INTERVIEW: Carlo Albai, TeleQare Europe
by Stuart Wilson, Monday 20 February 2017
TeleQare will participate for the first time at this week’s DISTREE EMEA consumer tech channel event in Monaco. TeleQare’s multinational team provides product design, manufacturing management, quality control, kitting, warehousing and logistics services to global distributors of accessories for mobile devices. Channel EMEA caught up with Carlo Albai, business development director for TeleQare Europe, to get the lowdown on the company’s services and plans for this year’s event.
Channel EMEA (CE): What do you want to achieve at DISTREE EMEA 2017? What are your key goals for the event?
Carlos Albai (CA): The main goal for our first participation at DISTREE EMEA is to introduce TeleQare Europe to the relevant EMEA channels, explain the wide range of products and services we offer, and find new partners in countries for us unexplored. TeleQare operates out of China, with the Netherlands as home base for our European business. As a first step into further expansion of our existing EMEA business, we will use this opportunity to show our brands, concepts and services to the channel.
CE: What products and solutions will TeleQare be showcasing at DISTREE EMEA 2017? What do you want distributors to know about your offering?
CA: We will showcase our core business, which is offering ready for retail solutions for third parties that import mobile accessories - both OEM and ODM - from China. With our international team of managers, engineers and designers we assist many companies in getting their brand on shelf, meeting all requirements that modern retail and local legislation have. We master every aspect of the sample-to-shop process including sourcing, product and packaging development, QC, compliancy, logistics and after sales. We have an eye for detail, ensure no concessions to quality and look to achieve the best result for our customers.
We will also be displaying our brands: Screen Armor tempered glass, imoshion fashionable leather cases, plus our Grab ’n Go concept of customisable tabletop displays with mobile accessories.
CE: Describe how your business channel has developed in the past 12 months? What trends have you seen and what have been the highlights for your business?
CA: We have noticed a market trend showing that many companies look strongly for alternative products or new ways of selling, to stay ahead of competition. Many channels, brands and companies face staggering turnover with traditional products or approaches.
They often look for solutions in the same me-too products like mobile accessories, resulting in crowded shelf-space and margins under pressure, all in traditional consumer electronics, telco and IT retail.
Considering the lack of new technological introductions, TeleQare has introduced a new concept of selling the most popular mobile accessories worldwide into other channels like travel, automotive, hotels, convenience stores and more. This approach is an answer to challenges that many companies face. We succeeded in penetrating many new channels in different countries and grow our business considerably by doing so.
CE: Which geographic areas and channels represent the greatest opportunity for growth for your company in EMEA?
CA: Europe in general. We are based in Holland so we are close to all European regions. Because we offer competitively priced accessories we are able to serve all markets in Europe since the demand for such products is significant in all countries. With our OEM services, we focus on Southern and Western Europe in this first stage of market entry, where traditional high street retail still offers the largest opportunity.
CE: Why should distributors focus on your products? What makes TeleQare’s channel proposition better than competitors in the market?
CA: TeleQare offers solutions to existing needs, rather than products only. We have plug and play solutions for penetration of new channels with existing technology and products - something many distributors look for. With our products and concepts we offer results with minimal investment and efforts. As for our ready for retail solutions, we offer a unique concept in getting your brand to EMEA markets without having all the hassle and costs when doing it in-house. Leave it to the specialists and focus on your core business is our idea behind it.
CE: What sort of support do you offer distributors in terms of marketing, promotions and channel development activities?
CA: We operate in the entry-level part of the mobile accessories market in which strong margins are a definitive requirement. We support our partners in different ways to get our brands on the customer’s radar. Every country and company has different customers and local conditions, so we have tailor-made marketing solutions. We help develop the channel by adapting our products and presentation to local markets, and we also develop products for specific channels and markets. Partnership, knowledge of local markets and flexibility are key words in development of the channels.
CE: How quickly is your business growing in the EMEA region? What market trends have you identified that are impacting your business segment?
CA: Our business in EMEA is growing at a double-digit rate, since we are entering new markets and channels. Unfortunately, we did not only notice positive trends. Many retailers in traditional consumer electronics, telco and IT retail closed, and more business shifted to online. We notice many companies try to enter new channels, for which we have developed the appropriate tools and products.
CE: What else should distributors attending DISTREE EMEA 2017 know about your company and your products and/or solutions?
CA: TeleQare offers tailor-made solutions to your needs with a wide range of products, concepts and services. Focus on growing your business, help us keeping you focused on your core business and realising healthy growth targets. Come visit us at DISTREE EMEA and let us surprise you.
Distributors and channel partners confirmed to attend DISTREE EMEA can pre-schedule one-on-one meetings with TeleQare at this year’s event.