Case Study
Holland & Barrett
Holland & Barrett have been supplying customers with a range of vitamins and health supplements and food products for over 150 years.
PARTNER SINCE
December, 2020
WEBSITE
MARKETPLACES
Tmall Global
SELLER CATEGORY
Overseas Health & Supplements
Key Challenges
Holland & Barrett were looking for a trusted trade partner to enable their entry into China. They wanted to be able to retain control of their brand and activities within the China market, entering cautiously, but in a way that would ensure steady and strong growth.
BRAND CONTROL
- A trusted trade partner who would allow them to retain control of their brand in market, and provide visibility on activities and sales data.
REGIONAL EXPERTISE
- Needed deeper understanding of ecommerce operations in China and the Tmall Global platform to ensure sales growth.
PARTNERSHIP
Our Approach
When searching for a Trade Partner to re-enter the China market, Holland & Barrett chose Pattern due to our expertise trading on Tmall and insights about the China market. Pattern’s multi-country support, with brand managers in the UK as well as an executing team in China to provide the local insights was of huge benefit to Holland & Barrett from an operational standpoint. The transparent sharing of sales data and optimisation opportunities enabled Holland & Barrett to quickly accelerate sales, and expand within the market.
Results
BRAND CONTROL
- Regained control of brand story and products in market.
- Established the brand as a British heritage brand in China.
- Identified 3 new top SKUs for China market through data insights.
GROWING REVENUE
- Holland & Barrett grew China revenue by 45% YOY 2021-2022.
- Increase Singles’ Day sales by 54% YOY 2021-2022.
- Sell more than 4000 units monthly from top 3 SKUs.
YOY GROWTH 2021-2022
45%
54%
Growth in Single’s Day Sales 2021-2022
4000 Units
From top 3 SKUs Sold Monthly
45%
YOY GROWTH ’21-’22
54%
Growth in Single’s Day Sales “21-“22
4000 Units
From top 3 SKU’s Sold Monthly
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