The stained-glass dome of Galeries Lafayette, Paris, seen from the shop floor

What we do · 03

Retail & Market Strategy.

Expansion without a commercial architecture is expensive guesswork. We set the strategy market by market: which channels, which partners, on what terms, in what order.

INNOXA: four regions opened through a 360° multi-channel distribution strategy spanning TV shopping, pharmacies, perfumeries and drugstores.

The problem

Getting in is not the hard part. Staying in is.

Winning a listing feels like the finish line. It is the start. Most brands that reach a prestige shelf are off it inside eighteen months, because nobody planned the sell-through: the fixtures, the staff training, the co-funded campaigns, the weekly management that keeps a door alive.

The other trap is doing everything at once. Department store and pharmacy and e-commerce and travel retail and TV shopping, all at half strength, instead of the right mix for each market. A brand that spreads itself thin loses the listing, and with it the buyer’s trust.

How Valérie works

The architecture behind the growth.

Valérie sets the commercial architecture market by market: which channels fit, which partners are worth pursuing, on what terms, and in what order, then manages it against the numbers rather than the hope. The plan is built to be sustained, not just launched.

Innoxa is the case in point: a heritage brand grown through television shopping, pharmacies, perfumeries and drugstores across Taiwan, Benelux, Eastern Europe and Finland, each channel chosen for the market rather than stretched across all of them. Sixty countries of doing this is what tells you which doors hold and which quietly delist you.

35+: Years
60+: Countries
4: Regions, for Innoxa

What this covers.

01

Multi-channel growth strategy

Department store, perfumery chain, pharmacy, e-commerce, television shopping or travel retail: the mix chosen for each market rather than stretched thin across all of them at once.
Innoxa: a multi-channel route across four regions
02

Retail partnerships and shoppable channels

The specific doors worth pursuing, the realistic path to each, and an honest view of which are not worth the cost of getting in.
03

Commercial terms

Margins, support and terms structured so the business works for both sides and the brand can actually afford the shelf it wins.
04

Measurement and optimisation

Sell-through watched week by week, results evaluated, activity adapted: the plan is managed against the numbers so a listing is kept, not just landed.

A buyer meeting at Cosmoprof CBE ASEAN, Bangkok

She is far more than an adviser. She is a strategist, negotiator, connector and operational partner who transforms recommendations into measurable action.

Gérard CourtialFounder and CEO, AGETI and LIO.G.LAB · France

Proven in practice