Dansk Byggeri Delegation Visit to Milan

09:00 - 10:00 Introduction to the visit (Trade Council of Denmark)

c/o Hotel Ibis

10:00 Transfer to CityLife by taxi (about 20 minutes)

10:30 - 12:10 CityLife Development site

Address: Piazza Tre Torri (M5 Tre Torri)

12:15 Latest Transfer to Bosco Verticale (by Metro, about 10 minutes)

12:30 - 13:30 Bosco Verticale residential building

Address: Piazza Tre Torri (M5 Tre Torri)

13:30 Transfer to Riva1920 Facilities (by bus). Quick lunch.

14:40 - 16:30 Visit to Riva1920

16:30 Bus to Anzivino Viticoltori – Dinner in Gattinara.

• 366.000 Sq. Mt., one of the largest re-

development projects in Europe

• Project by CityLife won the

international tender with a €523 Million

offer.

• Designed by international architects

Zaha Hadid, Arata Isozaki and Daniel

Libeskind

• Three Skyscrapers awarded with

GOLD level LEED™ pre-certification.

• Luxury residential area of 164.000 Sq.

Mt. (about 1.300 apartments) with high

standards in terms of design and

construction materials.

• Over 50% of the area is green space.

• Advanced alternative energy systems

(ground water, district heating,

photovoltaics, etc.).

…

• Residential complex of two towers (111

and 76 Meters) that host 900 trees over

8.900 Sq. Mt. of terraces.

• Project received several international

Architecture awards

• Trees helps to: mitigate smog, produce

oxygen, moderate temperatures,

attenuate noise.

• Structural challenges: building design

tested in a wind tunnel; steel-reinforced

concrete balconies designed to be 28 cm

thick, with 1.30 Mt parapets.

• Furniture manufacturers has been

involved in the projects (i.e. Molteni & C

that designed and provided furniture to 30

apartments in one of the buildings).

• …

Several commonplaces are

associated to Italy, and

many of them are true.

HOWEVER:

Worlds’ 8th biggest importer / exporter of

goods

Third biggest economy of the EU, and

2nd biggest manufacturer of products

(after Germany)

One of the largest EU contributors

None of the Italian banks has gone

bankrupted during the crisis (although

some of them need to be re-

capitalized).

There is no housing bubble like in

Spain.

There is no relevant private debt.

2nd largest industry sector in

Italy after building machine

(which is 4th in Europe)

2nd exporter in the world after

China

2nd largest furniture

manufacturer in the world

Automotive sector (including

Tier2 and subcontracting)

accounts for 10% of the GDP.

FCA group ranks 6th in the world

Second biggest robotics

industry in the world

Second biggest pharma

manufacturer in Europe

Ranks 4th in Europe and 7th in

the world

Mechanics, electronics, ICT,

and the science and

technology of automatic control

systems

What Denmark currently export to Italy:

• Finished goods

• Food

• Energy

• Pharma

• Semi-finished products

• Machines and transports

Possibilities for Danish industries in Italy

• Italy is one of the largest European

market, with over 60 millions potential

customers

• High purchase power

• Strong sense of fashion / design

• Made in Denmark = positive value

• Denmark and Danish product have a

good reputation in Italy.

12

Source: ANCE (Italian Association of Constructors)

13

2008-2015 (°) 2016 (°)

CONSTRUCTION -34,9% 0,3%

Housing -27,7% 0,1%

- newhousebuilding (°) -61,0% -3,4%

- rehabilitation and maintenance (°) 19,1% 1,7%

Non residential -41,4% 0,6%

- private (°) -36,5% 0,8%

- public (°) -47,1% 0,4%

CONSTRUCTION OUTPUT (*)

% variation

Source: ANCE (Italian Association of Constructors)

Despite Italy did not experience a bubble

in the Real Estate market, the market has

been affected by the crisis in terms of

price and sales

14

Source: ANCE, and Italian Tax Revenues Agency

15

40

60

80

100

120

140

2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016

INVESTIMENTI IN COSTRUZIONI n.i. 2000=100

New buildings

Non-residential -

private

Renovation and

maintenance

Construction output (2000=100)

Non-residential -

public

Source: ANCE (Italian Association of Constructors)

In Milan there are 1.3 million Squared Meters of dismantled

railway tracks. These seven areas will go through

requalification projects, with a mix of residential /

commercial activities. Over 50 % of the surfaces will be

green areas

Hierarchy structure:

Decisional process:

Distance from the power:

Responsibilities:

Vertical,

top/down

Decisions taken by the owner

and/or to management

It is difficult to reach

the boss

Concentrated at the top

of the pyramid

Horizontal,

flat organization

Search of consensus,

shared decision

It is easier to reach the

boss

Employees have more

responsibilities

Before the meeting – engagement step:

• Agree for a meeting with the top management

• Be sure the counterpart is the right decision makers

• Be sure you have a written confirmation for the meeting (or in Calendar)

• Time is a flexible concept: expect delay or shift in the start / end of a meeting

• Job title are cared and in use. Title-form matters (“De” = “Lei”)

During the meeting – in the room:

• You have only one chance to make a first impression: dress properly (formal).

• Start with a small talk. Show interest in the person. Avoid engineer-to-engineer type of

conversation.

• Don’t go with a strict agenda. Be flexible. Expect to be interrupted by questions or comment.

• No means Maybe.

• No direct questions on numbers during the first meeting.

After the meeting – follow up

• It is about relationships: networking, networking, networking

• Follow up regularly. Be sure you have established a connection