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In this study we will highlight the numbers of the main sectors of the Italian market, we will also reveal how the Inveco Group has faced this period from a commercial point of view.

PMI: the state of the art in Italy

Before dealing with purely strategic and commercial topics, it is necessary to make product, sector and supply chain classifications.

According to a recent census, in Italy there are 996,000 companies registered with the national Chambers of Commerce. Of these, 760,000 are SMEs, which grow by +5.6% on average per year.

86% of SMEs are «micro» (turnover less than 2 million euros).

Only 0.17% of SME turnover is reinvested in Research & Development.

In the Logistics and Transport chain there are more than 34 thousand companies that generate around €120 billion in average annual turnover and which represents 5% of the total of the other productive sectors.

The figure below highlights the different dynamics of SMEs in the various sectors based on their positioning:

• The sectors of, Machine Tools, Logistics and Transport, Technology sector, represent the sector with the best growth/risk mix.
• The single sector, Sistema Casa, represents the most dynamic sector in terms of growth.
• The Construction sector represents the sector with the highest risk compared to the average.
• The Fashion sector represents the sector with the least growth.

The manufacturing sector of machine tools and components is still today very rooted in consolidated commercial strategies, the specialized trade fairs of the sector represent the most effective commercial tool that allows companies to promote the product on the one hand and at the same time to test and market it B2B.

Logistics and transport and the technology sector are the sectors that have grown the most in recent years, e-commerce and the various digital platforms are the main architects of the important growth spurt. The question has changed, that is, the consumer culture has changed compared to 5/6 years ago. Online purchases are increasingly frequent and can be done easily behind any smartphone, tablet or PC. (estimated growth of 20% from 2021 to 2022, with a turnover exceeding 48.1 billion. Source: "B2c eCommerce Observatory, now in its twenty-second edition, during the conference promoted by the School of Management of the Milan Polytechnic and by Netcomm entitled "eCommerce B2c: towards sustainable growth". In 2023 the trend will certainly be different, thanks to the increase in energy and transport costs, the increase in raw material costs (estimated at around 65%) and the decrease in exports (estimated at around 11%, to the countries most involved in socio-political tensions). Geopolitical instability, the supply chain crisis, as well as the return to full activity of physical stores, are influencing the dynamics of consumption in Italy, which in any case is estimated to have an increase of about 8%.

Source Banca Ifis Impresa MARKET WATCH ANALYSIS 2021

The home system, understood as the sector of household appliances, cookers and furnishings, has benefited from important incentives especially during the two-year period of the pandemic. The communication and commercial strategies adopted have relied on making the consumer aware of these market opportunities. Furthermore, Italian brands are known as true manufacturing excellence capable of generating strong export attractions.

Based on the forecasts formulated by StudiaBo, on the basis of the new macroeconomic scenario of the International Monetary Fund (and available in the Datamart Forecasts of ExportPlanning), the world trade of the Home System may show an increase in euro values of +9.4% this year ( also due to the expected depreciation of the euro during the year equal to almost 5 percentage points against the dollar), corresponding to an increase of over 67 billion euros, which will make it possible to achieve a new record in turnover (equal to over 782 billion euros).

The figure below shows the continued growth of the sector also in 2023-2025. Slightly less dynamic rhythms are expected, but still largely positive (+7.1% m. per annum).

The construction sector, but also the instrumental plant engineering of buildings, is experiencing a market bubble given by the various incentives linked to tax bonuses. Between 2021 and 2022 there was strong demand with an average annual growth of over 24% and with business volumes exceeding 100 billion euros. It remains difficult to establish its real volume exactly. Construction, according to Federcostruzioni, is connected to almost 90% of the economic sectors, which makes it a central sector for our country. Companies linked to this sector have in fact developed their commercial strategies vertically using all possible tools for mass communication and promotion.

The Fashion sector in 2021 had a growth of 22.2% compared to 2020 which brings the turnover of Textiles, Fashion and Accessories back to 91.7 billion euros. There is therefore still a gap of -6.4% compared to 2019, when sales exceeded 98 billion.

