Machinery World: information on the mechanization
of agriculture, gardening and earthmoving.
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Anno 2018 Numero 6

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June 2018

Training, a strategic asset for agricultural mechanization

The training programme that FederUnacoma has developed for its companies is in full swing, including seminars on topics such as the internationalization of companies, the economic evaluation of the company, the management of human resources, the use of the web for promotion and marketing as well as new agronomic techniques and new trends in architecture and design for trade fairs

Product innovation and the evolution of organizational and industrial systems require constant updating of professional skills. Investing in training has become a priority for companies wishing to compete in global markets, and the range of courses and seminars addressed to the business world is now wider than ever, with training courses and update programmes promoted by specialized agencies and national and regional organizations being added to the school and university systems. However, the individual production sectors need training initiatives aimed at their specific needs, and the representative organizations can play a useful role in this direction. FederUnacoma, the Italian federation of manufacturers of agricultural and landscaping machinery and related components, developed for 2018 a training programme calibrated on issues of specific interest to its member companies. In the first five months of the year, this programme, which includes a total of 28 seminars on topics related to the thematic areas of agronomy, marketing, communication, management culture, administration and internationality, gave rise to twelve training events. Training in the context of FederUnacoma is not something altogether new, since the Federation has also carried out educational and seminar initiatives in the past (sometimes also in the context of community projects such as the one named “Perequal”, created in 2006 within the Community programme “Equal”), but the 2018 training plan highlights a strengthened commitment. After all, training is one of the qualifying points of the chairmanship programme of Malavolti, who wanted to supplement the training offerings with new thematic areas. Agronomy is thus a new addition to the FederUnacoma training strategy, seen as a discipline that is more synergistic and functional than ever in the design of agricultural machinery. Two seminars, respectively on mechanization for tree crops and mechanization for horticultural crops, both created in collaboration with the University of Tuscia taught respectively by Professor Cristofori and Professor Colla, have characterized the programme to date. It emerged during the seminars that the evolution of agronomic techniques, the characteristics of the varieties produced, the innovations introduced by genetics require mechanized systems that are always new and updated, and knowing the trends in the agronomic field allows engineering companies to design vehicles that can anticipate the demand for technology that will develop in the near future. Research in the field of agricultural mechanics was the subject of a further seminar, held by Professor Danilo Monarca, professor of agricultural engineering of the Department of Agricultural and Forestry Sciences of the University of Tuscia, aimed at illustrating the opportunity represented by the Industrial Doctorates and by the tax credit for research and development expenses for SMEs. This is a tool that allows the agricultural engineering industries to “adopt” a university graduate student and to support their research activities until they achieve their specialization. In return the companies are able to develop a specific project with the student and to be able to take advantage of the results of the research which constitute a competitive advantage for the company. The vocation of Italian agricultural engineering companies to conquer foreign markets is underlined by the inclusion in the training programme of events dedicated to access methods in some particularly interesting countries. A seminar focused on the export of Italian agricultural machinery in Brazil, with speakers such as Erica Di Giovancarlo, ICE Director of the San Paolo-Brazil Agency, Nicola Minervini international marketing consultant and trainer, Pietro Petrucci di Sace. The event was completed in mid-May, and a second one on Iran will take place in July.

