Building a Distribution Network for the Obsessive Brand in the Spanish Market
The project focused on developing and implementing a market entry strategy for Obsessive, one of Poland’s leading lingerie manufacturers, with the objective of establishing commercial partnerships for the distribution of its products in Spain. The primary goal was to build a sustainable distribution network capable of effectively reaching specialist retailers and other relevant sales channels throughout the Spanish market.
The project began with an in-depth analysis of the Spanish lingerie market and the identification of potential commercial partners. As part of the prospecting activities, Tedalian contacted 70 potential distributors and wholesalers specialising in women’s lingerie, intimate apparel and related accessories. For each company, we identified the individuals responsible for purchasing decisions and product portfolio development, enabling us to engage directly with the relevant decision-makers. The partner acquisition strategy targeted both nationwide distributors and regional companies operating across Spain’s key commercial areas.
The next stage involved a multi-step sales campaign combining telephone outreach, email communication and presentation of the Obsessive product portfolio. Prospective partners received a comprehensive set of commercial materials, including a company presentation, product catalogues and detailed information on the brand’s positioning, product quality, design and competitive advantages. Each prospective relationship was developed individually through systematic follow-up and the collection of feedback regarding interest in the product range and potential opportunities for cooperation.
An important part of the project was the provision of ongoing commercial advisory and support in responding to enquiries from interested distributors. Tedalian addressed questions concerning cooperation terms, logistics, pricing policy, marketing support and opportunities for developing the brand in the Spanish market. For the most promising potential partners, we organised online business meetings during which we presented the commercial proposition in greater detail and actively supported discussions between the manufacturer and prospective distributors.
Scope of Activities
- analysis of the Spanish distribution market for women’s lingerie,
- identification and qualification of 70 potential distributors and wholesalers,
- identification of key decision-makers responsible for purchasing and product portfolio development,
- preparation and distribution of Obsessive commercial materials and product catalogues,
- implementation of a multi-stage sales prospecting and follow-up campaign,
- presentation of the manufacturer’s commercial offering in Spanish,
- organisation of business meetings and video conferences with interested partners,
- support during commercial negotiations and coordination of communication between the manufacturer and prospective distributors.
Project Outcomes
The project successfully introduced the Obsessive brand to relevant Spanish distributors and wholesalers and resulted in the development of an extensive database of verified prospective business partners.
Through a professionally managed and highly targeted sales prospecting campaign, the manufacturer gained direct access to selected distributors and initiated commercial discussions with companies offering strong potential for future cooperation. This created a solid foundation for the development of a sustainable, long-term sales and distribution network in Spain.
The project further demonstrated Tedalian’s expertise in building international distribution networks, developing B2B sales and supporting Polish manufacturers throughout their international expansion. By combining local market knowledge, direct access to decision-makers and hands-on commercial support, Tedalian helped create concrete opportunities for the long-term development of the Obsessive brand in the Spanish market.