Expanding to the USA from Italy: Complete Guide

Expanding from Italy to the US market presents unique opportunities and challenges beyond shared Western business values and innovation-focused economies. This guide provides comprehensive insights into the key differences Italian businesses must navigate for successful US expansion, drawing on our extensive experience helping companies from Italy establish successful American operations.

Critical Differences:

Market Scale: The US operates as 50 distinct markets under a federal system, with California alone having a GDP of approximately $3.6 trillion, which is about 70% larger than Italy’s total economic output of $2.11 trillion. While Italian businesses operate in a unified market of 59.1 million people, the US represents a fragmented market of 335 million with significant regional differences.

Legal Framework: The US business structure requires careful consideration between a C-Corporation and an LLC, with state-specific regulations adding complexity compared to Italy’s more centralized regulatory system, which is based on civil law traditions under the Codice Civile.

Employment Costs: US employers face additional employment costs (25-40% above base salary) compared to Italian employers (approximately 35-45% above base salary due to INPS contributions and mandatory benefits), but these costs are structured differently. US spending is focused on private healthcare, rather than Italy’s Servizio Sanitario Nazionale, and offers limited statutory benefits compared to Italy’s comprehensive social welfare system.

Banking and Tax: The US uses a complex, multi-jurisdictional sales tax system instead of Italy’s 22% VAT system, with significant state-by-state variations. Compared to Italy’s increasingly digital banking systems, US banking often requires extensive documentation and in-person verification.

Major Challenges:

Immigration Complexity: Navigating visa requirements for key personnel presents significant challenges, particularly with E-1/E-2 Treaty Trader/Investor eligibility and H-1B limitations, creating additional hurdles for workforce planning.

Salary Expectations: US salaries in tech and specialized fields can be 40-60% higher than Italian equivalents, with significant regional variations that require careful compensation planning.

Cultural Adaptation: The US business environment features different communication styles, negotiation approaches, and decision-making processes that require careful navigation for Italian businesses accustomed to relationship-focused business practices and formal hierarchical structures.

Compliance: Managing the complex US multi-state regulations, diverse employment laws, and varied tax requirements across jurisdictions presents significant challenges compared to Italy’s more centralized regulatory environment.

Understanding Market Scale and Structure: An Italy vs US Comparison

The substantial scale difference between the Italian and US markets creates fundamental implications for business strategy. While Italy encompasses approximately 59.1 million people operating under a relatively unified regulatory framework, the US market of 335 million people functions more like 50 distinct markets under a federal umbrella. This fundamental difference impacts everything from your market entry strategy to your operational costs and compliance requirements.

To put this in perspective, consider that the state of California alone has a GDP of approximately $3.6 trillion in 2024, which is roughly 70% larger than Italy’s entire economic output. The US market’s fragmentation means that success in one region doesn’t automatically translate to another – the business environment in New York differs drastically from Texas, which, in turn, operates differently from California.

“The scale difference requires Italian businesses to rethink their go-to-market approach completely,” notes Joanne Farquharson, President and CEO of Foothold America. “What works as a nationwide strategy in Italy often needs to be reimagined as a regional approach in the US, with specific adaptations for different market areas and consumer preferences.”

Italy & US Key Market Indicators (2025)

This stark contrast in scale and diversity requires a fundamentally different approach to market entry. While Italian businesses can typically launch products nationwide with a single strategy adapted to regional preferences (e.g., North vs. South Italy), the US market often requires regional approaches, multiple distribution channels, and adaptation to various local preferences and regulations.

At Foothold America, we help Italian businesses develop targeted entry strategies for the US market, identifying the most appropriate regions, channels, and approaches based on your industry, product, and business objectives. Our deep understanding of both market landscapes enables us to provide practical guidance that maximizes your chances of success while minimizing costly missteps.

Legal Structure and Compliance

When expanding from Italy to the US market, choosing the proper legal structure is one of the most crucial decisions you will make. Most Italian businesses opt for a C-Corporation, with registration in Delaware being particularly popular among companies of all sizes. Delaware’s popularity stems from its well-established business law framework, specialized business court system (the Court of Chancery), and strong privacy protections. However, some companies choose to incorporate in states where they’ll have significant operations, such as California for tech companies or New York for financial services.