A particularly interesting collaboration activated by FederUnacoma for its own training programme is the one with the Bocconi School of Business Management, which designed a training module at the request of the Federation on the topic “EBITDA Index (Earnings Before Interests Taxes Depreciation and Amortization) and value of the company”, held in April and taught by Paolo Russo Affiliate Professor of Strategy and Entrepreneurship at SDA Bocconi and professor of Business Economics and Budget at the Faculty of Economics of the Catholic University of Milan. This event was followed at the end of May by a second event on the topic “Buying or selling the company. When, how, at what price”, always taught by Paolo Russo, which highlighted the most advanced evaluation criteria and methods to manage delicate phases in company life such as those related to acquisitions, disposals and mergers. These industrial processes, which are in some ways intrinsic in the current scenario, especially for small and medium-sized companies that aim to strengthen their structures and expand their product ranges, were the subject of a seminar centred on the effects of new corporate structures in terms of organization and human resources. In mid-May the training meeting on “Mergers, acquisitions and corporate reorganizations: the impact on human resources” was held, taught by Professor Francesco Muzzarelli, an expert on organizational conduct and human resources, who in March had already held a general introduction course entitled “Operation leadership. Managing the group while balanced between results and motivation”. The seminars on the topic “How to win on the web” were full of information and operational guidelines, created in collaboration with Daniele Celentin of Prima Posizione, offering an in-depth examination of the most advanced online marketing techniques. Meanwhile, a training event held in early June dedicated to “New models for international contracts” managed by the Bonoli law firm was particularly useful for companies operating in foreign markets. In the middle of June, agronomy was once again at centre stage with the seminar entitled: “Agronomy and engineering: innovation and research for the new challenges of agriculture. Grain and legume crops”, held by Professor Domenico Pessina of the University of Milan.

Other events are already scheduled for the next few months partly about general updates and partly about current events, such as the one planned for the end of June on the theme “Exhibition layouts: how to qualify the exhibition area” aimed at providing methods and innovative ideas for setting up booths at EIMA International. The lecturer of the University of Venice Raffaella Laezza, assisted by several teachers from the Veneto department, will offer an overview of lighting techniques, innovative materials and set design supports to capture the attention of visitors in a crowded and competitive exhibition like EIMA International. She will also cover the most effective way to promote the range of products and the brand, that is to say the “personality” that every company has which summarizes its values and distinctive features.

Next events:

June 18            Marketing

Subject: Social Marketing
Speaker: Prima Posizione srl               

June 27            Marketing
Subject:Exhibition set-ups: how to qualify the exhibition area
Speaker: University of Venice               

July 3               Internationalization
Subject: Export of agricultural machinery: Iran 
Speaker: ICE Agency

July 18             Internationalization
Subject: Patents and protection of intellectual property: a “global” challenge
Speaker: Mise/Confindustria

July 23             Marketing
Subject: SEO Specialist
Speaker: Prima Posizione srl                 

September 5     Internationalization
Subject: Evaluate the “country risk”: a complete guide for companies
Speaker: SACE

September 11   Internationalization
Subject: Digital systems for transactions: management of Customs, collections and payments in the near future
Speaker: Banca Intesa          

September 18   Internationalization
Subject: Export of agricultural machinery: Myanmar
Speaker: ICE Agency            

October 9         Internationalization
Subject: The Export Manager, a “public” resource to support businesses
Speaker: Mise/Confindustria

October 15       Economics and Taxes
Subject: Creating value with sustainability.

Strategies and action plans
Speaker: Bocconi University 

October 16       Economics and Taxes
Subject: Hyper-Amortization/Super-Amortization
Speaker: Filippo Mangiapane              

November 27    Managerial Culture
Subject: Fundamentals of time management
Speaker: Francesco Muzzarelli            

December 11    Economics and Taxes
Subject: Electronic invoicing
Speaker: Filippo Mangiapane              

December 17    Managerial Culture
Subject: Drafting effective documents
Speaker: Francesco Muzzarelli


Early 2019       Internationalization
Subject: Export of agricultural machinery: Argentina

Speaker: ICE Agency
                         Economics and Taxes
Subject: Reverse Charge
Speaker: Filippo Mangiapane

Subject: Agronomy and engineering: innovation and research for the new challenges of agriculture. Forage crops
Speaker: University of Udine

by the editorial staff

AGROKOMPLEX 23 - 25 ottobre 2020 - Nitra (Repubblica Slovacca)
MIMS AUTOMECHANIKA MOSCOW 26 - 28 ottobre 2020 Mosca (Russia)
INTERAGRO 28 - 30 ottobre 2020 Kiev (Ucraina) /
AGROACTIVA 28 - 31 ottobre 2020 Autopista Rosario
KIEMSTA 28 - 31 ottobre 2020 Cheonan (Corea)
ANNULLATA per COVID 19 - Prossima edizione 2022
INDAGRA 28 ott. - 1 nov. 2020 Bucarest
CIAME fine ott. 2020 Qingdao (Cina)