Working with Italian makers: samples, approvals and lead times

Why it goes wrong

Italian workshops are among the best in the world, and most are small. The owner is often the person who answers the phone, quotes, draws and makes. Commissions rarely fail on skill. They fail on things nobody wrote down: which sample was approved, what tolerance is acceptable, who pays for the crate, when the balance is due.

The steps

• Brief and drawings. Dimensions, finishes, quantities, where the piece goes and how it will be used. For a hotel or a shop, add the standards it must meet.
• Quote. It should name the material, the finish, the sample, the lead time from approval, the packaging and the delivery terms.
• Samples and prototype. Approve a physical sample of each material and finish, and for larger orders a first piece. Sign and keep a twin of the approved sample: it is the reference for everything that follows.
• Shop drawings. The workshop's own drawings show how the piece will be made. Approve them before production starts.
• Production checks. For larger orders, visit the workshop during production and again before packing. Problems found on the bench cost little; problems found on site cost a great deal.
• Packing and shipping. Crates, handling and insurance are agreed in advance, with the delivery terms written as an Incoterm (for example ex works, or delivered at place).

What to agree in writing

• Deposit and balance, usually a share on order and the rest before shipping or on approval of the finished piece.
• What happens if the piece does not match the approved sample.
• Exclusivity, if the design is yours.
• Certification. Lighting and electrical pieces sold in Europe need CE marking; other markets have their own rules.

Lead times

Lead times depend on the material, the workshop's queue and the season, and run from approval, not from the first email. Ask for them in writing, and remember that much of Italy slows down in August and between Christmas and Epiphany.

Authenticity

"Made in Italy" and regional names carry weight, and imitations exist. Murano glass has its own registered mark, Vetro Artistico Murano. For any maker, visiting the workshop is the surest check.

Where Gibson comes in

Gibson finds and checks the right workshop, writes the brief in the maker's language, approves samples with you, visits during production and before packing, and follows the piece until it arrives as agreed. The contract and the payments stay between you and the maker.