CASE STUDY LUX FABRICS
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CASE STUDY "LUX FABRICS" PROFILE PARTNER COMPANY Specialized in fabrics and covering materials Supplying the luxury retail industry: jewellery, fashion, cosmetics, spirits. Founded in 1924 Based in Massachusetts INTRODUCTION 4 MONTH PROGRAM The EuroDev introduction program is a simple and affordable way for North American companies to test the complex European waters and find out what they don’t know about the market, regarding rules and regulations, competition, margin requirements, and much more. EuroDev was able to assist "Lux Fabrics" with: A dedicated, multilingual sales team, able to organize and run multiple sales trips per year (8 trips and 60 meetings per year on average) Understand EU trends and markets with regards to customer needs, local competition and market structure Identify, select and prioritize key countries within Europe Intensive account management, in the same time zone as the clients Keeping control of the lengthy sales process, around 18 months on average. Back in 2008, "Lux Fabrics" made the executive decision to expand further beyond its two key markets at the time, the USA and Asia, and to start catering products for the Luxury industry. As the majority of luxury brands are headquartered in Europe, it became clear that they needed a physical presence and strong representation where the strategic decision makers of their industry are based: on the continent. After 11 years of working together, "Lux Fabrics" is one of EuroDev's longest partnerships and is still going strong. With a database of almost 2300 leads and over 400 active customers, "Lux Fabrics" is now the second largest provider of covering material to the European luxury industry. Together, they have developed strategic partnerships with major brands. Their largest market is now in Switzerland, with more indirect sales generated worldwide. RESULTS Identify all the stakeholders and gain a better understanding of their intricate relationships in the sales process, from brands to box and display manufacturers, as well as creative agencies/architect firms and shopfitters GAME PLAN As part of the strategic action plan it was identified early on in the process that around 80% of the key brands and specifiers were headquartered in either Switzerland (watch industry), France (watches, jewellery, cosmetics) or Italy (fashion, eyewear), followed by the UK and Germany. All key players were qualified, ranked by order of importance and contacted regularly, until "Lux Fabrics" could raise significant brand awareness and business. "Lux Fabrics" Brands Agency Manufacturer Shopfitter Indirect: 90% Direct: 10% Ilse Davidson Working with EuroDev since 2020 Specialisms: Consumer Electronics | Retail | Healthcare Languages: English, Dutch, German and Spanish MEET THE BUSINESS DEVELOPMENT MANAGER WHAT MAKES EURODEV SPECIAL? Multilingual staff, dedicated to the partner's success The willingness to go the extra mile A full European business development range Cost-effective solutions to grow the European presence Experience and network within the EU markets EuroDev manages the entire sales process: from lead qualification, cold calling, sales meetings and order processing, to after sales service and account management. More than that, being local and keeping a pulse on the industry, knowing key buyers and influencers personally has made EuroDev's contribution invaluable to the North American principals. SALES OUTSOURCING Dedicated sales and marketing teams for North American manufacturers who want to expand in Europe EuroDev, established in 1996 with offices in The Netherlands and France, has a single, defined purpose to help mid-sized North American companies expand their business in Europe. We have created a proven, successful business development model and since our founding, we have partnered with over 250 companies to help them define and meet their European business goals. HR OUTSOURCING Professional employer organization services, HR management and recruiting solutions across the EU M&A CONSULTING Comprehensive buy-side services: research to deal- closing, for companies interested in European acquisitions WHY CHOOSE EURODEV? Welcome Visit our offices in the Netherlands or France Contact us www.eurodev.com +31 546 66 00 00 Address Windmolen 22 7609 NN Almelo The Netherlands VP Retail Stephen Viljoen [email protected] +31 (0)546 660 000
Transcript of CASE STUDY LUX FABRICS
CASE STUDY "LUX FABRICS"
PROFILE PARTNER COMPANYSpecialized in fabrics and covering materialsSupplying the luxury retail industry: jewellery, fashion,cosmetics, spirits.Founded in 1924Based in Massachusetts
INTRODUCTION
4 MONTH PROGRAM
The EuroDev introduction program is a simple and affordable way for North American companiesto test the complex European waters and find out what they don’t know about the market,regarding rules and regulations, competition, margin requirements, and much more. EuroDevwas able to assist "Lux Fabrics" with:
A dedicated, multilingual sales team, able to organize and run multiple sales tripsper year (8 trips and 60 meetings per year on average)Understand EU trends and markets with regards to customer needs, localcompetition and market structureIdentify, select and prioritize key countries within EuropeIntensive account management, in the same time zone as the clientsKeeping control of the lengthy sales process, around 18 months on average.
Back in 2008, "Lux Fabrics" made the executive decision to expand further beyond its two keymarkets at the time, the USA and Asia, and to start catering products for the Luxury industry. Asthe majority of luxury brands are headquartered in Europe, it became clear that they needed aphysical presence and strong representation where the strategic decision makers of their industryare based: on the continent.
After 11 years of working together, "Lux Fabrics" is one of EuroDev's longest partnerships and isstill going strong. With a database of almost 2300 leads and over 400 active customers, "LuxFabrics" is now the second largest provider of covering material to the European luxury industry.
Together, they have developed strategic partnerships with major brands. Their largest market isnow in Switzerland, with more indirect sales generated worldwide.
RESULTS
Identify all the stakeholders and gain a better understanding of their intricate relationships in thesales process, from brands to box and display manufacturers, as well as creativeagencies/architect firms and shopfitters
GAME PLAN
As part of the strategic action plan it was identified early on in the process that around 80% of thekey brands and specifiers were headquartered in either Switzerland (watch industry), France(watches, jewellery, cosmetics) or Italy (fashion, eyewear), followed by the UK and Germany. Allkey players were qualified, ranked by order of importance and contacted regularly, until "LuxFabrics" could raise significant brand awareness and business.
"Lux Fabrics" Brands
Agency
Manufacturer
Shopfitter
Indirect: 90%
Direct: 10%
Ilse DavidsonWorking with EuroDev since 2020Specialisms: ConsumerElectronics | Retail | HealthcareLanguages: English, Dutch,German and Spanish
MEET THE BUSINESSDEVELOPMENT MANAGER
WHAT MAKES EURODEV SPECIAL?
Multilingual staff, dedicated to the partner's success
The willingness to go the extra mile
A full European business development range
Cost-effective solutions to grow the European presence
Experience and network within the EU markets
EuroDev manages the entire sales process: fromlead qualification, cold calling, sales meetings andorder processing, to after sales service andaccount management. More than that, being localand keeping a pulse on the industry, knowing keybuyers and influencers personally has madeEuroDev's contribution invaluable to the NorthAmerican principals.
SALES OUTSOURCINGDedicated sales and
marketing teams for NorthAmerican manufacturers
who want to expand inEurope
EuroDev, established in 1996 with offices in The Netherlands and France, has a single, definedpurpose to help mid-sized North American companies expand their business in Europe. We havecreated a proven, successful business development model and since our founding, we havepartnered with over 250 companies to help them define and meet their European business goals.
HR OUTSOURCINGProfessional employer
organization services, HRmanagement and recruiting
solutions across the EU
M&A CONSULTINGComprehensive buy-sideservices: research to deal-
closing, for companiesinterested in European
acquisitions
WHY CHOOSE EURODEV?
Welcome Visit our offices in the
Netherlands orFrance
Contact uswww.eurodev.com
+31 546 66 00 00
AddressWindmolen 22
7609 NN Almelo The Netherlands
VP RetailStephen Viljoen
[email protected]+31 (0)546 660 000
