Interim Export Manager projects within mechanical sector by Exportconsultant
Below are three projects carried out by Alberto Scanziani - Exportconsultant as Interim Export Manager in its main area of specialisation: mechanical engineering, across its many segments, including precision machining, metal fabrication, components, industrial equipment and machinery.
Most of my Temporary Export Manager projects have been carried out in support of Italian SMEs operating in the industrial subcontracting sector.
Business development in the EU Market for taps and valves
The company is an SME specialising in the machining of custom-designed light-alloy components using transfer machines, mainly for the HVAC and hydronic sectors.
Project objective: generate new business in the Italian market and, above all, in international markets.
Duration: twelve months, with an average commitment of 12 days per month.
Main project phases
Definition of a sales development plan with marketing and sales KPI targets
Continuous monitoring of market trends and major competitors
In-depth analysis of the target industries and their key European players: hydronics, HVAC, taps and valves, fluid power
Analysis of new industrial sectors for market diversification: electrical and marine sectors
Implementation of modern marketing tools, with extensive use of digital channels to increase the Company's international brand awareness: website revision, corporate communication, email marketing campaigns, Company virtual tour and case studies
Implementation of a CRM system
OEM scouting in the Italian market (secondary objective)
OEM scouting across EU markets: France, Germany, Denmark, the Netherlands, Sweden and Poland
Support for sales agents operating in France and Germany.
Main challenges
A small-to-medium-sized Company with limited experience in business development based on extensive use of digital marketing and, consequently, some reluctance to invest.
A highly unfavourable market environment in 2023–2024 within the main sector, i.e. the residential/building market
Results achieved
revision of corporate communication to support Lead Generation in international markets, achieving response/engagement rates ranging from 13% to 21%
generation of hot leads among leading multinational OEMs in the sector
generation of requests for quotation from leading European OEMs
If you are interested in operational support for your internationalisation process, visit the services section on the homepage of my website, where you will also find the results that can be achieved in the medium term through my support.
Business development in Italy for a medium-heavy mechanical fabrication Company
The company specialises in the production of custom-designed mechanical assemblies for the industrial plant engineering and machinery sectors. The project started in September 2024 and is still ongoing, thanks to the positive results achieved and the relationship of trust established with the company's management.
Project objective: generate new business in the Italian market.Duration: ongoing, with a limited part-time commitment of only 3 days per month.
Main project phases
The project has a strongly commercial focus, as it is primarily aimed at acquiring new customers. No preliminary industry analysis or formal sales plan was required, since the company can serve a wide range of industries, virtually all of which may represent potential target markets.
One of the most important activities is the continuous assessment of demand trends across different industries, in order to identify the most dynamic sectors and increase the probability of generating requests for quotation: from plastics processing machinery to steelmaking, from railways to energy, from metal forming machinery to industrial plant engineering, and many others.
Prospect scouting is a major part of the project and involves hundreds of contacts.
Main challenges
A small Company with limited experience in business development based on extensive use of digital marketing and, consequently, some reluctance to invest.
Results achieved
generation of several dozen requests for quotation
acquisition of new customers, mainly small and medium-sized Italian OEMs
significant diversification across industrial sectors
Business development in Italy, Switzerland and Germany for a precision turning Company
The Company is a small-to-medium-sized SME specialising in bar-turned precision components, mainly used in small precision mechanical parts. Typical applications include valves, nozzles for high-pressure water systems, ball valves, miniature fittings, quick couplings, automation drives and Motion Control systems.
Project objective: generate new business in the Italian and German markets.Duration: six months, with a part-time commitment of 4 days per month.
Main project phases
As a preliminary step, the company website was enhanced in order to improve the effectiveness of its presentation to prospective customers.
A comprehensive mapping of Italian, Swiss and German manufacturers of solenoid valves and ball valves was then carried out, creating a substantial database for subsequent sales development activities.
All the sales and marketing materials, which had previously been lacking, were created from scratch, particularly case studies used in email marketing campaigns.
These campaigns made it possible to attract the attention of OEMs in the sector across the DACH region and Italy.
Results achieved
generation of hot leads among Italian and German OEMs in the sector
subsequent generation of requests for quotation
Why does a SME choose an Interim Export Manager for the mechanical sector?
First of all, I invite you to read the testimonials from entrepreneurs who placed their trust in me. They are industrial SMEs for which I have carried out activities including:
diversification into new industrial sectors;
acquisition of new customers in Italy and abroad, which is always the primary objective of my work;
training of internal sales resources.
Overall, the main benefits generated for this type of industrial Company include:
creation of prospect databases containing several dozen or even hundreds of Companies, which can continue to be used over the medium and long term even after completion of the project;
development of a brand and corporate communication suitable for promotion in international markets and, more generally, creation of the minimum conditions required for effective Lead Generation;
professional approach to international OEMs, together with identification of the relevant buyers and decision-makers;
creation of content specifically designed to approach OEMs and generate interest;
where appropriate, cross-sector exploration aimed at market diversification;
development of a commercial approach based on pursuing demand wherever it exists — a "follow the demand" strategy.
Generating interest and requests for quotation from OEMs always requires a technical-commercial approach capable of attracting attention, making the supplier memorable and progressively building trust.
Are you considering an Export development project in the mechanical engineering sector?
Every mechanical engineering company has different characteristics. Before investing time and resources in international markets, it is essential to understand:
✓ which markets offer the best opportunities
✓ which industrial sectors are growing
✓ how to differentiate your company from competitors
✓ which prospective customers have the highest potential to become medium-term business partners
To address these issues, discover how I work as an Interim Export Manager for industrial SMEs, or request an initial confidential discussion.
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