A leading German window manufacturer had limited control on their online offer price levels and product presentation as they sold mainly to retailers with high dependencies.
They also had no direct access to decision makers – limiting marketing and sales capabilities in growing online business market.
However, they risked relationships with channel partners by bluntly entering the market on their own e-commerce channels.
We were asked to set up an effective e-commerce strategy with clear goals – brand awareness, sales growth, differentiation, and internationalization.
The client also wanted our team to identify and prioritize possible e-commerce channels in their main markets while still mitigating conflict from blunt market-entry.
Our team introduced relevant best practices from cross-industry leaders and conducted analysis per market based on KPIs set by the client and expert interviews. We applied strategic archetypes per country based on respective market position and online potential.
We then built a revenue potential model, including a high-level business case validation and a resource investment plan.
By creating a strategic approach and channel prioritization, the client has a 10.5% p.a. revenue increase due to online channel build-up within 3 years.
By creating a strategic approach and channel prioritization, the client has a 10.5% p.a. revenue increase due to online channel build-up within 3 years.
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