Privately held European leather accessories company, €18M annual revenue
The client sought international growth but faced barriers including limited brand recognition outside their home market, unfamiliarity with regulatory environments in target countries, and concerns about finding the right retail and distribution partners. Previous attempts to launch in new markets had produced minimal traction and no sustainable revenue streams.
We began with an in-depth market selection process, analysing global demand, local competition and pricing trends in luxury leather goods, identifying high-potential regions such as China and Japan. Our team conducted consumer and channel research in shortlisted countries, using focus groups and partner interviews to gauge brand perception and uncover localisation. We helped the client prioritise entry modes, piloting a pop-up shop collaboration with an established department store in Tokyo to test market fit and collect direct consumer feedback. Simultaneously, we negotiated initial wholesale agreements and established compliant logistics for international shipping and returns. The digital presence was localised, addressing language, currency and region-specific payment methods to reduce friction.
Secured retail and wholesale partnerships in two new markets, delivering 18% of total annual revenue after year one.
Brand awareness increased six-fold in Asia-Pacific test regions as measured by social and in-store surveys.
The pop-up concept generated €320K in new sales and justified investment in a full-season flagship store.
The local language e-commerce relaunch for Japan and China drove a 22% lift in conversion versus the previous global site.
Improved resilience and market understanding, equipping the client to pursue further market entries and adapt pricing and assortment strategy to local demand.
