Magazine

We interviewed Gaetano Moschini, who shared with us what it means to be the Sales Office Coordinator for both Italy and Abroad.

1. Tell us about your role at Inoxa: what are your main responsibilities as Sales Office Coordinator for Italy and Abroad?

   The role of Sales Office Coordinator is primarily focused on providing technical and commercial support to colleagues working in back-office tasks for both short-term and long-term situations, such as the implementation of sales strategies set by the commercial management.
   My responsibilities also include direct management of various Italian and foreign clients, supporting representation agencies, determining sales prices, participating in trade fairs, and collaborating with the logistics department to plan the shipment of the orders.
    

2. How do the needs of the Italian markets differ from international ones? Are there specific strategies you use to meet these different realities?

   The main difference between Italian and foreign customers is that most Italian clients are furniture manufacturers, while foreign clients are mostly distributors in their national markets. Therefore, one key distinction is the different packaging methods. There are also differences in product usage: for example, the dish rack for upper cabinets is very common in the Italian market but almost unknown abroad, except in rare cases.
   The strategies we adopt are not universal; they are tailored based on the client's needs or geographic area.
   
   

3. What has been the project that gave you the most satisfaction during your time at Inoxa?

   To a question like this, the usual answer is "the next project." This is partly true because a company must always look forward. However, my journey at Inoxa has allowed me to participate in several projects, and the most fulfilling one has definitely been the series of seminars held over many years in the Russian Federation with an important local distributor, which allowed me to understand the needs of a diverse and vast market and to spread the Inoxa brand effectively. Moreover, where possible, we adopted this model in other foreign markets, achieving excellent results both in the short and long term.
   
   

4. What are, in your opinion, the strengths that make Inoxa's products competitive both nationally and internationally?

   The product range's depth and the continuous update of our commercial offer are certainly Inoxa's main strengths, alongside the focus on product quality, which helps minimize complaints and disputes.
   
   

5. Your contact with both Italian and foreign clients allows you to gather lots of feedback: what are the most frequent comments or requests you receive?

   The needs of clients, both Italian and foreign, vary based on their respective markets and the type of client. Price is always an important factor, but the greatest request from customers, regardless of nationality, is to receive the product quickly. In fact, the main need is the ability to achieve a high turnover of materials relative to stock levels; this requires a considerable effort from Inoxa to ensure the production, storage, and order fulfillment are in line with the market's delivery times.
   
   

6. In recent years, have you noticed any changes in client expectations or market trends? How is Inoxa adapting to these changes?

   The main trend related to our products is the decreasing demand for metal wire products in favor of sheet metal or boxed aluminum solutions. Additionally, there is a growing use of epoxy-painted finishes over chrome plating from galvanic treatment. Another trend is the increasing use of environmentally friendly materials, in line with the global “green” policies that are becoming more widespread and important.
    Inoxa is adapting to these changes in a timely and precise manner by developing products and adopting production processes that meet these needs.
   
   

7. What do you appreciate most about working for a company like Inoxa, and what do you think is the most distinctive value of the sales team?

   The aspect I appreciate the most, and what I think has allowed me to express myself at my best, is the freedom to organize the work. Regarding the sales team, I believe that what most qualifies them, besides the professionalism and competence of its members, is their dedication to customer care: a team that is always present and ready to solve problems, from order reception to after-sales service.
   
   

8. Looking to the future, what are your main objectives for Inoxa's expansion in foreign markets? Are there any new markets you are targeting?

   Inoxa’s growth abroad, as well as in Italy, is driven by continuously listening to the market, which influences the updates to our product offerings. Specifically, my vision, which is fully shared within the company, is to develop new solutions for corner base cabinets and tall cabinets.
   As for new sales markets, we are strategically moving forward in North America, where we expect to achieve significant results starting this year.