Retail

Dishes --- Finding the Right Partner for an Apparel Specialty Retailer(s) in China

Background

The client, a Europe-based specialty apparel retailer, had determined its opportunity and positioning in China and had decided to enter the market through a partnership agreement


Solutions / Methodology

•    Identified all potential partners the client could work with

–Identified 20 shopping  malls in Shanghai and Beijing that the client was targeting for entry
–Identified the 700 apparel brands present in those malls
–Researched each brand to identify the 240 partner companies  that these brands are working with, and which have a demonstrated ability to enter top real estate locations

•    Provided a ranked shortlist of partners, based on:

–Partnership models used
–Brand building capability
–Distribution performance
–Portfolio synergies with our client

•    Conducted outreach with shortlisted partners to gauge interest in the client’s brand, styles and overall concept

–Worked with client to produce pitch materials
–Identified and contacted decision makers at key brands
–Conducted initial follow-up, answered questions and coordinated the client’s responses

•    Arranged introductory meetings with 10 interested, prequalified qualified partners in Hong Kong and Shanghai

•    Follow-up after meetings with three partners selected by the client for continuing discussion 

–Facilitate follow-up meetings and communication
–Collection viewing
–Guidance and recommendations around partnership models and terms
–Suggestions of brand development proposals


Methodical Partner Selection Process


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