Below are the main data from Confindustria Moda, the Italian Federation that brings together the associations of the Textile, Fashion and Accessory sectors. The first quarter of 2022 was positive, recording a growth trend of +14% compared to the same period of 2021. However, there is still a share of companies experiencing severe difficulties, with 18% assuming staff reductions. In fact, for 8 out of 10 companies, the increase in the cost of raw materials and the leap in the price of energy will have very heavy repercussions on the restart. (Source: Milano Finanza)

In this sector, the most frequent commercial strategies are represented by product visibility on social media with specific sponsored commercial campaigns which, on the one hand, tend to grow the brand and on the other, increase its commercial volumes and company profits. The positioning of the product on the various e-commerce platforms is finally the completion of a drastic commercial change which saw the definition of sales on the various boutiques first, then in large shopping centers, through the internet today.

Luxury brands today represent the locomotive that still drives the entire sector.

Behind these numbers there are many strategic aspects that are difficult to represent in academic form.

The common denominator on which it is worth dwelling, regardless of the product sector and the supply chain, is represented by digital communication, which has become increasingly recurring today for every company. The most common forms of communication today are represented through social media, which in the last 10 years have climbed the ranking from last to first place, overtaking in sequence: a) billboards, b) telephone, c) radio, d) cinema and television .

The secret of the affirmation of the primary social media, as opposed to traditional tools, is given by the direct relationship between people and consequently between supply and demand, a global, fast, intuitive and therefore communicative involvement, but with savings considerable and significant on the marketing campaigns of each company.

The importance of defining a commercial strategy for an SME is a fundamental prerequisite for business continuity. In this historical phase of the market, where the frenzy to change shape is the master, the important thing is to have proactive ideas to be updated constantly and in a programmed way, whatever commercial strategy is behind it is fine, as long as it reflects the company values and the size of the organization of the enterprise.

If an SME wants to keep up with the markets and with the competition, it must necessarily define its commercial strategy upstream, the consumer today is much more informed and attentive to the continuous commercial stimuli that he receives every day at any time from day to night, the barriers are now demolished and the proposition is vertical and above all global. Given this scenario you are either IN or OUT, there is no in-between.

The strategies of the Inveco Group

The post-Covid period for the Inveco Group was a very intense and above all reflective period, seen by all resources as the beginning of new opportunities.

The digital acceleration of relationships has simply accelerated the transformation in the way we think, present ourselves and offer our services to potential clients.

Engineering services, like any other service to be provided, are successful only through notoriety and referencing. In mid-2021 we imagined making the first aspect, notoriety, grow by focusing on the development and power of social media, but in parallel, we continued to operate through our network of top-level professional acquaintances, precisely creating references for future opportunity.

We have also mapped all the commercial processes, because we are aware that in our sector having new commercial contacts means sowing slowly to reap in the long term.

The results obtained are tangible and stimulating for the future, we have implemented new projects with established customers and above all acquired new customers. Our brand reputation has grown exponentially, achieving +800% in visits to our social channels, LinkedIn above all. Thanks to the lead generation actions on the platform, we have managed to acquire new and real customers from all over the country. Finally, we have modified our commercial propositions by focusing heavily on the after-sales phases.

As we have already said in the previous paragraphs, "any commercial strategy an SME has is fine, as long as it reflects the corporate values and the size of the company's organization". We have undertaken our path by understanding first of all what our past represented, "who we were" as opposed to "who we are". We then defined our new objectives believing in constant and continuous corporate communication and promotion, almost as if it were a Chinese drop, which can make us known and at the same time consolidate the professional relationships between us and our customers.

With pride and pride we are very satisfied with the path we are on, we are because we believe in it first of all.

ENERGY AND ART

The Expocomfort exhibition conference in Milan has just ended and, from 28 June to 1 July, it presented all the main innovations in the field of renewable energy and energy efficiency. The Inveco Group also participated in this year's edition, as sponsor of an artistic initiative that has seen the Perugian company engaged since 2018. Thanks to the commitment of the Inveco Group, in fact, the Jinko Solar stand hosted the last works of the Solar Panel pictorial cycle of the Roman artist Marco Angelini, who for years has been engaged in investigating the relationship between art, energy and sustainability.

