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Swarovski: "A Diamond for Everyone"

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Swarovski: "A Diamond for Everyone"

  1. 1. “A Diamond for Everyone”
  2. 2. Case Study “A Diamond for Everyone”
  3. 3. Contents 3 Introduction: The Swarovski Story 10 Focus on Innovation 13 Value Employees 15 Multi-faceted business 20 Creating a magical brand through awe, mystery and genius 23 A luxurious relic 31 Bringing joy to people 34 Summary Objectives This presentation aims to provide information and insight on the “affordable luxury” brand, Swarovski, and to shed light on the lessons that can be learned from how they have build their brand ©XPotential 2010 3
  4. 4. The Swarovski Story
  5. 5. The Swarovski Story Daniel Swarovski’s vision: “Create a diamond for everyone” The Swarovski group is a cut crystal manufacturing company who make a variety of crystal products, now famous for their contributions in fashion and jewellery, making crystals with “the splendour of a diamond” but at a far more affordable price The Swarovski group are a multi-faceted, internationally successful company. 2009 Turnover Figures Turnover 2009 2.25 Billion Euro Tyrolit Business (Cutting and grinding) 0.39 Billion Euro Crystal Business 1.77 Billion Euro Optic Business (Lenses, binoculars etc) 0.09 Billion Euro Although their industrial product businesses are also successful, the name Swarovski inspires a more emotive response. The magic of Swarovski comes from their mysterious and unrivalled craft and the ability to bring a sense of wonder and glamour into the lives of consumers (and not just the wealthy). Today the brand’s strength lies in its association with the abstract concept of “luxury” thanks in part to strong links to the high-fashion industry. However, over a century ago, founder Daniel Swarovski started his business with a stronger focus on the tangible; technological innovation and never-before-seen quality. ©XPotential 2010 5
  6. 6. The Swarovski Story Beginnings:  Daniel Swarovski was born in Bohemia in 1862. It was one of the top manufacturing centres for glass & crystal, and Daniel’s father owned a small factory/shop cutting crystal  In 1892 Daniel registered a patent on a machine, which for the very 1st time, made it possible to cut crystal to perfection. It was extremely fast & “clearly” more precise than the manual labour & exhausting work commonly used at the time  In 1895, Daniel Swarovski founded a company based on this machine, in Wattens located in the Austrian Alps, far enough away from their competitors around Bohemia and safe from imitation, and there were excellent trade routes to fashion centres, especially Paris, where crystal jewellery stones were in great demand.  They sold incredibly well at fashion houses as well as to many jewellers. For this reason, Swarovski concentrated initially on the production of jewellery stones & beads. Soon after, many other products were added.  Today, Swarovski is still a private, family-owned company  “Crystal can sound a bit old-fashioned and grandmotherly so we at Swarovski have worked very hard to keep it modern” Brandchannel review, May 2009 ©XPotential 2010 Swarovski with his invention The Swarovski factory in Wattens (1900) 6
  7. 7. The Swarovski Story Key Moments 1987: The Swarovski Collectors Society (SCS) is founded in response to thousands of requests from crystal lovers all over the world. It is now 450,000 members strong and still growing. 1935: Daniel’s oldest son, Wilhelm, produces the 1st prototype pair of binoculars, laying the foundation for Swarovski’s Optic Products division. 1989: The unveiling of the Swarovski line of Haute Couture accessories and decorative crystal Objects D’arte at the Hotel Crillon in Paris. These pieces were created by the top designers in the world such as Ettore Sottsass, Stefano Ricci, and Herve Leger. This is the Company’s “Top of the Line” product, often produced in limited quantities at prices in 5 figure range, not for the average collector. 1965: The Company starts producing chandelier crystals & prisms under the Strass trademark. 1976: The 1st member of the Swarovski crystal animal menagerie is created and production of Crystal paperweight & key rings begins. 1992: The Company launches its 12-piece Selection Collection by well-known contemporary designers. Produced in limited numbers, more affordable, but still very, very expensive. 1977: The Company launches its own jewellery line under its “Jeweller's Collection” label. 1979: Swarovski establishes itself in North America by opening a branch in Cranston, Rhode Island. Currently, it is the major headquarters for the North American operations. 2000: The Daniel Swarovski Paris Paradise Line is introduced. 2006: Launch of current brand campaign, “The three graces” – based on the mythological embodiments of radiance, joy and opulence, reflecting Swarovski’s strategic platform, “Poetry of precision” ©XPotential 2010 7
