tailored fit, both on the company and on the entrepreneur who is extremely linked to the market.

We assure our customers excellent quality of service, performance and reliability.

Our ethics responds to clarity, transparency and dialogue.

We finalize our work to solve problems and reach your goals.
We guarantee maximum confidentiality.

Graziano Caimmi runs the business after twenty years of experience in commercial and marketing roles for international and Italian companies.

Mission
Our mission is to support Small and Medium Enterprises (SMEs) to improve their organization,
to implement an appropriate marketing and sales in a proper method.

Working Areas :

SALES
MARKETING
COMMUNICATION
ORGANIZATION FOR SMEs.
EVALUATION OF HUMAN RESOURCES
INTEGRATED SERVICES FOR INTERNATIONALISATION BUSINESS.

Our method
We are always on the side of the entrepreneur and his collaborators involved in the programs of development or change. Let us use the method of "doing" and the method of "making do" so that gradually the internal resources are involved and participate in projects of the company.

"Any" other specialists or partners can be integrated into the project.
Our partners cover many activities, such as finance and controlling, human resources, quality, information systems, security, enterprise creation, trademarks and patents, legal issues and any other areas of interest.

Stages of the relationship with the new client can be:
First phase: description and proposed operating procedures of the project.
Second step: starting the work according to established guidelines.
Third phase: sharing, implementation and development executive for each phase of the project.
Fourth phase: Periodic review of the project as a whole.
Fifth stage: assistance and supervision of the project implemented.


OUR SERVICES
Companies generally go through a life cycle consisting of four phases * :

- Launch in new areas
- Growth
- Core-business
- Balance and alliances
* (AT Kearney Graeme K. Deans - Fritz Kroeger and Stefan Zeisel: Winning Merger Endgame - Mc Graw-Hill - 2002 The consolidation Curve - Harvard Business Review - December 2002)

Even small companies have started and are trying today to create networks, partnerships, and synergies between their satellites activities.
Italian companies are forced to focus more and more on creativity and flexibility. Companies that survive are the most suitable to the market and not the biggest.

Every company, in relation to its size, must clearly identify its points of differentiation through a policy of production and marketing.

Marketing:
- Planning and implementation of marketing strategies.
- Creation of a marketing plan.
- Market research.
- Analysis of purchasing behavior of customers (CRM - Customer Relationship Management )
- Evaluation and analysis of management and procurement process in BtoB and BtoC.
- Analysis of lines, mix of products, branding, packaging, labeling.
- Analysis of segmentation and product differentiation through quality, design, support services and innovation.
- Establishing policies and objectives of pricing: setting prices for products and market assessments of competitive prices.
- SCM (Supply Chain Management) sistem to improve efficiency.
- Evaluation and adjustment of sales channels for products and companies.
- Analysis and evaluation of sales promotion.
- Study and feasibility studies for new products and / or new projects.
- Study and realization of marketing tools (logos, brand, business presentations, product catalogues, web communication).

Sales
- Methods of planning and control of sales.
- Sales budget (implementation, analysis and control).
- Programming of sales.
- Check-ups, controls and organization of sales network
- Research, selection, motivation, mentoring, training of sales force.
- Analysis, evaluation and redefinition of sales tools.

Management control
- Analysis of process to control the company.
- Periodic monitoring of company results.
- Budget implementation, reporting, and corrective actions.
- Analysis and evaluation of costs of products.
- Methods of accounting, budgeting models, DC (Direct Costing), FC (Full Costing) ABC (Activity Based Costing) for sales policy.


Human resources
- Search and selection (commercial area, marketing and sales human resources).
- Evaluation of internal resources.
- Motivation and training.
- Analysis for organization change processes.

Strategy
- Evaluation of company mission and long-term goals.
- Analysis of threats and opportunities.
- Analysis of the competitive environment and competitors.
- Analysis of benefits, resources, swot analisys and benchmarking.
- Evaluation of capabilities and diversification possibilities.
- Evaluation and revision of contractual documents of customers, suppliers, distributors, agents.
- Dynamic Business Plan - multi-year strategic business plans, as a tool to development and / or enterprise reorganization.

Integrated services to export and to open an Internazionalization process
Foreign markets now become a compulsory route for each type and size of firm. Determination is strongly required and the entrepreneur is forced to plan the necessary investment for the medium to long term and to put in place resources, tools and right skills.

Our office has for many years already installed and operates in this direction, we offer services, export and internationalization support activities:

- We offer our role as sales manager, or other management activities that we can do part-time in the company and roofing temporary role.

- Check-up assessment to evaluate capacity and potentialily for internationalization of company.
- Operation services and customer care for foreign customers (in several languages).
- We can travel and we can do coaching at fairs for customer.
- We can travel and / or on behalf of the entrepreneur clients in foreign countries (Europe, Russia, Asia, etc..).
- We can do evaluation of foreign suppliers.
- We can do market research for customer here in Italy.

- Market analysis in foreign countries.
-We analyse the way to find joint-venture or partnership agreements with distributors and agents abroad.