(UPGS 150 M€ - 3000 employees)

Household products including SDA, cookshop, laundry & storage; Russell Hobbs, Beldray, Salter, Progress, Intempo
brands
• Sales and brands strategy definition
• Answer RFQ and tenders
• Annual conditions negotiation
• Channel management
• Promote the brands and ensure competition knowledge

RESULTS: Turnover 2023 3 Mio € (+20%) & acquisition of 6 major account in various channel.
CONTEXT : Make sure of the development in order to allow a local settlement. Ensure sales development in a
global worldwide pandemic and inflationist context

(IRIS GROUP 4.2 Bn € -11.866 employees)

Plastic, Storage, pet, home appliances manufacturer; IRIS & Kitchen Chef brands.

Significant growth of key accounts multiplied by 6 thanks to:

• Appropriate sales strategy to fit the best market/channel mix

• Enlarge the DIY customers portfolio (Adeo Group, Bricomarché group, Castorama, Mr Bricolage ...) and

specialized shops (Gifi, La Foir’Fouille...)

• Diversification of the distribution through B2B and E-commerce (Amazon, Showroomprivé...)

• Open new markets abroad (Spain, Portugal, Greece, Poland, Romania, DOM TOM...)

Growth of the turnover times 24 thanks to:

• Increase and improve the assortments

• New private label business (Leclerc, Intermarché, Bricomarché...)

• Extra business from tenders

Improve and long-lasting profitability thanks to:

• Annual negotiation of better conditions (shorter payment conditions, reduction of payment risks...)

• Set up of a price policy

• Decrease of unnecessary SKU’s, better forecasting, development of injection efficient and more profitable

SKU’s

• Improve the supply chain (annual tender for forwarders, analyse the best customer/delivery options)

• Resize and adjustment of the staff

RESULTS: Turnover 2003 500 K€ & Turnover 2018 12 Mio € equals 1/2 of the total BU turnover. 95% of the

distribution channels covered.

CONTEXT: International and multi-cultural environment.

Home appliances manufacturer; Arthur Martin, Faure, AEG and Zanussi brands

Appropriate sales strategy to fit the best market/channel mix

• Enlarged the kitchen specialists’ distributors portfolio (Hygena-MFI group, Ixina, Arthur Bonnet, FDBGroup, Chabert Duval...) and DIY (Leroy Merlin)

• Development of the customer portfolio (Wholesalers, Hypermarkets, Furniture distributors, Mail order)

• Optimisation of the brand portfolio

• Annual conditions, assortments and promotion negotiation

• Optimization of the supply chain

• Inside sales team management

RESULTS: Turnover progress 20% between 2000 and 2003. Reached total turnover of 25 M€ in 2003 and

gained 6 new major key accounts.

15% total market share reached