Case Study
UK India trade experts case study on Captain Fawcett
Background
Captain Fawcett Ltd. are a UK manufacturer & seller of high-end men's grooming products who had tried entering the Indian market.
Before approaching UK India Trade Experts Captain Fawcett had already initiated the process of registering the business and products in the Indian market. They had spoken to a number of consultants in the Indian market however they were not entirely convinced of their ability to introduce them to the right partners and found the costs prohibitive.
They also found that a large number of consultants offered strategic advice services and there were no company offering support with Business Development & Distributor/ Retailer introduction opportunities.
Client Requirement
Captain Fawcett Ltd contracted UK India trade experts to deliver on the following
To provide a summary outlining opportunities and challenges
Recommend distributors/business partners who can facilitate growth
To provide an overview of the Indian men's grooming market-growth, opportunities...
Arrange Zoom/Teams meetings between Captain Fawcett team and potential partners
Methodology
For the client we undertook a comprehensive research of the Indian male grooming industry. Our research concluded that India’s male grooming industry was poised to reach US$1.2 billion by 2024 at a CAGR of about 11 percent. Our report highlighted the growth in online businesses, owing to the ecommerce push post the COVID-19 pandemic.
We then sought suitable distributors for our client to engage with who would be interested in talking about their products with a view to being their distributor.
Our aim was to find distributor’s/e-commerce retailer’s who had an insight and reach into the premium men’s grooming segment. We found 4 reputable companies who were interested in engaging.
Indian Distributors Found
A leading distributor of international luxury personal care products and have a work force of 3000 strong with 1,500 fragrance beauty consultants, 800 Cosmetic/Full Line Beauty Consultants and 700 back-end staff covering entire India. The company is a key partner for Lancôme in India.
A leading retailer which is a one-stop destination for family's fashion needs with 91 department stores across India. The company houses makeup brands like MAC, Smash box, Bobbi Brown and others. In the fragrance category, they house brands like Ferrari, Armani, Bvlgari, YSL, Arcelia, etc.
A medium sized importer and distributor of cosmetics based in Delhi, India. The company has been in the business of cosmetics for over 16 years since 2004 with a turnover of more than 6 million USD. They have an outreach to over 1200 premium cosmetics and fancy stores across modern trade, general trade channels and online channel partners.
A partner company of a reputable brand in India. They have over 50 stores across India and is one of the commercial successes of UK in India.
Outcome
Out of the four distributors recommended, an agreement has been signed with one importer/distributor, who have a well-established network of contacts, both e-commerce and brick & mortar trade and have insight and reach into the premium men’s grooming segment. They are currently in the process of –
- Feedback on the samples they have forwarded to them in India
- Discussing marketing and branding budgets
- Review purchase plan
We have been working closely with Pervinder and Kiraan at UK India Trade Experts for a few months now. We have been very impressed and reassured with all they have done for us so far. Professional; always on hand to help and quick to reply; and most importantly of all, extremely well connected in areas that interest our company. We would recommend to any business looking to launch into the Indian market.
Joanna VitalCommercial Manager, Captain Fawcett
For more information on how we can help
Pervinder Singh:
p.singh@ukindiatradeexperts.co.uk
p.singh@ukindiatradeexperts.co.uk