  8. 8. The Swarovski Story The Brand Strategy:  To achieve growth with passion for brand, excellence for consumer and innovation for business  Passion for brand – need for brand identity and unique brand language with quality PR collaboration and consistent implementation on communication front  Emotionality of products - medium (jewels with a soul) lots of levels and light effects   When Swarovski started, branding was not a core concern for the company. However, nowadays with growing competition from cheaper manufacturers in China etc., Swarovski need a brand strategy to stand out, but one that remains true to the values of the company before the brand: innovation, quality and merit 'For a long time Swarovski didn't "brand" its product,' Nadja Swarovski, Vice President of International Communications, says. 'And back then it wasn't really about branding as it is nowadays. We had to develop a hard-core communications strategy – a PR strategy – which we pitched to the editors and designers.'  ©XPotential 2010 8
  9. 9. Official website: ©XPotential 2010 9
  10. 10. Focus on Innovation
  11. 11. Focus on innovation The quest for perfection and innovation is one of the main drivers of Swarovski Swarovski sprung from the innovation of their original cutting technology, and innovation has remained a key aspect to their business throughout; always being open to opportunity and change, which has helped lead them to be a successfully multi-faceted company Swarovski’s Steps: Technological innovation is still one of Swarovski’s greatest strengths. Today, continued research into new technologies and quality of the stones have contributed towards Swarovski’s renowned reputation for quality and workmanship. The Lessons: Continue to invest in advancing your product and making it the best to create a strong foundation for a reputable brand ©XPotential 2010 11
  12. 12. Focus on innovation Swarovski’s Steps:  In the 1990s, the company had to evolve its positioning again, this time to pick-up the  In the 1970s recession, demand for glamorous fashion aspect that had become gemstones depleted. Whilst fiddling with over-shadowed by the successful but “kitsch” some chandelier components, Manfred figurines. Swarovski (then chairman) realised they could be arranged to resemble a mouse and  Swarovski had a history in fashion that developed this new innovation for use of consumers were unaware of (e.g. working crystals to prop up the company with sales with Coco Chanel), which Nadja Swarovski of figurines. Through this innovation came pushed the company to redevelop, through one of the companies biggest salestargeting young and edgy designers to work generators. Before this, the company had with the products never ventured into consumer retail market. The collection that developed from  This new strategy was a real departure for the this first mouse brought the Swarovski traditional, conservative company (much of brand name to consumers for the first time Swarovski's profits come from its cutting machinery and the fibre optics in cat's-eyes).  By 1989 the crystal animals were so popular that Swarovski established a Collectors Society, which quickly attracted 300,000. In light of the animals’ success, the company changed its logo (formerly edelweiss) to a more elegant swan symbol – an innovation in itself, showing the The Lessons: company’s embrace of change and In order to continue growing, companies need to evolution be open to change and to new opportunities and invest the efforts in them to reap the rewards ©XPotential 2010 l 12
  13. 13. Value Employees
  14. 14. Value Employees Swarovski’s Steps:  Swarovski’s values of bringing luxury and joy to normal people extend beyond the product. From the start, Daniel Swarovski showed consideration and class in business.  Swarovski's corporate culture: Daniel Swarovski, technical genius, humanitarian, and founder of the company, had a crystal-clear vision that went far beyond financial or corporate ambitions. He wanted to build a democratic company that could offer all employees a life of dignity and self-respect, of social harmony and cultural experiences.  “Our fellow workers are our fellow humans. We need to value each individual as a human being, and help him or her to lead a fulfilled life in honour and dignity.” The Lessons: A considerate corporate culture make the company more appealing on a holistic level, with employees performing better in a positive environment. The brand message will be stronger if it is honest and consistent with all aspects of the business. ©XPotential 2010 14
  15. 15. Multi-faceted business