The complexity of US expansion can be overwhelming for Italian businesses, which are accustomed to their home country’s regulatory environment. Italian companies typically operate under a civil law system with clear, centralized regulations through entities such as the Camera di Commercio (Chamber of Commerce), standardized VAT procedures through the Agenzia delle Entrate, and relatively uniform compliance requirements across the country. The US system presents a stark contrast, with multiple layers of federal, state, and local laws that can vary dramatically by location and industry.

Comparative Regulatory Structures: Italy vs. US

While Delaware incorporation offers many advantages, the best choice for your business will depend on various factors, including your industry, target market, and growth strategy. Foothold America’s US expansion experts can connect you with qualified legal and tax professionals with expertise in both the US and Italian markets.

At Foothold America, we’ve helped numerous Italian businesses successfully navigate these differences, establishing compliant and efficient legal structures that align with their specific needs and objectives. Our understanding of both Italian and US regulatory environments positions us uniquely to guide you through this complex landscape.

Immigration and Visa Requirements: Navigating Your Team’s Path to the US Market

For Italian businesses expanding to the United States, understanding the available immigration options is crucial for a successful market entry. While business travel between Italy and the US is generally straightforward under the Visa Waiver Program for short visits (up to 90 days), establishing a permanent business presence in the US requires careful navigation of the US immigration system.

Italy-US Treaty Status

An important consideration for Italian businesses is understanding treaty relationships with the United States that enable key visa categories:

Italy maintains treaties with the US that provide access to both E-1 Treaty Trader and E-2 Treaty Investor visa categories, offering significant advantages for business expansion.

Key Visa Options for Italian Businesses

E-1 Treaty Trader Visa: The E-1 visa is available to Italian nationals due to the existing treaty of commerce and navigation between the US and Italy. To qualify, your company must engage in substantial trade with the US, with over 50% of the trade volume between the US and Italy. This visa allows executives, managers, and essential employees to work in the US for renewable two-year periods. Processing typically takes 3-6 months, with government fees ranging from $460 to $1,650. When factoring in attorney fees ($3,000-$7,000), total costs typically range from $3,500 to $8,500 per application.

E-2 Treaty Investor Visa: The E-2 visa is available to Italian nationals who make substantial investments in US operations. While there’s no statutory minimum investment amount, it must be significant enough to ensure the successful operation of the enterprise. This visa offers renewable two-year periods and provides work authorization for spouses. Like the E-1, processing typically takes 3-6 months, with similar cost structures, including both government fees and attorney costs ($3,500-$8,500 total).

L-1 Intracompany Transferee Visa: The L-1 visa category is particularly valuable for established Italian companies transferring executives, managers, or employees with specialized knowledge to a US affiliate, subsidiary, or parent company. This visa requires the employee to work with your Italian company for at least one year within the previous three years. The visa is initially granted for 3 years and can be extended up to 7 years for managers and executives or 5 years for specialized knowledge employees. Processing typically takes 3-6 months, though premium processing can expedite this to 15 calendar days for an additional fee. Total costs range from $5,000 to $11,000, including attorney fees. The L-1 visa provides a potential pathway to permanent residence, making it an attractive option for key personnel in your long-term US expansion plans.

H-1B Specialty Occupation Visa: While more complex and subject to annual caps, the H-1B visa program can be valuable for accessing specialized talent, particularly in technical fields. This visa requires a bachelor’s degree or equivalent and participates in an annual lottery system with a limited filing window in March for October start dates. H-1B visas are initially granted for 3 years and can be extended for up to 6 years in total. The program’s dual intent provision, which allows for permanent residence applications, makes it an attractive option for long-term talent acquisition strategies despite its complexities.

Key Visa Comparison Table

*Fees may vary based on employer size and other factors. **H-1B spouse work authorization depends on specific circumstances.

