Stefania Lucca Gulizia
I am a business consultant with over 12 years of experience in the fashion industry.
Throughout my career I have collaborated with small and medium-sized companies, working side by side with management, dealing with all aspects of commercial management, from the creation of sales networks in Italy and abroad, to the planning of sales campaigns.
I have developed strategies to successfully enter key markets, mainly European ones such as Germany, Belgium, the Netherlands, but also Japan or the United States, identifying agents and distributors in line with the brand positioning. I have dealt with the direct management of showrooms, negotiation with distributors, buyers and the search for target customers. I have a consolidated customer portfolio in Germany in the medium-high range.
I strongly believe that every brand has a unique potential. My mission is to translate this potential into concrete opportunities, simplifying the growth processes abroad. I have a strategic and results-oriented approach, offering customized solutions that help companies grow in the most suitable markets.
Case Study
Expansion in Germany for a total look women's brand
A women's total look company, made in Europe, was unable to enter the complicated German market. With the right strategy, differentiating the areas, I closed an important collaboration with an agent who has been dealing with an area of Germany for several seasons and activated 20 strategic Key Accounts in the remaining area, recording ever-increasing turnover season after season. Trade fairs were scheduled to increase the brand's credibility in the area and to instill confidence in new buyers.
Case Study
Creation of sales network for new knitwear brand
An established Italian company decided to expand its offering by creating a new brand of luxury women's knitwear and to propose it exclusively on foreign markets. After an initial evaluation of the positioning they wanted to achieve, I identified which could be the main development markets. Emphasizing the uniqueness of the product and the quality of Made in Italy, I closed important contracts with agents and distributors in Belgium, Switzerland, Austria, Germany, Ireland and the UK. From the second year we expanded the sales network by adding two key markets such as Japan and Korea with distributors and buyers.
Case Study
High-end single-product focus
For an important Italian company, focused on the creation of high-end women's single-products, which had always only addressed the Italian market, I followed the search for ad hoc commercial partners in various European countries with the relative closing of contracts, with agents who had only high-end companies and target customers in their brand portfolio, accustomed to buying quality products at a premium price. We had to adapt the brand image by upgrading the photo shoot, giving it a more international slant that could attract buyers from all over the world.