Italian companies and the US market – “The new rules of the game”

Euren InterSearch has launched an initiative dedicated to Italian companies interested in developing their presence in the United States. Leading the project is Paolo Gagliardo, an international manager with experience in both Italy and the US, who is ready to transform the challenges of the American market into concrete opportunities.

The following article is an in-depth analysis of the topic, written directly by Paolo Gagliardo.

Not one, but five Americas – Strategic analysis and recurring mistakes

The United States is not “one” market, but five different markets, each with its own rules, work culture, supply chains, and local politics. Understanding this is the first step to truly entering it.

Therefore, an Italian company must deal with five industrial ecosystems:
• Northeast (Boston–New York–DC) – high regulation, capital, and HQ: ideal for partnerships and lobbying.
• Great Lakes/Midwest (MI–OH–IL–WI) – manufacturing and engineering hub.
• Southeast (GA–AL–TN–MS–Carolinas) – the Southern Auto Corridor: fast ports, trainable workforce, growing supply base.
• Texas & Gulf – energy, oil & gas, logistics, space, natural bridge to Mexico.
• West & Mountain (CA–AZ–NV–UT–CO) – innovation, aerospace, premium markets, but high costs.

Choosing “your America” is essential. “Entering everywhere,” i.e., generically in the US, is equivalent to entering nowhere.

Market selection must be based on target customers, supply base, territorial opportunities in each of the 50 states, and available technical training.

And you must not make mistakes. For example:

• Do not sell “from afar”: European catalog + outsourced logistics in New Jersey without an industrial presence and a single pitch for everyone.
• Do not believe that an acquisition or a JV will solve everything: without leadership and integration with the Italian company, insurmountable problems will arise.
• Don’t wait for “regulatory clarity” and “definitive stability”… because it won’t happen. The Trump administration will continue to adapt the rules to its own objectives. So standing still and waiting for the “right moment” means staying out of the game.