Luxury lingerie to high-tech textiles

Lingerie may be a high end business, but like all other textile segments, margins are under high pressure. Which is why our client hired us to explore opportunities for better margin businesses inside technical textiles, making use of their unique lingerie textile capabilities.

Determine the market together with the client

Our client had very clear ideas about what constituted an attractive business. We segmented the market, profiled the client´s advantage, and clearly defined the selection criteria together with the client. Based on this search profile, we explored opportunities in each of 10 identified segments, going down to the level of contacting potential customers to assess the reality rate for each segment, and determine the market and the potential margins.

Setting the ground for business development

The study inspired the client to hire a dedicated business development manager, who hit the ground running as he could use the databases of market segment and potential customers created and supplied by B&W. We even were able to hand over four requests for quotations that came up in our round of interviews. Now, some 10 years later, the company has made good inroads into the desired sub-segments, and has developed a range of products that offer good margins and limited risk of price-fight competition