  16. 16. Multi-faceted business Multi-faceted is a word constantly related to Swarovski, not only to the properties of their cut-crystal, but also to the diversity of the business.     Present in over 120 countries Two major businesses: one producing and selling loose crystal elements to the industry and the other creating designdriven finished products. Swarovski’s own brand lines of accessories, jewellery, and home decor are sold in all major fashion capitals Exclusive Daniel Swarovski accessories collection has become the company’s couture signature. Businesses also include: – Tyrolit® grinding tools – Swareflex road safety reflectors – Swarovski Optik precision optical instruments   Swarovski’s crystal manufacturing technology stretches across all manner of uses, so the business’s eggs are never all in one basket. Having such a broad offering could lead to a diluted brand, however, the brand strives to maintain a consistent communication and PR that will support all categories, portraying their values of luxury, quality and technological advance This has helped them become a leader in all divisions. Swarovski is the global market leader in loose crystal; crystal objects, jewellery and accessories; precision optical equipment through its Swarovski Optik subsidiary; bonded grinding and dressing tools through its company Tyrolit; gemstones and created stones; and road safety products through its company Swareflex. ©XPotential 2010 16
  17. 17. Multi-faceted business Swarovski’s Steps:  Fashion: Trimmings: debuted in 1931, the trimmings provided crystals in ready-to-use formats for edges, borders and hems. The gemstones were of such good quality, they were often mistaken for diamonds  Chandeliers: Swarovski began producing crystal chandelier components in 1965, which were used in prestigious décor such as Metropolitan Opera House in New York City and France’s Palace of Versailles. In 2009, Swarovski bought Schonbek (major chandelier manufacturer) and is still working with top chandelier designers and hoping for growth in this category, especially having worked with renowned and innovative artists who bring credibility and a modern perception  Miscellaneous embellishment: haute couture dresses, handbags and shoes, license plates, iPod cases, cell phone faceplates, personalized baby bottles, pet collars, Havaianas flip flops, Phillips Swarovski-encrusted USB flash drives and $50-per-bottle Bling H20— water packaged in bottles encrusted with Swarovski crystals. The Lessons:  Be innovative in making your product more useful to appeal to the consumer.  Engineer the best partnerships for vicarious credibility, creating a versatile, quality and easy to use product will expand opportunities as far as your imagination and openmindedness can reach ©XPotential 2010 17
  18. 18. Multi-faceted business Swarovski’s Steps:  Swarovski have created product lines directed towards teen consumers, such as mobile phone accessories  Tremendous growth in emerging markets such as India and China. Due to the different preferences across international markets, Swarovski have separate design-houses for them, tailor-making collections for different markets (Europe is their strongest market, with the most Swarovski stores) The Lessons:  Use targeted offerings to intelligently reach different markets and become multi-faceted, one size won’t fit all  Thanks to their many facets, Swarovski’s target consumer is “virtually every female from 17-71 in terms of either buying or gift receiving”, by bringing considered and diverse offerings to such a broad range of people, the company has great opportunity for sales. However, the core values of the brand are important enough on a universal level to help it cross categories and consumer groups – being an affordable luxury product Moodie report 2004 ©XPotential 2010 18
  19. 19. Multi-faceted business Swarovski’s Steps:  Some speculated that the company’s diversification has gone too far, however competitors are following suit: Waterford, the Irish crystal company, has dramatically expanded its product line in recent years to flatware, perfume and bed linens  Even though more recent efforts have been made to gain fashion credibility, Swarovski’s animal figurines still provide sizeable revenues  “The perception of quality that we’ve worked so hard to convey seems to be understood by the general public. We have always said that our product is truly multifaceted, so is the customer base. This gives us a unique advantage in the current economic climate to reach out to a broad spectrum of people and provide them with a luxurious yet affordable product” Nadja Swarovski The Lessons:  Investing focus on the growth of one aspect of the business will not necessarily lead to a decline in other areas, if the brand is strong enough  Investing in strong and universal brand communication so that consumers have clear and positive brand perceptions will leave a business with more options and opportunity in challenging times  When a brand’s values include innovation and creativity, any danger of over-exposure, seems outweighed by the numerous possibilities of ever more inventive, elaborate collaborations. 'You reach one peak and you see the next one ahead,' Nadja Swarovski Moodie report 2004 ©XPotential 2010 19
  20. 20. Creating a Magical Brand through Awe, Mystery and Genius
