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B+D CEO Roberto Crom |
INTERNATIONAL. As it prepares to roll out its 2012 sunglasses and reading glasses collection to the trade at the 2011 TFWA World Exhibition, eyewear specialist B+D is to work “intensively” with new distribution partners to target duty free buyers worldwide.
After several years of double-digit growth in the travel retail market, B+D CEO Roberto Crom now sees the Danish firm at the end of a successful first stage of international expansion.
“We are now distributing our sunglasses and Readers ranges in almost all key strategic retail points in the duty free market, but we have already started planning for the second stage of our international expansion plans,” he explained. “And in addition to strengthening our own sales team, we are already signing agreements with key partners to develop certain geographical areas or market categories where our presence is not as strong as we would wish to be.”
As of July 2011, B+D awarded exclusivity for inflight sales to the London-based agents McG Consultants.
“We have decided to work with Richard McGratty and grant them the exclusive distribution for the worldwide in-flight business (except for the Americas),” continued Crom. “McG has many years of experience working with airlines and has a wide range of contacts – Richard really understands what airline customers are looking for and we are sure that this new partnership will bring positive results. We are optimistic that Richard and his team will develop this very important segment of the travel retail business for B+D.”
Crom added: “We give much importance to the Middle East markets, where we are very pleased to have signed an agreement with regional specialist Meadis. We have built a solid relationship in a very short time with Livio Giuffredi, Mr Wael Shawkat and Mr Emad Elrayes, who are part of this great company, and already we have seen new business develop very quickly. We look forward to keep building this partnership.”
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Sunglasses from B+D’s 2011 collection. The 2012 range will be unveiled at this year’s TFWA World Exhibition
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B+D will also be paying more attention to North America during this growth period, and has hired Jose Chao’s Horizon International Duty Free to handle this region.
Said Crom: “North and Central America and the Caribbean are very important travel retail markets and we will now be working in these markets with Horizon International Duty Free. Jose Chao and Doug Andrews have a wealth of experience in travel retail and understand what duty free retailers in North America and the Caribbean need to ensure a brands success.
“We are really pleased to be working with Jose and his team – his new company already gives us a logistical solution which is very important in this area and we are looking forward to many years of growing sales in this new partnership.”
Selected customers in East Europe, Asia and North Africa will not be forgotten in this new expansion phase, noted Crom.
“Last month, we signed a distribution agreement with the Harston Group to look after customers in these geographical areas, where we have no existing distributor. Margaret Taylor has a great set of products and our brands fit well into their selection. Margaret, Hans Eulenhoefer and the other members of their sales team will be able to take our brands to wide variety of customers.”
Crom concluded: “This second stage of expansion is really exciting for B+D. It is a great honour for us to work together with such prestigious and experienced partners, and we wish all of them the very best in this new challenge. We are sure we will be working with many additional customers as a result of these new agreements. At the same time, we hope to give better levels of service to current customers who will not suffer any changes to our present distribution arrangements.”
Product plans for 2012
B+D will reveal the details of its 2012 collection of sunglasses and reading glasses to duty free buyers at the TFWA World Exhibition in Cannes next month.
Crom said: “The 2012 collection has a wide range of designs to meet the tastes of different consumers – unisex styles are complemented with colourful styles for both men and women.”
B+D’s stand number at the TFWA World Exhibition will be Yellow Village A21.
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