Conquering a market is first and foremost an understanding of its codes
Each market has its own language, customs and expectations.
My role? Deciphering these codes and offering tailored, cross-border solutions.
In my 20 years as Export Director for world leaders in their markets, I've built solid relationships with the key players in the sector: manufacturers, distributors, large groups and SMEs.
I played a key role in the Group's international expansion by opening up unexplored strategic markets and developing innovative products adapted to local needs. (Baltic and North American markets, then North Africa and the Middle East)
I helped launch the Decathlon era by opening the first stores in eastern France. A pioneering market at the time.
One of my greatest achievements was developing a bespoke lock for a major hotel chain in Mumbai.
I took full responsibility for designing a product tailored to the client's specific needs and managed every stage of the project: from sourcing materials to marketing strategy, coordinating with distributors and overseeing production in France.
For five years, one of our locks had struggled to find its audience due to a perception of fragility. I proposed an innovative solution by incorporating it into a robust profile, thus eliminating the main objection from customers.
This transformation was a real game changer: the previously neglected product became a global bestseller, generating between €300,000 and €400,000 in recurring annual sales.
I have successfully led the development of our business in markets with a reputation for being difficult, overcoming logistical and cultural challenges. These include South Africa, Vietnam, Mozambique, Mauritius and Madagascar.
In Algeria and Libya, I implemented a bespoke distribution strategy adapted to local conditions, which enabled us to establish a solid and lasting foothold.
Convincing a partner in Vietnam to import its accessories from Europe rather than turn to China was a major challenge. This partnership proved that superior quality and impeccable service can outweigh the price advantages of Asian competitors.
My collaboration with this partner is the epitome of a visionary partnership. Starting from scratch, we worked together to create a personalised offer perfectly suited to the needs of the Moroccan market. Thanks to close collaboration and a shared ambition, we have transformed this relationship into a strategic partnership that has delivered significant and lasting results.
My partnership with this client started slowly. Over time, sales accelerated, ultimately achieving significant and sustainable results. This demonstrates that humble beginnings can lead to great success.
I have had the privilege of developing collaborations with global industry leaders, such as Technal in Singapore, Schücco in Dubai, and Kawneer in Bombay. These strategic partnerships, founded on excellence and a relationship of trust, have enabled my company to strengthen its presence in high-end and demanding markets.
I found myself in a very tense negotiation. Our key partner had a clear objective: to reduce our prices by 50% at our meeting.
I kept my cool and played my trump card. And in just two sentences, I managed to defuse a very hostile situation.
The result? Not only did we not lower our prices, we strengthened our partnership for years to come.
From Kuwait to South Africa, via Lebanon, I navigated high-risk areas with composure and determination.
In Mozambique, where no one speaks English, I learnt to adapt and find the levers to convince people.
I oversaw the development of a forklift truck capable of moving 800 kg to 1 tonne with just one hand.
This was one of the most complex projects of my career. It required close collaboration between our design offices and those of the customer, as well as strict compliance with European standards and economic constraints.
Raise your ambitions, the world is waiting for you