  21. 21. Awe, Mystery and Genius Not only is the Swarovski crystal cutting technology ground breaking and associated with genius, but it is also mysterious and unexplained. This combination of genius and mystery creates an awe in consumers and advances the special position of Swarovski. Genius: quality is valued by the consumers as well as designers  "We use Swarovski stones because they have the most glitter. They are the best in the world at what they do”, Phillip Treacy (established hat designer)  The Swarovski Crystal Society, which began in 1987 takes the company’s reputation for quality very seriously. Today it has more than 400,000 members in 35 countries worldwide. These enthusiasts receive a quarterly magazine and can purchase annual editions and exclusive products. Mystery:  The 79,000 crystals that Swarovski make each day, are made by secret methods.  "It's all very mysterious. Some people do one aspect of the process, then it gets passed onto another division, and never the twain shall meet.” Isabella Blow (fashion consultant) December 1998 ©XPotential 2010 21
  22. 22. Awe, Mystery and Genius Awe and wonder:  Opened in 1995, Swarovski Crystal Worlds is the most visited cultural-tourist attraction in Western Austria. Over 3.8 million people have toured the 20,000 square foot visitor centre, which is entered by walking under the giant's mouth.  Swarovski calls it “a guided tour through a sensual kaleidoscope.” CNN says it is “as fascinating as one of the Seven Wonders of the World.”  An immersive experience such as this serves to enhance the awe and wonder associated with Swarovski that help their crystals to rival the excitement of diamonds without the price Swarovski’s Steps:  Invested in creating a sense of genius (through innovation and technology to achieve the best quality), mystery (by making a point of keeping their methods secret) and awe (through the creation of beautiful products and the popular KristallWelten) ©XPotential 2010 The Lessons: Creating a brand that can inspire awe and wonder in consumers is an investment worth making, as it adds value to the brand far beyond its physical properties 22
  23. 23. A Luxurious Relic
  24. 24. A Luxurious Relic A relic is historically an object that connects the earthly to the holy. Many brands operate on the same principle, by creating a link for the consumer between the product and an abstract concept (e.g. Nike trainers link to urban cool). Through Swarovski’s visible involvement with glamour and luxury, their products connect the consumer with the luxury lifestyle as ancient relics helped people to connect with “heaven”. The brand strategy even talks about medium - “jewels with a soul”. Swarovski’s links to the aspired world of glamour and luxury have taken the following forms: ©XPotential 2010 24
  25. 25. A Luxurious Relic The movies:  Gentlemen prefer blondes  Phantom of the Opera movie chandelier  Wizard of Oz  Moulin Rouge  Titanic  Disney Alice in Wonderland collection The film stars:  Marilyn Monroe sang happy birthday to JFK in a dress with 10,000 Swarovski crystals  During Oscar season Nadja sets up camp in Los Angeles, and stylists can browse the Swarovski jewellery, shoes and handbags with a view to dressing their clients on the red carpet. ©XPotential 2010 25
  26. 26. A Luxurious Relic Swarovski’s Steps:  Having a product with the splendour of a diamond but a much lower price, Swarovski earned a place in glamorous industries such as film, fashion and culture. This might not have been a strategic step at first, but when Nadja Swarovski sought to re-establish and publicise these links, she had a view to heightening the brand’s luxury links to give it extra market value for consumers who want to feel connected with the worlds of fashion, film and glamour. The Lessons:  Aside from a product’s physical properties, connections created through branding to relevant and attractive abstract concepts (in this case, luxury and glamour) can contribute greatly to its value, perception and position ©XPotential 2010 26
  27. 27. A Luxurious Relic Swarovski’s Steps: Culture:  Swarovski Crystal supported the English National Ballet production of The Snow Queen. The costumes are adorned with hundreds of thousands of Crystallized Swarovski Elements, adding light and sparkle to the stage Royalty:  In the Eighties, Diana, Princess of Wales began a trend for hosiery featuring a glittering bow at the ankle, or a row of sparkle up the back of the leg. Thanks to Diana, the company sold millions of adhesive crystals to the hosiery market  Supplied crystals for Queen Victoria's hair ornaments For everyone:  In the public eye, for all to enjoy (‘A diamond for everyone’) always in a high-profile way. For example, their Swarovski crystal star on the Rockefeller Centre Christmas tree in New York City  Enhancing public environments such as JFK airport chandelier The Lessons: Even if a product is used by royalty, designers and film stars, if the right brand communication does not draw attention to this then no link will be made in the consumers’ mind between the brand and luxury. Swarovski make the most of the glamorous associations they establish by making them public, for example placing them in public places such as international airports and publicising cultured sponsorship. Rather than just accepting Diana’s patriotism as “good for brand reputation”, Swarovski took the opportunity to make the link to this advocacy more salient and available to consumers through imitation in high street shops ©XPotential 2010 27
