Our achievements
outsourced export service
BUSINESS AND CONTEXT
ETI manufacturer of textile products - knitted laces
1000 Employees - Based in China
200M€ turnover
Strong company presence in North America and Asia.
Their will:
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Increase market share in a new market segment (from underwear to ready-to-wear)
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Strengthen its existing distribution network in Europe in this segment and its reputation.
ISSUES AND IMPLICATIONS
This was a very competitive market segment where the company had less of a presence.
The major challenge was to federate and manage the European teams to implement this strategy, and to reinforce this team with agents in the missing countries.
SOLUTIONS
• We have provided the company with a senior negotiator and an experienced export manager.
• Thanks to our experience and expertise in this field, we have managed teams of agents and helped them to increase the number of key account customers thanks to our support during appointments and training in adapted marketing and sales tools.
• An active search for agents has been set up on the few missing markets.
The mission consisted in managing and animating the network of European agents, hiring new ones, seeking, identifying and chasing new customers and ensuring business development, managing copyright and intellectual property protection, participating in product development, exploring new countries, obtaining direct orders also in Far Eastern countries such as South East Asia and the Middle East where no agent was required.
RESULTS &
outcome
• Team federated around the new market segment
• 3 new agents in the target countries and a more autonomous team to implement the management strategy
• Negotiating with key accounts and improving customer service