IXPA NEWSLETTER January 2025 : Whatever your Operational Challenges are throughout the World, IXPA is the Answer!
Interim management is international. In this newsletter, you’ll discover how companies
with operations across the globe can benefit from IXPA, a leading international organisation
providing Interim Management services worldwide. You’ll also learn who interim managers
are, how they operate, and how they deliver results—no matter where they are in the world.
Expanding Export Sales and Entering New Markets:
The Challenge:
The company, a family-run leader in the Italian textile industry, has built its reputation
on quality and design. Growth was historically achieved through licensing deals with
high-end women’s wear brands. In the early 2000s, the owners set their sights on
international expansion, initially finding success in ex-USSR markets. More recently,
they shifted their focus to the lucrative opportunities in China.
Despite these successes, the company faced stagnation in European sales and lacked
coverage in key markets such as the USA, Japan, Korea, and Australia. Compounding
the issue, falling revenues in their primary Italian market and the departure of a vital
foreign sales team member forced the owners to rethink their strategy. Growing
export sales and establishing a sustainable commercial structure became urgent
priorities.
The Solution:
A highly qualified Temporary Export Manager, provided by Contract Manager, wasappointed to address the situation. The manager assumed the role of Export SalesDirector and worked closely with the owners to implement a strategic growth plan.
Key objectives included:
Leadership & Coordination : Acting as the central point of reference for international business development and managing internal and external Export Sales Department staff.
Market Targeting : Identifying high-potential countries to prioritise efforts for maximum turnover growth.
Sales Network Development : Building a hybrid network of direct sales representatives, agents, and distributors to ensure effective market coverage.
Strategic Review : Evaluating and innovating the existing sales strategy to stimulate growth and increase competitiveness.
Key Actions Implemented: The temporary manager executed a comprehensive set ofinitiatives to meet these objectives, including:
Launching a new external resource for the Middle East and North Africa markets,supported by on-site visits.
Transitioning the Chinese agent to a distributor role to enhance local marketpenetration.
Streamlining distribution in Azerbaijan through regular engagement with keyaccounts.
Mentoring and preparing a junior team member to lead the upcoming US marketproject.
Planning and coordinating the company’s commercial entry into the US, includingtrade show participation.
Assessing and initiating sales efforts in previously untapped markets.
Hiring a back-office support resource with potential for future roles in exportmanagement.
Revising sales policies, implementing control systems, and addressing legal andcontractual matters.
Aligning with the Communication Department on marketing materials, such as catalogs, websites, newsletters, and customer follow-ups.
Conducting international business trips to explore distribution opportunities, present samples, secure orders, and gather procurement plans from clients.
The Results
Contract Manager’s intervention yielded significant and measurable outcomes for the company:
A 30% increase in orders within the first six months, resulting in a 24% boost in turnover.
Sustained 30% turnover growth at the conclusion of the project, alongside successful entry into key strategic markets such as the USA.
Strengthened relationships with existing customers, acquisition of new accounts, and improved internal processes supporting export activities.
The company now operates from a solid foundation, continuing to implement the strategies and systems introduced by the Temporary Export Manager.
This intervention has positioned the business for sustainable growth in international markets.
Who are IXPA?
IXPA consists of 19 partners with offices in 29 countries across five continents who together
deliver interim management solutions globally. Focussed on the senior interim management market, our assignments are mostly business-important and boardsponsored.
Our motto: « Excellence in Worldwide Interim Management assigments » If you would like to discuss how an interim manager from IXPA can support you to deliver your business objectives please get in touch.