A French interim manager for an Italian chemical company
The problem:
An Italian company that produces chemicals for agriculture contacts Contract Manager for a managerial support in the development of their sales on the African market.Their aim is to improve sales in the African territory.
Contract
Manager involves Procadres
International, French partner of TMG-transition management group with a
remarkable experience of African markets.
The
solution:
In a short time, Procadres International selects a French manager of Congolese origin with a deep knowledge of the African market and previous experience as Sales director in companies of the same industry.
The Italian
company’s goal is to develop their sales with special regard to the following
countries: Senegal and Ivory Coast for Western Africa and Kenya, Tanzania and Ethiopia
for Eastern Africa.
The interim
manager, together with another Procadres expert, made a survey on the main
countries to single out the companies that may be interested in distributing
Italian chemicals for agriculture.
Following
the survey there was a meeting with the client company where it was decided to
start from Senegal, as that is the country in West Africa where it is hardest
to register products due to the custom laws and the sales network that consists
of mostly small shops.
Subsequently,
the manager went to Senegal to better understand the markets potential and the
specific commercial needs. The research confirmed the initial hypothesis:
Senegal is an interesting market for the Italian client, especially as far as
some specific products are concerned.
A business
plan was implemented, and it highlighted a good potential for both the client
company and the distributor. A local distributor was singled out and after the
signing of a contract, a six months trial phase has started to test and promote
the selected fertilizer.
The goal of
this phase is to allow the products to self-promote, to convince big companies
and small farms of their quality.
Given the good results, two more African markets will be scouted with the same method of commercial strategy.
The most important tasks and services provided:
Testimonial of the client:
We were extremely satisfied with the services and results of the interim managers of aim ad interim management ag. Thank you for your valuable commitment.
Starting position:
The company works in the textile industry and it is one of the most qualified in that field. A family company, very attentive to quality and design, it experienced a quick development when it acquired the licenses of important brands of top-quality female clothing. The property has developed sales abroad since the early 2000s, successfully entering the markets of the former Soviet Union. The company has recently started to work on the Chinese market but in Europe sales are occasional and not continuous. It is not present in the US, Japan, Korea and Australia. The constant drop of turnover in Italy, their main market, and the exit of a key figure in the Foreign Trade area caused the property to reconsider their strategy. It is now crucial to strengthen the Foreign Trade area and to create a solid structure.
Objectives of the temporary Manager:
Activities:
Results:
Starting position:
An Italian
Group active in the manufacturing industry with several companies in Italy and
abroad, decides to sell a subsidiary in East Europe as part of a geographical
repositioning strategy. The
subsidiary is profitable and has a positive turnover, it is also facing further
development thanks to the overall positive economic situation of the country
and to Eu funds for development. The sale
and its details, such as the minimum value of the transaction, are decided by
the Italian holding. Inside the Group there are no professionals available to
manage the operation, both due to the time it takes and for its complexity.
Objectives of the temporary manager:
Activities:
Results:
The most important tasks and services provided:
Testimonial of the client:
We were extremely satisfied
with the services and results of the interim managers of aim ad interim
management ag. Thank you for your valuable commitment.
The most important tasks and services provided:
Testimonial of the client:
The tasks were carried out in a goal-oriented, consistent and very efficient manner. The willingness to work and the commitment of the interim manager from aim ad interim management ag were above average. Despite high time pressure and a demanding starting position, the task was successfully and punctually fulfilled.
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