IRELAND/INTERNATIONAL. Ireland-based TNS Distribution – one of Europe’s leading distributors of consumer electronics and Apple accessories – is targeting growth in the travel retail channel, with a strong focus on the inflight market.
TNS has partnered with Airport Retail Innovation, the company led by the well-known and highly experienced former Aer Rianta International executive Martin Waldron, in its drive to expand in the channel.
TNS, founded by Irish entrepreneurs Ivan Eustace and John McHugh, is the leading distributor of iPod, iPhone and iPad accessories in Europe, and also handles many leading lifestyle digital brand names.
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High-end consumer electronics brand Klipsch can add a new dimension to travel retail ranges, says TNS |
It will be showcasing a number of these at the Airline Retail Conference (ARC) & Exhibition in London on 30 June/1 July. These include Klipsch, Vuzix, Jivo, Lanchiya (featuring iPig, INinja, iGhost, Amethyst and Hello Kitty brands), Lightwedge, Novero Victor & Victoria, Breffo, Thule and Trexta.
Waldron told The Moodie Report: “TNS is already a hugely successful company, but until now has had a limited presence in travel retail. They see big potential in this channel and have committed to it, creating a separate profit centre and establishing TNS Travel Retail as a division.” That division will be headed by a TNS EMEA Division channel manager in association with Waldron.
“Their three biggest clients are amazon.com, Apple and Dixons, and the latter is one route to market in travel retail, but airlines are another,” added Waldron. “They have a presence on board British Airways and Aer Lingus, but now the challenge is to develop and drive the market. Importantly, TNS has recognised the need to respond to this channel’s requirements for product, packaging, particular pricing and margin.”
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Vuzix brings newness and innovation to the business |
Among the leading brands TNS represents that are targeting travel retail is upscale speaker system brand Klipsch. The brand owner has re-engineered its product range for travel retail and developed a range of items priced from €40 to €400, from headphones to accessories.
“This adds a new dimension to the high-end, branded electronics segment in this business,” Waldron said. “Klipsch is highly innovative, will bring freshness to the inflight range, plus importantly offer margin that airlines want. Travel retail is a brand-driven business, and we are taking new brands into the market.”
Another key brand is Vuzix, which produces consumer video eyewear through which one can view video or presentations, and Breffo, an Irish company that creates podiums for iPhones and which is planning an inflight version of one of its products. Both brands are well suited to the airline market, noted Waldron.
Another key item will be Jivo, TNS’s house brand of headphones, earphones and accessories. Waldron said: “This has good product specifications for inflight, plus the right price-points and margins, and the Ebony range will be chosen for inflight. It’s already available onboard BA and Aer Lingus.”
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The iPig docking station range is part of the Lanchiya range of products |
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Irish company Breffo brings its Spider Podium items to market through TNS |
On the prospects for the TNS portfolio, Waldron said: “The beauty is that TNS can offer price points that suit all airlines, from entry level items for some low-cost carriers, to higher price points that work on board premium long-haul airlines from Europe to the Middle East to Asia Pacific.
“There is something for everyone in terms of price and margin, plus with brands such as Klipsch, a strong branded element that can help raise the profile of the airline offer. And TNS have investigated and understood that inflight is a different market, with some traditional barriers to entry, from sale or return to rules on consignment, listing fees and advertising, plus packaging requirements. But we, TNS and now many of its brand principals see a big opportunity in this channel and look forward to discussing that opportunity with airlines and concessionaires at ARC.”
TNS was recently acquired by global supply chain solutions group PCH International. It will be present at Stand K29 at the ARC Conference, where John McHugh, Tony Bergin and Martin Waldron will be present. Rodger Craig from ii-wines will be offering refreshments at the stand while John Kilmartin from Airport Retail Innovations will also be on-site.
Martin Waldron can be contacted at mwaldron@tnstravelretail.com or on +353 87 2836296.
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TNS Travel Retail will exhibit at ARC with a range of its key brand partners |
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