FINAL MEETING

1. Partners Agreement FINAL MEETING Prof. Francesco Contò- Dott.ssa Mariagrazia Perri Chamber of Commerce Bari- 15 Novembre 2013

2. how to make up the presentation? • Italian agro-food SMEs and the Ionian islands: points of convergence. • Why join? • Models of aggregation. • The network of companies. • The network contract. • Joint marketing strategies agreement.

3. Italian agro-food SMEs and the Ionian islands: points of convergence Points if Convergence • Strong variety of agro food • High degree of fragmentation and pulverization business • Poor communication between the various stages of the supply chain • Low propensity to • Poor degree of innovation

4. Why join and cooperate? Chandler in 1990 stated that "... cooperation between enterprises is one of the most fruitful and possible paths of development of modern capitalism." In fact ... The rise of business groups is due to the need on the part of many SMEs to overcome their size limits in order to achieve the critical mass necessary to enable them to maintain a competitive edge in world markets

5. Why join and cooperate? The merger between companies must be seen as the possible ways to curb structural and organizational delays, and thus allow a better positioning in the competitive arena and a quick response to economic downturns.

6. Why join and cooperate? • The objective of cross-border cooperation is to integrate areas divided by national boundaries and enhance a common approach to common problems. • National borders still represent a major obstacle to a share of small and medium-sized enterprises ('SMEs'), in reality, only a fifth of EU SMEs actually exported and only 3% has its own agency, a branch or a 'affiliated company abroad (European Commission Enterprise and Industry, 2010).

7. The business cooperation as a tool for internationalization A model of cooperation between enterprises must ensure a process of internationalization particularly in foreign countries where the supply of goods typical food of the regions involved in Project ISCI is not yet saturated, in particular, refers to the so-called BRICS countries.

8. Modelsofaggregation Forms of association between companies are especially prevalent in the Italian productive system. They normally come with a well-defined function, the essentially ancillary to the business of each of the consortium members. • Consortium • The Districts Featuring a production network of small and medium-sized businesses, and even large companies, often multinational in scope, linked by subcontracting relationships and significant transfers of technology and know-how. The absence of a formalized governance of the supply chain is an element of fragility that weakens the bonds of subcontracting managed by small businesses at a time when the competition moves from local markets to international

9. Models of aggregation Organizzation producers Reti di impresa Goal is always aimed at the limitation of organizational weaknesses, structural and commercial arising by high pulverization of the agri-food sector. OP represent the fundamental tool of the Common Market Organisation (CMO) to them is in fact entrusted with the responsibility for the operation thereof. Grouping of Small and Medium Enterprises, also handicraft, which allows for the pooling of assets and resources in order to improve the operation of those assets, the main objective is to strengthen the competitiveness of business.

10. Enterprise Network Depending on your network needs you may have: collaborative network Coordinationactivities Instrumentalactivities Horizontal or verticalnetworks Coordinationactivities Exchange ofservices Joint operation of one or more activities

11. Enterprise Network The concept of business network and network contract was induced for the first time in Article 6 - bis of Law 133/2008, but it was not until the law 33/2009 (Article 3) to have a discipline complete which was later supplemented by law 99/2009 (Article 1), the law 122/2010 (art. 42), by the law 134/2012 (art. 45) and the Law 221/2012 (art. 36) ENTERPRISE NETWORK : model of collaboration between companies CONTRACT NETWORK Legal status with which formalize the relationship between the companies participating in the network

12. CONTRACT NETWORK Model of cooperation among several entrepreneurs who undertake, on the basis of a common network, collaborate, exchange information or performance or to exercise common economic activities in order to increase their innovative capacity and competitiveness (L. 33 / 09) The contract must be prepared as a public or private deed and is subject to enrollment in the registry of companies in which each participant is registered 12

13. THE OBJECT OF THE CONTRACT • purpose: • increase, individually and collectively, their capacity for innovation and its competitiveness on the market • purposes means: • collaborate in specific clusters and forms relating to the exercise of their business • exchange information or performance of an industrial, commercial, technical or technological •   common practice in one or more activities covered by the scope of its business 13