  28. 28. A Luxurious Relic Swarovski’s Steps: High fashion:  Swarovski co-designed Christian Dior's famous aurora borealis stone in 1955  Manfred Swarovski also worked with with Coco Chanel and Christian Dior in the 1950s  "Our product consists of very many facets, but the truth is that Swarovski's heritage really is in the fashion industry."  Although Swarovski had this incredible heritage, nobody really knew about it  "We've always supplied the trade and that's why nobody knew the name until we started to make consumer goods in the mid 1970s”  By the time Nadja joined in 1995, the business was more famous for its kitsch miniature sculptures than anything more serious. Less than ten years later Swarovski was taken much more seriously - a global brand worth €4.6bn, synonymous with cutting edge creativity and high end glamour stretching from fashion clothing to jewellery to red carpet events like the Oscars, with fashion industry supply accounting for more than 50% sales (having doubled), where consumer goods (including the figurines) had been the largest contributor before  Used in collections by Givenchy, Christian Lacroix, Versace, Philip Treacy, Dior, Vivienne Westwood, Thierry Mugler and Julien Macdonald.  The number of “the beautiful people” wearing Swarovski has snowballed, from establishing one admired client, more have followed and will follow The Lessons:  Make the most of your brands’ existing selling points and invest the effort in nurturing and expanding on them. Publicise your strengths; simply having good selling-points (such as designer patriotism) is not enough if they are not maintained, emphasized and communicated to your audience  ©XPotential 2010 28
  29. 29. A Luxurious Relic Swarovski’s Steps: Red carpet, branded event:  Swarovski Fashion Rocks, in aid of The Prince’s Trust (debut 2003)  Glitzy fashion and music event that has taken place in the Royal Albert Hall (£1,500 a ticket)  Attracts designers such as Chanel, Dolce & Gabbana and Stella McCartney, has been presented by Uma Thurman and Samuel L. Jackson, had performances from Blondie, Lily Allen, Alicia Keys and Bon Jovi and a guest list of models, royals and celebrities  Designers at the event use Swarovski crystals in their pieces, and all guests and performers wear them too. As Nadja puts it, 'All the talent involved are our clients.'    For the company to build on its success and compete with low-cost rivals from China and the Czech Republic it needs to promote on merit. Nadja has ensured that Swarovski is at the forefront of cutting-edge fashion; 'We choose very carefully who we work with,' she says 'We work with people where it goes without saying that they're going to create something amazing and beautiful. The designers have complete carte-blanche – but maybe the selection of the designer is Swarovski's quality-control element.‘ "My goal was always to elevate the brand perception, the brand image, to really put the product into the hands of the most creative people in the industries,“ The Lessons:  Take your brand’s attractive characteristics to the next level. By creating their own branded fashion events Swarovski has made their presence in the fashion world un-missable, and worked hard to draw in admired designers and celebrities to all be visible advocates by association.  The company also work hard to ensure that the people they associate themselves with will bring the brand the image that it aspires to. People working with or using the brand who are not employees of the company can add greatly to its appeal and consumer perception, but with a little less responsibility, being clients and not employees ©XPotential 2010 29
  30. 30. A Luxurious Relic Swarovski’s Steps: Luxurious retail:  Travel retail is a key target market as for most luxury and lifestyle brands  Swarovski enjoys success in travel retail (shop-in-shop, stand alone, on cruise ships and in-flight). Their first aim in travel retail is a qualitative one; to improve, renew, upgrade and expand the physical presence of the brand. They expect quantitative targets will follow naturally  Travel retail – a growth area because of the growth of travel. Especially in emerging markets, notably China where there is a strong affinity for crystals relating to feng shui  The expanding number of Swarovski boutiques are the key consumer touch points for experiencing the brand, with a new retail design concept created by admired Japanese designer, Tokujin Yoshioka. They showcase the Swarovski collections in a unique environment. The new Oxford Street flagship store emphasizes the white glove treatment – a more “special” experience for shoppers. Products are also distributed through department store and independent retailers The Lessons:  Swarovski have put consideration into their retailing, choosing design, shopping experience and store placement that enhance the brand’s associations with luxury and glamour (such as designer store layout and travel retail for connections with the high-flyer lifestyle), continuing the products position as a relic linking the consumer to the world of luxury Moodie report 2004 ©XPotential 2010 30
  31. 31. Bringing Joy to People
