CAMA opens its doors to the managers of the future
Students from the ITS Academy Machina Lonati took part in a morning of in-company training, an opportunity to get a close look at the innovation and skills that shape the leaders of tomorrow
Massimo Chiereghin
On Wednesday, 19 November, at its Molteno headquarters, Cama – an Italian company with a strong international focus and a benchmark in secondary and tertiary packaging and end-of-line solutions – organized a new ITS Business Open Day, hosting a large group of students from the post-diploma Business Development Manager course currently held at the Maria Ausiliatrice Institute in Lecco.
The young participants were welcomed by Dr. Annalisa Bellante, Cama’s Vice President, and Marco Galbiati, President of the Metalworking and Mechatronics category of Confindustria Lecco.
Bellante emphasized that, for a company like Cama, innovation is not expressed solely in technical and technological solutions, but above all in the ability to manage human resources in a modern way. She shared a valuable goal with the students: being able to combine training and empathy, integrate and collaborate within a team, thus fostering personal growth within a corporate environment.
The students had the opportunity to learn more about the Cama world thanks to the contributions of Alessandro Rocca, Commercial Director, and Alessandra Butti, Marketing Manager. They were presented with the company’s ongoing internationalization journey: on one hand, a complete overview of the stages that make up the workflow of a sales proposal; on the other, the importance of communication and marketing activities always calibrated to respect the diverse cultural sensitivities of foreign countries in which Cama operates.
They then moved through the aisles of the production department, where they were able to see some of the packaging lines being assembled for various orders, asking specific questions to the technicians who accompanied them on their “live” tour.
It was then time for the students to become active protagonists of the morning: they presented the projects developed for their assigned task, namely designing a commercial proposal intended for a potential new Cama international client located in three different geographic areas.
Alongside them, as ideal and active mentors, were the three Cama sales managers: Alessio Borgo for the US market, Lorenzo Birro for Asia, and Francesco Riva for the MENA (Middle East North Africa) region. Each first presented the general characteristics of their respective areas, then explained what the different “mood” should be when transforming an initial lead into a prospect for whom a project is built, all the way to closing the process with the order definition and thus creating a new customer.
Every market, every area indeed requires its own distinctive commercial approach: less formal and more friendly in the US, where customers take the company’s technological expertise for granted and rely on Cama to create tailored solutions and projects for their current and future needs; Asia, on the other hand, stands out for its more rigorous, methodical tone, respectful of local social conventions and characterized by very long decision-making times; finally, the MENA market, where relationships are based on personal acquaintance, from which trust is developed, but where one must also accept all the prolonged negotiation phases typical of the Arab region.
The students presented their projects, surprising the audience with their command of English and attention to different local cultures, from greetings in the relevant languages to typical gestures such as bowing during Japanese meetings. The presentations were enriched by Cama commercial case histories supporting the slides and reinforcing their credibility. Among the three groups, the Asia Team stood out, winning the award for best presentation, recognized for both content completeness and engagement skills.
The event concluded in a friendly and welcoming atmosphere. The training program will resume in January 2026 with a new session that promises to be even more dynamic and interactive.
