Insights
- A Newport partner joined the board of an aerospace company
- During the first meeting, the CEO was encouraged to focus on commercial aviation in Asia instead of a current North America and European focus
Action
- The Newport partner shared with the CEO the positive experiences he had with Manufacturer’s Agents (MA) in other companies within the aerospace market
- As a result of these discussions, the credentials of MAs were reviewed in subsequent board meetings
- Based on these reviews, a highly recommended MA in China is agreed upon
- Mutual visits between the companies are encouraged and executed
Results
- The MA identified major opportunities with MRO company in China
- A number of large programs were quoted and won through new MA
- Several years later, the company reported solid financial performance during the pandemic driven by a sales mix that reflected more than 50% of its business being generated in Asia
