Expo debut playbook
How a trade-show / industry client in Italy executed a real end-to-end program — from RFQ to proof, production, QC and on-site delivery. Anonymised but representative figures for a program coordinated from the Milano hub.
When to use this playbook
The work covers the trade-show / industry sector in Italy with pan-European presence. Procurement is led by an internal category manager, with brand and marketing approval gates on artwork and Pantone matching Delta-E below 2.5. NDA signed before brief share; electronic invoicing via IVA 22% via SdI (Sistema di Interscambio). Use when an exhibitor lands its first major flight at a flagship show — three SKU tiers for the three traffic types (drive-by, qualified, target).
Step-by-step timeline
T-90: SKU mix locked, art ordered. T-60: proofs approved. T-30: bulk produced, hospitality kit assembled, post-show thank-you box pre-prepared (recipient list filled in real-time). T-7: delivery to stand. T0-3: show. T+1: post-show thank-you box ships to qualified leads within 36 hours.
Outcomes and KPIs
Outcomes: tier-1 drive-by impressions 3,500-7,000 per show day, tier-2 qualified leads 200-500 with 70%+ post-show response rate on the thank-you box, tier-3 target accounts 20-50 with 30%+ meeting acceptance within 21 days. Defect rate below 0.4% on inspected units. Approval cycle compressed from a typical 4 weeks to 11 business days. Defect rate below 0.4% on inspected units. Payment Net 30/45 via SEPA after receipt; full IVA 22% via SdI (Sistema di Interscambio)-compliant invoice issued on delivery day.
Pricing and lead times — Italy
All quotes in EUR excluding IVA 22%. Tier pricing on MOQ 50/100/250/500 units, with quantity breaks at 1,000+ and 5,000+. Standard lead times 7-10 business days from artwork sign-off, rush 4-6 days at +30-40%. Production coordinated from the Milano hub with BRT/SDA/DHL Express Italy nationwide; direct-to-office, direct-to-event and direct-to-home distribution supported.
FAQ
Can we see the actual brand name?
No — cases are anonymised under NDA. Named references after mutual NDA in the shortlist phase.
Are these real numbers?
Yes, anonymised but proportionally accurate (quantities, EUR ranges, lead times).
Can you replicate this for our company?
Yes — the same approach scales from 50 to 50,000 units, with price tiers documented upfront.
Do you handle electronic invoicing?
Yes — fully supported.
Who is the main point of contact?
A dedicated account manager at our hub, single email/phone for contract duration.