Driven by client demand and with a keen eye for opportunity, Roberto Granello, Founder & General Manager of Kelmer Group, along with Stefano De Giorgis, Co-Founder and business partner, established Kelmer’s first office in London and have since ensured the Group’s presence in the most strategic markets worldwide.
How did your journey into entrepreneurship begin and what led to the founding of Kelmer?
I grew up in the heart of Veneto. After completing my degree in Economics and Commerce, I ventured into the field of finance in London for my initial work experiences. It was there, in 1997, that the first Kelmer office was established to assist early Italian ventures. From London, we expanded to Dublin and Lugano, and in response to client demand, opened offices in Shanghai, Hong Kong, and Dubai. More recently, we’ve extended our presence to ASEAN countries and the United States.
Why Dubai and how long have you been operating in this territory?
We’ve been in Dubai since 2005, both with Kelmer. I recognized the city’s potential early on, and many companies were already making numerous inquiries about this market. It was clear that Dubai would become an immensely strategic hub for the entire GCC region and a launching pad for Asia.
What are Italian companies seeking in Dubai?
Italian companies seek expansion opportunities and secure, integrated professional solutions. Whether penetrating the domestic market or using Dubai as a base for surrounding markets, clients primarily seek reliability and seriousness in a context that is constantly evolving and changing.
What are the essential requirements for a company intending to enter new markets and why is the need to turn to industry professionals necessary?
Among the essential requirements is the need to have a structured approach to operating internationally, to have solid liquidity and/or access to credit to support complex strategies and positions, as well as to offer a product/service with high added value and competitive cost. That said, other ‘soft’ requirements are not easy to translate into words that fit every situation. Certainly, a culturally appropriate attitude towards foreign markets, being agile, flexible, and determined (the ‘hit and run’ approach doesn’t work anywhere), and being open to collaboration with professionals who facilitate the process, are all factors that help.
What are the most common requests you receive, and what value do you offer?
Requests range from corporate formations to partner searches, logistical organization, distribution team assistance, legal opinions on contracts, and more. Our value lies in our experience and long-standing presence in the region. Our senior professionals are well-versed in both local regulations and those of the client’s home country.