Milan – From the comparison that took place between the demand and supply of transport and shipments of containerized loads during the CONTAINER ITALY 2025 Business Meeting, some rather clear and evident criticalities and opportunities emerged. The Ex-Works sales term as a sometimes non-negotiable option for Italian exporters, rail intermodality as a hope that clashes, however, with current and future infrastructure works, practically daily geopolitical uncertainties, tariffs to contend with, goods loading and unloading times, and the importance of the work done by freight forwarders. Thanks to the market overview presented by Alessandro Panaro (Srm), the debate during the three roundtables developed mainly around the experiences and case studies recounted by some leading Italian companies that import and export with maritime containers.
Regarding tariffs, Lorenzo Cella (Pirelli) explained that the tire manufacturer has chosen to increase the productive output of its plants in Mexico to serve the North American market (20% of revenue), favoring land transport to the United States (albeit with increased costs for cargo security) while simultaneously reducing the share of maritime transport from other continents. Another emblematic example of the reorganization of logistics chains, also mentioned by Cella, was the one following the ‘closure’ of the Red Sea and the need to circumnavigate Africa with longer transit times: to transport perishable raw materials (agricultural rubber) Pirelli opted to use temperature-controlled containers instead of standard ones in order to preserve the cargo.
Also according to the experience of Elena Bassoli and Stefano Cirani, the geopolitical context directly influences the production and logistics choices of the Zuegg food group (which for 98% ships Ex-works because importers consolidate loads from different suppliers with smaller but frequent shipments). The interest in increasing the share of rail transport or maritime intermodal then clashes with the delivery lead times dictated by large-scale retail trade, which leaves little room for experimentation and the search for alternative logistics solutions. In 2026, the main critical issue will be the ETS which, for transport to Sardinia and Sicily, will significantly impact the product price. In recent years, Zuegg has progressively increased its commercial penetration abroad (which now accounts for 10% of its business volume) but this is served predominantly by truck. Beyond the idea of exporting to Asia (perhaps via Russia), the company has suspended the project of exporting via maritime transport to the United States and, due to the tariff policies introduced in the meantime, the possibility of investing directly in a company in the US through M&A operations is under consideration.
A similar experience was reported by Luca Priori, logistics director of Riso Scotti, a company that uses almost every type of container and which has tried to make greater use of trains (particularly this year with pilot projects from Puglia), but the limitations and critical issues imposed by works on the railway network are strongly penalizing the rail transport alternative and shifting cargo back to road transport.
Priori also admitted to having (for the moment) lost his internal company battle to overcome the use of the Ex-works delivery term. In general, Riso Scotti in recent years has had to deal with the increase in maritime freight rates (which has slowed down some of their exports) and the lengthening of transit times from Asia, which have led to an increase in stock levels; he also highlighted the essential role of freight forwarders as indispensable partners for their advisory role in the face of regulatory and customs changes.
Maria Cristina Cioccarelli (P&C System) regarding the predominance of Ex-works sales terms believes that it often stems from a poor knowledge of Incoterms by both customers and the sales managers of exporting companies. The Ex-works term is chosen because it is erroneously believed to be the one that causes the fewest problems, but instead the seller finds themselves at the mercy of the carriers and logistics operators chosen by the buyer without having useful operational information.
Alberto Lami, CEO of Lami Spa, a company active in the marketing of raw and semi-finished hides (connecting slaughterhouses with tanneries), exports 100% on Cif terms. A rare case, therefore, compared to the other shippers present at the CONTAINER ITALY Business Meeting, but in the world of hides, buying and selling is done on Cif terms due to the logistical organization of companies. Also highlighting the importance of the freight forwarder role, Lami pointed out that the cost of freight on each container carrying goods worth 10-15,000 dollars has a particularly significant impact. The closure of Suez for Lamipel (which exports mainly to Asia from Italy) had a high impact due to the increase in freight rates, as did the availability of empty containers which in recent years has been a particularly critical issue. Finally, the lengthened transit times for transport from Europe to Asia (850 containers every year) inevitably have a knock-on effect on the invoicing and collection times for goods sold.
Another important contribution to the debate came from Gianluca Sperone, logistics director of Brembo, which ships 80% of the produced braking systems (through foundries directly controlled by the company) on Ex Works terms, destined for car manufacturers. The company is present in the most important automotive districts in Italy, Eastern Europe, China, Detroit in the USA, Brazil, and Mexico; new tariffs have made some suppliers advantageous (who in past years were considered uncompetitive) and have favored a nearshoring policy. In recent years, the main critical issue has been the surge in maritime freight rates for container transport recorded since the post-Covid period, and the countermeasure has been to turn to suppliers closer by in order to reduce the need for intercontinental sea transport.
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Alberto Lami (Lamipel)
Stefano Cirani (Zuegg)
Luca Priori (Riso Scotti)
