In-Car Accessories
How our client used our services to navigate their cashflow challenges linked to rapid growth.
Case Details
Client Sector: Mobile phone accessories
Client Size: $xxxM
Project Duration: Ongoing
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Introduction
The client is a manufacturer of telecommunications devices established more than 20 years ago. They were launching a new product, unique and highly anticipated, and wanted a controlled route to market via e-commerce to ensure their consumers were able to access the products at the same time across all EU markets.
With our help, the client gained immediate sales velocity across 9 countries and a guaranteed product availability using our Poland facility as a European import and staging location.
About our client
Located in China, Europe, America and Australasia, our client has been designing and manufacturing telecommunications devices for more than two decades. Using state of the art processes and equipment, they work with some of the world’s leading brands to develop products that not only push the boundaries of technology but also that of design. Their products can be found in millions of homes around the world.
Why did they need us?
The client had developed a new product, partnered with a huge global brand. While they had existing distribution routes in Europe, they wanted to achieve a number of goals;
- A single point of distribution where the product could be delivered in bulk directly from the factory
- A single point of communication for online merchandising – images, translations and brand management all being the priorities
- Consolidated management of promotions and sales incentives across multiple territories
- Master distribution options for distributors and dealers to be able to pull from local stock in Europe
A traditional distribution set up, where one or more parties are responsible for online sales in each country, would have meant more management time for the client and potentially complexities in the management of their products across the markets, as well as multiple ship-to points.
Why did they choose us?
The client began speaking to us in earnest after hearing about our e-commerce solution. While initially it was that capability that attracted their interest, our ability to connect other services from our portfolio meant that all their requirements could be achieved.
What solution did we create?
Initial set up of the client’s operational structure within SCS took less than four weeks to complete, including the first delivery of stock. First, we tackled establishing the import route and customs compliance, which was handled by our Poland account management and compliance team.
Alongside this, work started immediately with our e-commerce team creating the online listings for the chosen territories, which included provision of master data and images, but also translation and regionalisation of the content. The first product transaction was completed 24 days after contract signature.
What were the results?
The client saw demand in excess of supply for the first twelve months. They were able to execute the sales strategies they desired through our single team, which included marketing campaigns and product discounts at key peak times.
We were also able to assist them with master distribution activities, enabling them to respond to retail requests for the product.
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