Retail

Finding the Right Partner for an Apparel Specialty Retailer(s) in China 为服装专营零售商在中国寻找最适合的合作伙伴

当服装零售类客户想要进入中国市场时,我们为客户初选潜在的合作伙伴如经销商,并根据客户的条件一层层筛选,挑选出最符合要求的潜在伙伴,安排会议进行合作意向的协商谈判。

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, pre-qualified 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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