Services

During 2001, WBA signed an agreement for Italian market development, with a worldwide leading company in the market of accessories for motorcycle drivers. The development was related to the distribution channel of independent shops (multi brand shops).
At that time, the brand already had a leadership position on the USA market and in some European countries (it has already the leading in produced quantity worldwide), while it was totally unknown on the Italian market (number of dealers dealing with the brand : zero).
WBA started its job by selecting a sales reps network which cover the total Italian territory, with a "sales reps profile" which should include credibility and skills for the sales management as well as credibility of their clients.
In the mean time, WBA creates an inside team of people which take cares of sales administration, back office for the market as well as for the Mother company. Profile of people is quite "high": Mother company has logistic in France, but origin in South Korea (is than mandatory to speak at least 2 languages: French and English), the dispatch of goods is direct to each dealer from France and each activity that the company is taking in charge in Italy is passing through WBA.
Starting of the task was very difficult, mainly in terms of operative relationship with France, even though the interest for the developing of Italian market has always being there.
WBA works really hardly in order to supply to Mother company all necessary information for improving the market conditions and the marketing "package", in order to aggressively compete with Italian brands which are the one with the most important awareness worldwide.
In order to accomplish to the above statement, here is a brief list of jobs that WBA supplied to the Mother company:
SALES AND MARKETING

• Sales reps recruiting for all country (at present, coverage of 13 areas with 18 sales reps);
• Management of sales force "on the field";
• Management of sales strategy, price positioning and general sales conditions (dispatching of goods, payment conditions, quantities etc);
• Marketing management for Italy (including management of marketing budget);
• 3 and 5 years marketing plan with forecast on "life duration" of each model;
• "2 months" promotional plan for segmentation of models sales;
• Reporting on competition, market analysis, promotional activities of competitors;
• Organization and management of international shows

NEW MODELS DEVELOPMENT

• Support to the activity of R & D for the development of new models which starts by using Italian suppliers (for design and tooling of new models)

CONTROLLING

• Year forecast of quantities for Italian market;
• Credit management and credit collection activity;
• Bank management for payment documents;

Partnership with this company is still on the way.
The company is today #1 of non Italian brand on the market and the market share ranks it as #4 of total market.
WBA remuneration is mainly based on commissions on turnover (with the addition of a small fixed fee related to the relational job with banks and to back office activity).
Sales reps have a contract with WBA which provides to the calculation and commissions payment as well.