THE ENERGY TRANSITION IS ABOVE ALL A CULTURAL TRANSITION

Installing a photovoltaic system is certainly a choice dictated by energy and economic needs, but it is above all a cultural choice. For 15 years now, Inveco has offered its industrial partners the prospect of self-producing electricity from renewable sources and in various situations it is precisely the lack of information and culture that slows the spread of new projects, representing in fact the main barrier to diffusion. It is for this reason that Inveco is very sensitive in supporting initiatives that strengthen trust and awareness in a sector, that of plants from renewable sources, which can finally shake off the prejudices of the past.

THE BIRTH OF THE PROJECT

The combination of art and energy, expressed in Angelini's works through the integration of old photovoltaic cells on painted canvas, is an invitation to reflect on the problem of sustainability and possible solutions.

“I think an artist works in the same direction as a scientific researcher: he investigates, explores, contaminates. The creative force of Man is, after all, the first energy available. The artist, like the scientist, becomes the one who is able to respond to the need for evolution and change "Marco Angelini

In particular, the idea of ​​this cycle of works on solar panels was born from long conversations between the Roman artist and Eng. Andrea Girelli, business development manager of the Inveco Group, who leads the design and construction of photovoltaic systems in the renewable energy business. It was he who donated the first disused photovoltaic panels with which the first canvases were made. It was the constant commitment of the Inveco Group, then, to encourage and continuously nurture Angelini's relationship with the Jinko Solar company, which immediately became interested in the project and decided to donate the new photovoltaic cells with which Angelini was able to create. further works.

CIRCULAR ECONOMY AND DISPOSAL OF PHOTOVOLTAIC MODULES

Another cornerstone of the pictorial cycle is the fact that even a waste can become a resource, limiting any prejudice on the future disposal of photovoltaic systems, a topic that is highly sought after by public opinion. Hence the idea of ​​taking this project to places not normally intended for artistic dialogue, as happened in the case of the 42nd edition of MCE. The goal is to encourage dialogue: to ensure, in other words, that even through art we talk about energy and environmental sustainability. The reuse of a waste material - and therefore without value - to create something that has a value should make us reflect on the potential of an economic system designed to be able to regenerate itself in a virtuous circle of environmental sustainability.

In this in-depth study, we will tell you about some of our achievements in the industrial field, focusing attention on the close link that exists between industrial buildings and photovoltaic systems built precisely on the roofs of production plants.

What the national regulatory framework provides

For new buildings: greenfield projects

The Legislative Decree 3 March 2011 n. 28 is the implementation of Directive 2009/28 / EC on the promotion of the use of energy from renewable sources, amending and subsequently repealing Directives 2001/77 / EC and 2003/30 / EC. It went into effect in March 2011, but became relevant for new industrial buildings as of January 1, 2017.

In the case of new buildings, the electrical power of the plants powered by renewable sources that must be installed on top of or inside the building or in the relative appurtenances, measured in kW, is calculated according to the formula P = S / K where S is the floor plan of the building measured in square meters, and K is a coefficient, which since 1 January 2017 is fixed and d = 50.

Taking a practical example, the amount of mandatory kWp to be installed on a new industrial building with a roof terrace of 2,000 square meters will therefore be determined by: P = 2,000 / 50. P = 40, i.e. 40 kWp

For old refurbished buildings: brownfield projects

The same Decree also governs major renovations, that is, those demolition and reconstruction interventions of the entire industrial building envelope, but also extraordinary maintenance, such as the specific case of the disposal of eternity on the roof.

Here, too, the same formula seen above P = S / K applies.

The advantage of entrusting the installation to professionals and industry experts

Given the regulatory context, it is clear that the installation of a new photovoltaic system on the industrial roof of a production plant must necessarily pass through structures and organizations that boast an integrated knowledge and experience at an industrial level.

Designing and building a photovoltaic system appears to be a simple profession, made up of a few operations, such as the installation of photovoltaic modules and electrical connections. The mistake that many make is to think that the plant is finished there; instead, the operations that determine a perfect installation are really different and much more complex.

First of all, the design must be one with a series of FACTORS, such as:

1. Assessing the static nature of the roof at a structural level, not all roofs are suitable for hosting a photovoltaic system, it essentially depends on the type of structure and in what years it was built. In addition, the regulations in force also vary from region to region based on the incidence of snow-related loads. In conclusion, before installing a photovoltaic system, a static structural feasibility check must always be made.
2. The regulations in force, safety and fire prevention for example.

