Italy-Eurasia Pact in the Name of OBICONS Between Business and the Future

The idea was born in 2018. During my work, I saw what difficulties Italian companies face when entering and working on the Russian market, how many mistakes and wrong steps they make, how much budget is simply wasted. In order to help entrepreneurs act more efficiently, we’ve got the idea of creating not a purely consulting agency, but “operational consulting,” acting as an internal division of the client company to understand its needs and problems, and solve them. Our mission is to help entrepreneurs enter foreign markets in a short time, avoiding mistakes and risks. This is how OBICONS was born. Since 2022, OBICONS has been part of the international Patrol group, a company dedicated to internationalization on a global level.

Italian companies of any size and sector that want to develop or increase their presence in foreign markets or open new ones, or companies that already operate abroad and need help with operations or solving various problems. It is important for us that the client’s product or service has potential. This is why we always start with a preliminary project analysis for each client. After analyzing the potential of the product abroad and selecting the target market, we create a development strategy together with the client’s management. Our current clientele consists of approximately 70% Italian SMEs, whose owners want to grow their businesses; they have the potential to work abroad, but they don’t have the experience, training, budget, or even the necessary tools. In this case, we help them create the basis for internationalization, also using other business support structures; an example is our collaboration with Fidi Artigiani Verona, a company that helps companies obtain loans and supports them with advice and training.

Other foreign companies already present in the market have been unable to adapt to the changes or have changed their priorities on the global scale due to insecurity. All this created a shortage in the Russian market and the redistribution of market shares, resulting in many niches becoming vacant. This situation is unstable, but, with proper assessment, definitely represents great potential for some Italian industries. Certainly, Russia is currently considered a high-risk market, but taking on that risk can bring great rewards.

Speaking of the operational situation, I confirm that the interest of Italian business in Russia in 2022 has decreased. We worked a lot with different countries, because many companies wanted to reposition themselves so as not to be dependent on one market, but we also helped companies understand how to move in Russia in this new situation. However, since the beginning of 2023, we are again receiving many requests specifically for Russia and neighboring non-EU markets. Although the situation remains difficult, it has partially stabilized: now we can create strategies and plans for Italian companies selling clearly unsanctioned goods in this territory.

We work in almost all industries. For Russia, obviously, everything that is not sanctioned is applicable: food and drinks, industry and the civil sector (for example, pharmaceuticals and HoReCa). However, for the Central Asian countries (the so-called “Stan” countries), there are no restrictions on exports and imports: coupled with the strong development trend of recent years, this opens the doors to the majority of Italian businesses.

Continuing to talk about opportunities, we really live in a situation of great openness: if earlier we opened a channel of communication with the purchasing manager of a large importer or a large retail chain in these markets for those who did not know how to move in the market, today companies are very accessible: they are willing evaluate proposals and start dialogue.

Yes, Eurasia is a very large territory. Kazakhstan and Uzbekistan, for example, are growing exponentially. Many private Russian companies are moving or opening production branches in these countries to protect themselves from the risk of being subject to sanctions or to have freedom in payments and import or export transactions. Big investments are coming. Even Russian business, after the initial shock, is starting to work hard again. If previously, for the Russian government, the program of substituting imports with local production was a strategic direction of economic development, now it has become a necessity. We must meet the demand of people who have few solutions for spending money abroad (due to the lack of direct flights to Europe and difficulties in obtaining visas) and who therefore invest and spend money in Russia; meanwhile, neighboring countries are growing as a result of the geopolitical situation.

I have been following the Eurasian Forum for many years: it is a very interesting political and entrepreneurial event for discussion, exchange of views, and experiences. The ability to observe the plans and development trends of public and private companies that influence the countries’ economies allows entrepreneurs interested in these territories to understand in which direction to move and helps them navigate. The forum is a great source of ideas for us as internationalization consultants, but in my opinion, it is also useful for those who do not consider the territory as strategic. Being informed and understanding the economy performance – both in Italy and in important countries around the world – as well as the actions and strategies of the companies that drive the economy is essential for entrepreneurs who look beyond borders.

This is a question that can be approached from many angles. My general opinion is that the economic world largely affects the political world. Economic interests in most cases lie at the heart of any conflict. To put it simple, my opinion follows from these concepts.

But moving down from the macro categories to SMEs and private businesses, each entrepreneur makes his own choices and can contribute to creating the bases for cooperation and peace: each one of us in business can contribute. We may not be able to stop the conflict, but we can at least reduce the impact of wars and the economic crises they cause: create jobs, guarantee stability for employees, grow our businesses to contribute to the world of work, the economy, and family well-being; engage in charity work, create or participate in initiatives of non-profit organizations. In short, our goal is not only making profit, but also improving the world: it sounds a bit like the Miss Universe slogan, but I personally sincerely believe that each of us, especially business owners, can contribute to the path to peace.

At the moment, the situation is too fluid and unpredictable to allow scenarios to be outlined. However, I can say one “basic” thing that applies to a business of any size: international collaboration always offers huge opportunities for growth. Exploring and entering foreign markets, diversifying the portfolio of suppliers and clients, presence and flexibility on a global scale – this is all a strategy that guarantees stability for the Italian manufacturer. I suggest Italian entrepreneurs take a closer look at the Eurasian markets, which are rapidly developing, which are “virgin and fresh.” These countries are developing the economy, production, business culture, and cooperation with foreign countries; therefore, Italian companies have a lot to share and teach. I believe that focusing on direct import and export in this area opens up many opportunities.