Case Studies
“Building a great business is a series of long term strategic investments rather than a narrow focus on managing short-term results.”
-Tim Schroeder
Luxury Brand Introduction via Flagship New York Showroom
The challenge facing the company was to launch a platform for new product introductions. On average the company would introduce 5-6 design collections per year. The wholesale showroom network lacked capacity to initiate branded launch of full collections with accompanying communications. The solution was to introduce a flagship showroom in the heart of the design district in New York City. At street level, the showroom became a destination location targeting the A&D trade, NY Press and National Wholesale partners. The platform acted as an incubator of brand communication to North America. Over an eleven year period the company launched +75 new collections with +65,000 visitors and an increase in revenue for regional markets +500%. Key developments included specification for international markets, launch of additional international flagship showrooms within the groupas well as engagement with National developers & Hospitality clients. The result of the activities in NY translated to the broader market as a basis of brand engagement across North America.
North American Logistics Analysis
A brand with growing wholesale distribution across North America required an analysis of cost in shipping. With an increasing volume of goods shipped and inflationary pressure on costs of services, management had to reduce the risk of logistics costs eroding margins. The solution was to formalize a structure of open bid to the market across a wide variety of services, including import/export of goods in North America, LTL/FTL regional freight, spot FTL national freight and parcel packed shipments. The structure was designed to assess vendor performance, to reduce costs while maintaining high service levels, and quantify the value proposition of logistic partners. The platform was then transferred to a 3rd party input agent to provide the basis for a repeatable process with clear methodology and improved metrics of communication to all parties. The result was a 4% overall reduction of costs and a process of defining value to performance across a broad range of vendors servicing a variety of shipping needs.
Development of Multi-Channel Route to Market
An analysis of market share for a luxury brand revealed the need to scale brand activation across a multi-channel strategy. The market route of access was limited to a small traditional segment of luxury distribution. At the center of the project was the need to address changing buying habits and the customer journey in a multi-channel marketplace. Analysis of the brand’s strengths revealed points of opportunity across multiple segments of the broader market. Further development of segment targets were defined yielding new routes to leverage growth, ultimately providing higher brand visibility.
Assessment of strategic environment
Market intelligence of competitors and segment leaders
Broader appeal of brand in channel engagement
Rebranding with message of ‘why’ in context to market
Expand market demand at consumer level
Change of company culture regarding digital transformation within the customer journey
Process improvement across entire business model, from product assortment to market programming, communication, price positioning and brand activation strategy
Stand out in the North American Market