  32. 32. Bringing Joy to People Swarovski Crystal (excluding Tyrolit and Swareflex) is not a brand that sells on function, the products are intended to make people feel good, and as Daniel Swarovski envisioned, to create a “diamond for everybody”. This sentimental and humanitarian approach is also adopted in the companies efforts to provide opportunity for up-and-coming designers, with the mutual benefit of association. Swarovski’s Steps:  Creative Service Centres in fashion centres around the world, aimed at fashion designers and creative people, and they house every crystal available. They provide trend consulting, inspiration and product information. "Together we can discuss ideas, create new relationships in fashion."  Nadja began to re-establish the company's links with the fashion world, beginning with younger designers who lacked the capital to take their label to the next level. ‘We felt there was so much talent that was not necessarily being supported in the right way and it was only the established houses that constantly got the stage, the acknowledgment.'  A little money can make a huge difference. It might mean the designer can now afford better make-up, or lighting for a show. But “It's not just a oneway street where we provide the product and financial support. We expect innovation in return.” While the collaborations with young designers have done wonders for Swarovski's street cred, the work it does with the fashion heavyweights retains its association with old-school glamour. The Lessons:  Giving a chance to new talent will help to improve brand awareness, create affiliations at the seed of something that could grow much bigger and create a positivity around the brand through helping others ©XPotential 2010 32
  33. 33. Bringing Joy to People Swarovski’s Steps:  Creating a diamond for everyone, not just a product with the aesthetic appeal of a diamond, but with association of glamour and luxury to rival a diamond and to bring that feeling of glamour to a much wider audience  'It never ends, it never stops. My great-great-grandfather's motto was "create a diamond for everyone". It's the democratisation of luxury.' The Lessons:  The appeal of a product extends far beyond its physical properties (though if they are already beautiful then this is a good start!), but investing exhaustive efforts in creating visible associations with attractive concepts such as couture fashion can create a very powerful pull ©XPotential 2010 33
  34. 34. Summary  Swarovski have enjoyed success and market leadership across a plethora of categories through their innovative technology and business approach, maintaining a consistent brand communication through a focus on PR  Although Swarovski’s offerings are diverse, leading to a varied target audience (geographically and otherwise), and their products are tailor-made to appeal to each different audience, the over-riding brand communication of quality, beauty and credibility link the different markets  After coming off the tracks a little and getting over-looked as a maker of twee crystal animals (though dearly beloved by some consumers) Swarovski has successfully re-established its connections to the fashion industry, this time drawing attention to the brand name (where before they were simply a supplier) through designer sponsorship and high profile events. This brand awareness has given the products more value for the consumer, as they are recognisably linked to the world of glamour and high fashion  Swarovski is a good example of living the values of your brand. Daniel Swarovski aimed to create a diamond for everyone; to make a splendid product more affordable in order to bring joy and luxury to people’s lives. In the same vein, Swarovski maintains a considerate corporate culture, and gives a chance to up-and-coming designers. ©XPotential 2010 34
  35. 35. Who are XPotential? XPotential is a brand focused strategy consultancy that helps to align individuals, functions and organisations throughout the world to create and deliver Brand Value. We work with some of the world’s biggest brands to deliver outstanding results. We orientate individuals and teams in the organisations to focus their responsibilities to deliver value to their most important asset - their brand. We are proud to have worked with over 30 companies in over 50 countries and touched tens of thousands of individuals, delivering some of their most impressive business results. We do this through working closely with the leadership of organisations to develop Brand Centric Vision and Strategy through a deep understand of the challenges and opportunities for the Brands and the Company, the Brand Vision and the key audience for change. We then design and implement a programme of brand centric change including communication, engagement, training and follow up. We have worked both cross functionally and also through specific areas including sales, supply chain, innovation, marketing, R&D, finance and HR. ©XPotential 2010 35
  36. 36. “We align individuals, functions and organisations, throughout the world, to create and deliver brand equity” Take a look at our website to find out more about us: ©XPotential 2014 36