14. OBLIGATORY CONTENT • the identity of the participants •   an indication of the strategic objectives of innovation and to increase the competitive ability of the participants and how 'agreed to measure progress towards these objectives •   the definition of a network program •   the duration •   how to join other entrepreneurs •   the rules for the taking of decisions of participants on matters of common interest (not delegated to the Common Unit) or the modification of the network program (if applicable modifiability majority) 14

15. CONTENT OPTIONAL • the establishment of a trust common •   the establishment of a joint body for the execution of the contract and the details of their management powers and representation how to joint representative •   the provision of optional causes of early termination of the contract 15

16. ADVANTAGES FOR NETWORKS Enterprise • tax benefits •   financial benefits •   administrative simplification 16

17. NETWORK MODEL leader Enterprise2 Enterprise 3 Enterprise 1 subnet commercial subnet services clients stakeholders 17

18. Hypothesis network contract • ART. 1 - CONSTITUTION Co. Re. Ma. Gre . - Contract Network for the promotion of the products of Magna Grecia ". The Company will consist of agri-food SMEs individual or organized as associations (cooperatives, associations, producer organizations) belonging to the territory of Puglia and the Ionian islands who want to create a network to encourage the marketing of products in BRICS countries. • ART. 2- SEDEThe Company shall have its registered office in Bisceglie (Italy), at the address shown by its communication with the Register of Companies. Is there a place of business in the city of Corfu that acts as a link between SMEs and registered office of the Ionian islands. • ART. 3 - DURATION OF THE CONTRACT The network contract expires on 31/12/2020 (31 December 2020) but may be extended by resolution of the management as required by law.

19. Hypothesis network contract • ART. 4-OBJECT CONTRACT • ART. 5 - NETWORK PROGRAM The program is the way to pursue, for the realization of the specific objectives during the time defined on the network contract. Promoting a brand of products Area of Puglia and the Ionian Islands; Facilitate the penetration of the SME participants, on the national, European and international level.

20. Hypothesis network contract The network program consists of: • When participating in trade fairs, exhibitions, markets and other events which will be realized in the promotional initiatives aimed at enhancing the production, the image, the activities and the professionalism of participating enterprises and the definition of common elements of marketing planning; • Organizing technical workshops and seminars on issues of internationalization of food chains of typical products; • Optimizing production costs and stabilizing producer prices. • In the realization of an area brand products of Puglia and the Ionian islands • In the reaction of a B2B and B2C portal that promotes the short chain to encourage the concentration of supply;

21. Hypothesis network contract • The use by members of a software that manages the communication between the members, tracking and tracing and can be viewed by customers (consumer or GDO); • In holding on behalf of the shareholders to programs funded by the EU for measures on an international; • In the promotion of applied research programs, technical testing, promotion of environmentally friendly farming practices in order to increase the degree of innovation of SMEs; • the stipulation, also on behalf of the shareholders, agreements, conventions and agreements, which are necessary or useful to achieve the statutory purposes; • in the registration of a common brand, and in the exercise of any action for the protection of the same.

22. Hypothesis network contract ART. 5 – MEMBERSjoin the network for SMEs in agro food alone or in association falling within the territories of Puglia and the Ionian islands. ART. 8 - COMMON FUND ART. 9 - THE MANAGEMENT COMMITTEE: The implementation of the network is managed by a Management Committee consisting of one representative from each participating company, up to a maximum of 20 components except the president and vice president

23. Hypothesis network contract • ART.10- ROLE OF THE LEGAL REPRESENTATIVE OF THE NETWORK: the legal representative of the company is also in court in the case of absence or impediment is replaced by the vice president. • ART.13 - FINANCIAL STATEMENTS-The fiscal year runs from 1 January to 31 December of each year.

24. FeasibilityStudy • The feasibility study has been speculated for a network of companies having a number of firms of 20.

25. FeasibilityStudy

26. FeasibilityStudy • 20 companies reclassified Income Statement aggregate type.

27. FeasibilityStudy • Financial Sustainability Network Agreement