Foothold America works with a network of experienced immigration attorneys and visa specialists nationwide to ensure our Italian clients receive expert guidance throughout the visa application process. Our partners provide specialized knowledge of various visa categories and stay current with the latest immigration policy changes, helping our clients navigate the complex US immigration system efficiently and successfully.

Cost Structures and Financial Planning

Employment Costs: Italy vs. US Comparison

The US employment cost structure differs fundamentally from Italian systems and requires careful budgeting consideration when planning your expansion. While both regions have significant employer contributions beyond base salary, the structure and nature of these costs vary dramatically.

In Italy, employers typically contribute approximately 35-45% above the base salary for statutory social security programs (including INPS contributions, INAIL insurance, and various mandated benefits), which fund comprehensive social welfare systems, including universal healthcare through the Servizio Sanitario Nazionale, generous paid leave, and extensive social security benefits. In contrast, US employers typically face additional fees of 25-40% above base salary but with a fundamentally different structure focused on private healthcare insurance, retirement programs, and limited statutory benefits.

“The largest surprise for our Italian clients isn’t necessarily the total employment cost, but how differently it’s structured,” explains Joanne Farquharson, President and CEO of Foothold America. “Instead of standardized social security contributions funding universal systems, US employment costs go toward private benefits packages that require significant design and administration. This shift from public to private systems represents one of the biggest operational adjustments for Italian companies.”

Comparative Employment Costs: Italy vs US (2025)

*Percentages are approximate and vary based on salary levels, industry, and specific benefits offered. Italian costs include mandatory contributions while US costs reflect typical employer practices for competitive benefits packages.

These structural differences create both challenges and opportunities for Italian businesses expanding to the US:

Healthcare Shift: Perhaps the most significant adjustment is the shift from Italy’s Servizio Sanitario Nazionale (National Health Service) to employer-sponsored insurance plans. While this creates additional direct costs and administrative complexity, it also offers the opportunity to design competitive benefits packages tailored to your industry and employee needs.

Benefit Design Flexibility: The US system provides greater flexibility in designing compensation packages, allowing Italian employers to differentiate themselves through benefits that align with their company values and employee expectations.

Administrative Complexity: Managing US benefits typically requires more administrative resources and specialized expertise compared to Italy’s more standardized systems.

Regional Variation: Employment costs can vary significantly by state and locality in the US, requiring careful consideration of location strategy and regional cost differences.

At Foothold America, we help Italian businesses develop cost-effective employment strategies that strike a balance between competitiveness and financial sustainability, leveraging our deep understanding of both Italian and U.S. employment practices.

Employment Law Framework: Navigating a Different Legal Landscape

Understanding US employment law represents one of the biggest adjustments for Italian businesses expanding to America, as the frameworks differ fundamentally in both approach and specifics. While Italy operates with the Statuto dei Lavoratori (Workers’ Statute), extensive worker protections, and comprehensive statutory requirements, the US system offers more employer flexibility with fewer federal mandates.

The At-Will Employment Doctrine

Perhaps the most striking difference is the US concept of “at-will employment,” which means either the employer or employee can terminate the employment relationship at any time, with or without cause, and with or without notice. This contrasts sharply with Italian employment models, which feature extensive protections against termination (reinforced by the Jobs Act reforms), notice periods (typically ranging from 15 days to 6 months, depending on tenure and role), and strict requirements for valid termination reasons.

While this appears to give US employers significant flexibility, the reality requires careful navigation. Employers must still comply with federal and state anti-discrimination laws, and many states have created exceptions to at-will employment through implied contracts or public policy considerations. Additionally, termination practices can significantly impact a company’s culture and reputation in ways that may be particularly challenging for Italian businesses, which are often accustomed to different employment norms.

Comparative Employment Law Framework

Italian businesses must adapt to these fundamental differences while maintaining their corporate values and culture. This often involves creating policies that bridge the gap between Italian employment philosophy and US legal requirements.

At Foothold America, we help Italian companies successfully navigate these differences by developing employment frameworks that maintain their core values while ensuring full compliance with US requirements. Our experience with numerous Italian businesses entering the US market provides valuable insights into effectively balancing these competing considerations.

