International Market Expansion Action · Knits
International Market Expansion Action · Building a Commercial Structure from Near-Zero
Knit Fabric Manufacturer · Barcelona
Export Manager · European Markets · Trade Fair Strategy · Première Vision
Context:
A young knit fabric manufacturer based in the Maresme textile cluster outside Barcelona — one of Spain’s most active knit production areas who, despite strong domestic sales (over 94% of turnover came from the Spanish market in 2012), had little international presence and no structured export architecture.
The challenge was not product. The range — customised knits for womenswear with short lead times and flexible minimums — was competitive and well-received by major Spanish brands including Zara, Bershka, Stradivarius, Cortefiel and Desigual. The challenge was building the commercial structure, market selection logic and trade fair presence needed to translate that domestic strength into consistent international growth.
The company operated in a highly competitive segment of the European textile industry where responsiveness, production flexibility and proximity manufacturing were increasingly valued by international fashion brands. Its location within the Barcelona–Maresme textile ecosystem provided operational advantages in sampling speed, production coordination and access to specialised suppliers. However, despite having strong technical capabilities and recognised product quality, the business lacked international visibility and structured commercial processes outside Spain. Building a scalable export model required not only identifying attractive international markets, but also creating a repeatable commercial methodology capable of generating long-term relationships with agents, distributors and fashion brands across different regions.
International Market Expansion Action · What was done
· Export network development
Implementation and expansion of the international agent and representative network. Identification of the right profiles for each target market — balancing sector knowledge, client access and commercial discipline.
· Market prioritisation
Analysis and selection of priority markets based on product fit, margin feasibility and strategic potential. Initial focus: France, Greece, Portugal, Germany, USA and Eastern Europe. Progressive entry into Scandinavia (Sweden), Benelux, Turkey and Asia (Thailand, Hong Kong).
· Trade fair strategy
Sustained presence at Tissu Premier (Lille) across eight consecutive editions: 2013, 2014, 2015 and 2016 — building brand recognition and direct client relationships in the European market.
· Prospecting missions
Commercial prospecting visits to London Textile Fair and Première Vision New York. Active participation in institutional trade missions to the Baltic States, Czech Republic, Slovakia, Romania and Bulgaria.
· Première Vision selection — Paris
Preparation of the full application dossier for the Première Vision selection committee (Paris). The company was accepted and participated for the first time in September 2017 — the most selective and prestigious textile fabric fair in the world, with strict admission criteria based on product quality, innovation and brand positioning.
RESULTS
→ Export turnover grew from €305K (2012) to €487K (2014) — +59% in two years
→ Export ratio increased from 5.14% to 5.77% of total turnover in the first year alone
→ France: from €24K to €89K in a single year (+271%)
→ Active commercial presence established in 15+ countries across Europe, Americas and Asia
→ Key markets developed: Greece, Portugal, France, Germany, USA, Sweden, Turkey, Thailand
→ Accepted into Première Vision Paris — the sector’s most selective international platform
→ 8 consecutive Tissu Premier editions · Prospecting visits across 3 continents
Domestic strength does not automatically translate into international results.
What the company needed — and built — was a structured export architecture: the right markets, the right agents, the right fairs, in the right sequence.
The acceptance into Première Vision in 2017 was not a lucky outcome. It was the result of five years of deliberate market positioning, product refinement and trade fair presence — building the credibility that Première Vision’s selection committee requires.
For context on international market expansion action trade structures: ITC Trade Map
Industrial B2B Consulting | International Market Development | Textile Export Expertise
