How a $2M to $25M growth story succeeded in the U.S. market
Casa Dolce Casa, a manufacturer of high-end ceramic tiles, had an ambitious goal: to establish itself in the competitive U.S. market. The challenge required a strategic shift: to move from centralized management in Italy to a direct presence in the U.S. by founding Casa Dolce Casa USA, Inc. and activating a sophisticated and efficient redistribution system for ceramics produced in Italy and imported to the U.S.
Thanks to a structured plan and the establishment of the local warehouse for tile storage and redistribution to complement the U.S. location at our offices, the company has seen sales grow exponentially from $2 million to $25 million in less than two years.
The challenges of entering the U.S. market
Expanding to the United States represented a tremendous opportunity, but not without obstacles:
- Logistics and customs: long shipping times from Italy and complicated customs procedures slowed down business.
- Local presence: the lack of a structure in the United States made it difficult to manage sales, distribution, and distributor relations effectively.
- Fierce competition: standing out in a competitive market such as the U.S. required brand differentiation strategies.
Casa Dolce Casa was at a crossroads: continue exporting directly from Italy or invest in a U.S. subsidiary to streamline operations and sales.
Project Goals
To address these challenges, we have defined four key objectives with the company:
- Improve logistics: create a local warehouse to reduce delivery time, providing a competitive advantage.
- Streamline administration: establish a U.S. subsidiary to simplify invoicing and streamline customs operations.
- Expand the sales network: strengthen the relationship with local distributors, improving service and increasing loyalty.
- Increase Brand Awareness: consolidate premium brand perception through exclusive events and targeted campaigns.
Winning strategies
To realize these goals, we have implemented a well-articulated action plan:
- Establishment of a U.S. subsidiary: Casa Dolce Casa USA, an autonomous company capable of handling sales, accounting and customer relations, was established.
- Warehouse management: opening a warehouse with pick-and-pack service ensured fast deliveries (less than 48 hours), a key element for the U.S. market.
- Distributor events: exclusive meetings were organized to strengthen ties with business partners.
- Optimization of cash flows: oversight of accounting operations balanced costs and revenues between the Italian parent company and the U.S. subsidiary, improving overall profitability.
Successful events to consolidate the market
Events have played a key role in consolidating the distributor network and increasing brand awareness. Two high-impact examples:
- Roadshow at Broadmoor Resort, Colorado: a four-day experience involving about 50 distributors and their families, with activities that included corporate presentations, gala dinners, leisure activities, and networking time.
- Presentation of the new collections at the Contemporary Art Center in New Orleans: an exclusive event that emphasized Italian design and the uniqueness of the tiles, positioning the brand as a leader in the premium segment.
Every detail-from location selection to agenda management to catering-was taken care of to ensure unique experiences.
Extraordinary results
The actions taken have generated impressive results:
- Sales growth: an increase from $2 million to $25 million in less than two years.
- Optimized logistics: delivery time of less than 48 hours and a drastic reduction in customs problems.
- Strengthened relationships with distributors: exclusive events and local support improved loyalty.
- Leadership positioning: Casa Dolce Casa has become a benchmark for the high-end ceramics market in the US.
Lessons learned from this successful case
Expanding into the United States requires:
- Strategic planning: understand the complexities of the market and define a clear plan of action.
- Adapting to local dynamics: having a direct presence is essential to be competitive.
- Qualified partners: relying on experienced consultants in the U.S. market can make the difference between success and failure.
If you too are considering the U.S. for your business, contact us today; together we can create a concrete, customized plan for your success overseas.
Project details
- Establishment and management of the U.S. branch office
- Local US warehouse with fast logistics
- Optimization of U.S.-Italian financial management.