Understanding US Salary Practices: A New Compensation Landscape

Moving from Italian to US compensation structures requires more than simple currency conversion. Dramatic regional variations characterize the US salary landscape, and compensation structures differ fundamentally from those familiar in Italy.

Regional Compensation Variations

The US market presents regional salary variations that exceed anything typically encountered across Italian regions. While salary differences between Northern Italian cities, such as Milan, and Southern areas might range from 15-25% according to ISTAT data, US regional variations can reach 50-100% for identical roles. Cities like San Francisco, New York, and Seattle command significant premiums over mid-sized markets, while differences in state tax structures further impact take-home pay.

“The regional salary variations in the US often shock our Italian clients,” notes Angelique Soulet-Bangurah, PHR, Head of EOR Services & Talent Acquisition Lead at Foothold America. “A software developer role might command $180,000 in San Francisco but only $90,000 in a smaller market like Nashville or Salt Lake City. This requires completely different compensation strategies depending on where you establish your operations.”

Major Market Tiers

Tier 1 Markets (40-75% above national average) The highest-paying markets in the US demonstrate a clear connection to specific industry concentrations and venture capital presence. The San Francisco Bay Area leads with tech salaries soaring 70-75% above national medians, driven by a dense concentration of tech giants and startups. New York City follows, with salaries 60-70% above national averages, driven by its unique combination of financial services, media, and a growing tech presence. Boston commands salaries 50-65% above national medians, particularly in life sciences roles, while Seattle rounds out this tier with tech compensation 45-60% above national averages.

Tier 2 Markets (15-35% above national average) Second-tier markets offer an attractive balance of substantial compensation and moderately high living costs. Washington, DC, anchors this group with government and defense sector salaries 25-30% above the national median. Los Angeles aligns with this tier due to its high entertainment and media technology salaries, which average 20-30% above national figures. Austin has emerged as a compelling tech hub, offering salaries 15-25% above national averages while benefiting from Texas’s lack of state income tax.

Tier 3 Markets (At or near the national average) These markets often provide the best salary-to-cost-of-living ratio. Atlanta and Dallas have cultivated growing tech scenes while maintaining lower costs, resulting in strong purchasing power despite slightly lower nominal salaries. Minneapolis and Philadelphia, anchored by traditional industries, hover near national averages.

Salary Structure Differences

Italian compensation typically features higher base salaries with the mandatory tredicesima (13th month) and sometimes quattordicesima (14th month), while US compensation often includes more significant variable elements such as bonuses, commission, and equity. This difference is particularly pronounced in sales, executive, and technical roles.

For example, a sales position in Italy might offer 75-85% of total compensation in base salary with a 15-25% bonus opportunity, while a comparable US role might structure compensation as 50-70% base salary with 30-50% in commission or performance bonuses. Similarly, technical roles in the US frequently include equity compensation, especially in startup and growth-stage companies, creating additional compensation upside not typically available in Italian markets.

Comparative Salary Ranges (2025)

Banking and Financial Operations: Adapting to American Financial Systems

Establishing US banking operations presents unique challenges for Italian businesses, particularly given the stark contrast between Italy’s increasingly digital banking systems and the more traditional, documentation-heavy US approach.

Key Differences in Banking Systems

Italian businesses must adapt to several specific challenges when establishing US banking operations:

Documentation Requirements: US banks require extensive documentation for business accounts, including entity formation documents, EIN verification, and physical identification verification for signatories.

Physical Presence: While Italian banks increasingly offer comprehensive digital onboarding, many US banks require in-person meetings to establish business banking relationships.

Payment Systems: Italian businesses must adapt to US-specific payment systems such as ACH transfers (replacing the SEPA transfers used in Europe) and potential checks for certain business transactions.

International Transfers: Managing transfers between Italian parent companies and US operations involves higher fees, longer processing times, and more complex compliance requirements than many Italian companies expect.

