Setting up in Europe
Tanhai Lace — winning market share in Europe
Commercial steering and agent network for a new ready-to-wear segment: 3 new agents, a self-reliant team.
- Client
- Tanhai Lace
- Sector
- Manufacturer of knitted lace (~1,000 employees)
- Markets
- Europe
Context
Increasing market share in a new segment (ready-to-wear) and strengthening the distribution network in Europe. A highly competitive market.
Challenges
- Win market share
- Strengthen and complete the network of European agents
- Unite the local teams around a clear and effective strategy
Solutions
- Commercial steering (a lead negotiator and an export director to lead and manage the European network)
- Targeted recruitment of agents
- Field support (meetings, trade shows, key accounts, marketing and sales tools)
- Structuring of prospecting
- Network management (objectives, follow-up, upskilling of local teams)
Results
- A team built around a new strategic segment
- 3 new agents recruited in key markets
- A team self-reliant in applying the strategy
- Successful negotiations with key accounts and improved customer service
★★★★★
« CBCI knew how to steer and lead our network of agents in Europe with a real knowledge of the field and of the lace sector. »
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