Plus and necessary transformations for setting up successfully in new non-European markets
DQG: with complex projects the company, thanks to its skill and internal organisation, builds customer loyalty in the principle of top quality products and services.
To set up successfully in non-European countries, presenting a quality product is no longer enough. Companies that want to internationalise effectively in countries that are distant from Italy must be able to comprehend and adapt to the culture in the new country, as well as to the working methods and operative differences. They must also have a “strong” vision and a structure that can efficiently answer the challenges that will appear in these complex business adventures.
This is something that DQG, a reality in Gambellara (in the province of Vicenza) that specialises in the production and installation of uPVC and uPVC/aluminium casings well understands: 4% of the total turnover (32 million Euros expected for end 2022) is destined for export, an approach strengthened by the solid managerial strategy of engineer Paolo Tosti, the sole director. It is an approach that guarantees the style and quality that DQG is known for, combined with the true requirements of each client country.
Satisfactorily present in some European countries, DQG is developing the Asian and American market, therefore it is in the phase of obtaining the certification needed to comply with the conditions of the “hurricane-prone” areas, for example Florida. The African countries epitomise the greater challenge, where optimal results have been obtained for about 10 years now. Ghana, Tunisia, Benin, Senegal, Uganda, Nigeria, and soon Kenya (where DQG will take part for the first time in the important trade show BuildExpo Africa in June 2023), are very interesting markets.
“We reached most of these realities through client word of mouth,” explains Mr. Tosti. “Uganda amazed us for the trust it placed in our work. It is a country where we have already concluded four large construction sites and from where we are receiving additional orders from the top range construction circles. With its manner and culture it is close to the European markets: it loves detail, special finishes and that Made in Italy mark that is still a guarantee of quality in the world.”
DQG’s modus operandi ensure that clients and their designers have continual consultancy, with specialist personnel and senior technicians who go on site to take measurements and above all to monitor correct product actualisation. “Boasting of technologically innovative doors and windows is useless if they are not installed correctly,” says Tosti. “Working alongside the local operators is something that helps keep customers loyal.”
“In one specific case, that of Ghana, thanks to Casa Palladio Ltd, we market our product and support customers from a technical point of view throughout the country. If you think about it, ours is a product that is impossible to sell regularly ‘from a distance’. In addition to consultation specifically on doors and windows, the company has an interior designer to create living areas, sleeping areas and bathrooms together with the client, proposing solutions from leading Made in Italy companies. Ghana unquestioningly loves Italianism, but there is no culture on finishes: from this came the idea of presenting our work team as a partner for their architects, so as to ensure turnkey installations and actualisations. We also have two showrooms in the country, one in Accra, the capital, and one in Kumasi.” Among the rare cases of a sector company that exports to distant countries, DQG looks to the future with the intention of growing. “We are thinking about opening the capital to acquisitions or share trading,” finishes Tosti. “We have to grow, maybe along external lines, creating true poles that embrace everything about window openings, from single-block to mosquito screens, passing through shutters and up to the essential sphere of energy saving.”
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