Sales Tax vs. VAT: A Fundamental Shift

The transition from Italy’s 22% VAT system to the US sales tax framework represents another significant adjustment. Unlike Italy’s consistent VAT rate with reduced rates for certain categories (10% for tourism, 4% for essential goods), the US sales tax operates as a complex web of state, county, and city-level taxes, each with its rates, rules, and filing requirements.

Key differences include:

Jurisdictional Complexity: While Italian businesses deal with a single national tax authority (Agenzia delle Entrate) for VAT, US sales tax may involve dozens of different tax jurisdictions depending on where you have economic nexus.

Point of Taxation: Italian VAT is collected at multiple stages with input tax credits, whereas US sales tax is generally applied only at the point of final consumer purchase.

Rate Variations: US sales tax rates vary dramatically by location, from 0% in some states to nearly 10% in others, with additional local taxes potentially adding 1-5%.

Economic Nexus: Following the 2018 South Dakota v. Wayfair Supreme Court decision, companies may have sales tax obligations in states where they have economic activity even without physical presence.

Italian businesses must implement systems to track sales by jurisdiction, determine appropriate tax treatment for each transaction, and manage potentially dozens of different tax filings and payments. This complexity often requires specialized software and expert guidance.

Cultural Differences in Business Practices

The cultural differences between Italian and US business practices extend beyond surface impressions to fundamental approaches in communication, decision-making, and workplace dynamics. Understanding these nuances is crucial for building successful relationships in the American market.

Communication Styles and Business Language

Italian business culture emphasizes relationship-building, formal courtesy, and contextual communication, while American business communication often prioritizes efficiency, directness, and results-oriented language. Here’s a comparison of common business phrases:

Italian businesspeople often find American communication more direct and time-pressured than they’re accustomed to, while Americans may interpret Italian relationship-focused communication as inefficient or unclear. Understanding these differences is essential for successful cross-cultural business interactions.

Meeting Culture and Presentations

Italian and US business meetings differ in style, structure, and expectations:

Business Relationship Development

Building business relationships follows different patterns in Italy versus the United States:

Understanding these cultural differences enables Italian businesses to navigate the US market more effectively, thereby avoiding misunderstandings and fostering stronger relationships with American partners, customers, and employees. At Foothold America, we offer cultural integration support to help Italian companies successfully adapt to US business norms while maintaining their distinctive Italian values and strengths.

Conclusion: Crafting Your Italian-American Success Story

Expanding from Italy to the US market represents both a significant opportunity and a complex challenge. Success requires careful planning, substantial resources, and a thorough understanding of the differences between these distinct business environments. While Italian businesses enjoy excellent reputations for quality, craftsmanship, and innovation in the American market, these strengths alone aren’t enough to guarantee success in a landscape that differs fundamentally in scale, structure, and culture.

The key to successful expansion lies in thorough preparation and partnership with experienced professionals who understand both Italian and US business environments. At Foothold America, we’ve guided numerous Italian businesses through their US expansion journey, helping them navigate everything from initial market entry to ongoing operational challenges. Our deep understanding of both markets positions us uniquely to support your American dream.

Italian companies bring distinctive strengths to the US market – from design excellence and manufacturing expertise to innovation and a focus on quality. When adapted properly to American market expectations, these qualities can become significant competitive advantages. The most successful Italian companies in the US maintain their core values and distinctive approaches while adapting their execution to American business norms and customer expectations.

Notable Italian success stories in the US include luxury fashion houses like Prada and Ferragamo, automotive excellence with Ferrari and Maserati, and industrial leaders like Pirelli and CNH Industrial. These companies have successfully navigated the complexities of US market entry while maintaining their Italian identity and values, demonstrating the potential for Italian businesses to thrive in the American market.

In the technology sector, companies like STMicroelectronics have established significant US operations, while fashion and lifestyle brands continue to set trends in major American markets. The food and beverage industry has experienced tremendous success, with brands like Lavazza and numerous regional Italian food producers establishing a strong presence in the US.

Ready to begin your US expansion journey? Contact our team of experts at Foothold America today. We’ll help you navigate the complexities of the US market and build a sustainable foundation for your business’s success in America.