Case Study

Board Role Changes Company Focus

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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
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