Safety: the obligation to install certified lifeline systems on the roof, which are used by operators both during the installation phase of the system and for future maintenance.

Fire protection: respect the distances from the skylights, from the chimneys from the skylight / smooke out or from the REI compartments underlying the roof, these are all customs and technical obligations that must be taken into consideration;

1. Sometimes it is advisable to redo the industrial roof from scratch because it is too damaged, in these cases it becomes an obligation to install 8 tenths sheets to allow certifiable tightening of the structures on which the photovoltaic modules are mounted and in the case of polycarbonate skylights it will be necessary to ensure that the same plastics they are reinforced with certified anti-fall nets and that they are designed as an anti-condensation honeycomb.
2. At the plant level, it must always be considered that the existing electrical substations on which to place the new electrical panels and inverters have sufficient space to accommodate the new technological equipment;
3. The existing tunnels for the passage of medium voltage cables must be evaluated in a preliminary phase, otherwise new underground services suitable for the electrical connection of the system must be planned and prepared.
4. Also at the plant level, the new system must be connected to the customer's consumption meter, therefore, all the formal and operational steps that allow the connection itself and its entry into operation must be carefully analyzed.
5. In the event that the system is designed on new shelters for parking spaces, the structures and foundations must be sized ad hoc, the structural deposit must be made and a real building permit must be requested at the relevant Municipality.

Do not underestimate the work environment and the context where the system is installed:

1. As in our cases, for MODULO - PLADOS TELMA and DAYCO EUROPE customers (insert photo) it should be considered that under the industrial coverage object of the intervention, there are people and production lines that operate H24, therefore production needs always come before needs installation, but above all the safety of people must be maximum;
2. The management of interference in the installation phases is also fundamental. This criticality in our last three projects has been overcome by appointing the figure of the project manager on site, who daily conversed with the client's Manager, for the management of all the most delicate phases.

The role of the General Contractor

According to the aspects listed above, relying on a General Contractor is the best choice because:

1. The customer must have a single contact person who can manage both industrial construction activities, such as the refurbishment of a roof, and the actual installation of the system;
2. The feasibility study must necessarily be carried out by a single interlocutor;
3. The design must be complete and not approximated by several technicians, the General Contractor generally incorporates this service to the realization of the project;
4. Services related to post installation, which generally translate into scheduled maintenance of the plant and industrial roof, but also all the administrative obligations that revolve around a photovoltaic system, such as periodic calibrations, declarations to the GSE and to the Agency of Customs, relations with E-Distribuzione, just to name the most representative.

Success stories of the Inveco Group: Three projects completed in 18 months

MODULO 384 kWp, project completed in 5 months and which involved the disposal of an asbestos roofing and its remaking with sandwich panels of about 1,000 square meters of industrial roofing in the press and molding department. In addition to the installation of the photovoltaic system, 5 large smoke extractors combined with air exchange have been inserted on the roof.

PLADOS TELMA 477 kWp, a project completed in 5 months and which involved the total refurbishment of the roof domes with new 8 tenths aluzinc and the installation of three distinct sections of the photovoltaic system.

DAYCO EUROPE 832 kWp, project in progress and which involved the removal of asbestos cement on the facades of the plant, the reconstruction from scratch of about 10,000 square meters of industrial roofing and the installation of 4 distinct sections (one of which on a new parking shelter) of photovoltaic system.

All three of these projects had a common thread that specifically concerns our General Contractor services:

• Ad hoc feasibility studies based on customer needs;
• Analysis of specific consumption in the three zonal bands;
• Design of both the building part and the plant part;
• Turnkey construction of building works and photovoltaic systems;
• Administrative fulfillment and multi-year maintenance contracts with each customer.

In conclusion

“To be General Contractor” means being a company specialized in engineering. It must be able to organize and coordinate construction and plant engineering works at an industrial level, in compliance with a specific budget, a work schedule and in compliance with the quality of the contracted works. Those who would like to invest their resources in complex projects, have the possibility to rely entirely on a General Contractor such as INVECO HOLDING SpA, as it is capable as the only general contractor of obtaining all the necessary authorizations from the public administrations to carry out each project regardless. geographical area and country of reference.

The factors described are synonymous with overall savings in an absolute sense both in terms of timing and economics.

Contact us for any integrated industrial project.