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INTERVIEW

Duty free Toulouse

EM: What structure do you have in China? GL: Our subsidiary is based in Beijing and we are opening two other offices, the first in Shanghai, to be closer to our clients. The Chinese team, which will have a staff of 100 before the end of the year, is 100% Chinese with very close collaboration with the head office and the management based in Hong Kong and Paris; all the key people in the team speak English to have daily exchanges; we also organize events in France for China, with the next one now in September. When there are major events in China, one or two people from the head office attend.

We have a very strong collaboration with Alibaba locally and with all the Chinese Internet groups; Alibaba is also very active in Europe, organizing many events to make itself known and to work as closely as possible with the brands. EM: Have you or are you opening other interesting markets? GL: One important element this year is that we are going to open in duty free in Korea, the first duty free market in the world; we already have anticipations of very strong development, thanks again to the influence of Chinese consumers. We are opening our Russian Affiliate now, after opening our Mexican one early this year.

EM: How do you succeed in winning such a large share of consumers? GL: Filorga is a brand which has been able to succeed all over the world without exception with consumers having different habits; we are well rooted in Europe: France, Italy, Spain, Germany, Switzerland and Portugal; we are the leader in treatment in Scandinavia, we are very strong in English-speaking countries, in Russia and in Canada. In Asia, China is at the head and we are being well established in many other countries in the Middle East and in South America. Filorga is one of the only brands today that has succeeded in all the different channels of distribution. In France for example, it is present in pharmacies and in perfumeries and in the three best-known retailers: Marionnaud, Nocibé-Douglas and Séphora. We have a successful experience in digital, in China; we have entered department stores, although more recently, which is an important future channel of development for the brand. To sum up, Filorga has imposed itself as a high-performing brand and at ease in very different circuits, always in the selective and, of course, in duty free. EM: Does the fact of being a French brand help on markets internationally? GL: Of course, there is an asset in being a French brand, France has been considered for a long time as the cradle of cosmetics, however today being a French brand is far from enough, it also has to be high performing, close to its consumers, capable of meeting their concerns.

EM: The presence of Filorga in duty free is increasingly important, what is your strategy regarding this network of distribution? GL: Travel Retail is an even younger activity for Filorga, as we really started in 2017. But we do have an amazing potential that is currently demonstrated in figures: this year we are going to triple our sales. In Airports, we are supported by our historical partner Lagardère Travel Retail, with whom we began on the French market and since then extended the distribution to Italy, Switzerland,…; two years ago, we also started working with DFS on Hong Kong and we are now looking to expand the distribution internationally with the LVMH owned operator. Overall, as of today, Filorga is listed in 22 airports in Europe. We also have very recently started a partnership with Dufry in Toulouse, and we are contemplating a possible extension in many interesting countries; we began with IDF at Brussels airport in May. We are present on a certain number of airlines, Air France, Alitalia, Iberia, Singapore Airlines, Royal Air Maroc, to name a few. In China we are on all the Chinese companies, with a great exposure of the brand. The on-board sales of the main products - Optim-Eyes, Time-Filler, Meso-Mask, Hydrayal – are very strong. We are having talks with many other airlines. As I was saying, one of our most important objectives this year is to open the Korean duty-free market. We also want to be able to extend our collaboration with Dufry and DFS, and to work with the

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EM - Profumeria Selettiva 8-18  

Edizione Profumeria Selettiva e accessori Lusso E' un'esposizione permanente e aggiornata di prodotti selettivi e accessori di lusso: cosmet...

EM - Profumeria Selettiva 8-18  

Edizione Profumeria Selettiva e accessori Lusso E' un'esposizione permanente e aggiornata di prodotti selettivi e accessori di lusso: cosmet...

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