May 17, 2021

Advertise with us
HOME REGIONS Latin America › INTERVIEW: Robertus van Eck, Intra Industry

INTERVIEW: Robertus van Eck, Intra Industry

by Stuart Wilson, Wednesday 22 July 2015

Wholesale and retail product supplier Intra Industry will participate at DISTREE Brazil & Latin America 2015 this September to identify new partners across the region and continue its global expansion. Intra Industry is a mega-assortment wholesale and retail product supplier based in Shenzhen, China, that offers a one-stop-shop concept for importers and retailers around the world. Channel LatAm caught up with Robertus van Eck, managing director at Intra Industry, to learn more about the company’s plans.

Channel LatAm (CL): What do you want to achieve at DISTREE Brazil & Latam 2015? What are your key goals for the event?

Robertus van Eck (RVE): As a worldwide supplier of technology-related retail products with offices and showrooms in 10 countries and key revenues coming from Europe, North America and Asia Pacific, Latin America has become a new strategic focus area to continue our expansion. We are looking for a few key strategic partners to grow our brands such as Pierre Cardin Tech, Grundig, Polaroid, Duracell and other.

CL: What products will you be showcasing at DISTREE Brazil & Latin America 2015? What do you want distributors and retailers to know about your portfolio?

RVE: We will be presenting our mega-assortment of wholesale and retail accessories that offers a one-stop-shop concept for importers and retailers around the world, focusing on electronics related products. This consists of multimedia, IT, lighting, consumables, audio, phone, energy management and photo accessories. Highlighting our world-class licensed brands such as Polaroid for phone, tablet, IT, audio and photography accessories; Grundig electronics accessories; Duracell lighting, plus Pierre Cardin technology products including smart travel bags, hand bags, laptop and tablet covers - all with integrated technology features.

We want distributors and retailers to know that we are not only offering products, but also brand concepts with retail-ready solutions that have the potential to increase revenues in short term.

New brands

CL: Describe how your channel business has developed in the past 12 months? What trends have you seen and what have been the highlights for your business?

RVE: We have been growing on an exponential basis during the past 12 months, reinforcing our business in our main markets, expanding our business in North America and adding new famous brands to our portfolio such as Pierre Cardin, Polaroid and Michelin.

In order to adapt to the changing market we are collaborating more effectively with channel partners by giving them more of a role in designing channel programmes rather than just imposing them. Our goal is to build a more collaborative model that is flexible, mutually beneficial and easier to scale to better meet customer needs by guiding, supporting and helping business to run with a clever product mix and proactive marketing approach, bring the best products to the market.

Return on capital

CL: Which geographic areas and channels represent the greatest opportunity for growth for your company in Latin America?

RVE: We are highly interested in opportunities throughout central and Latin America. We are looking for reliable business partners to establish a long-term relationship, from small and medium retailers willing to bring their retail chains to a new level with a clear strategy; to importers, distributors or the main players on the retail industry who are interested in implementing and developing top selling brands in order to add value to their portfolio.

CL: Why should distributors focus on your products? What makes your channel proposition better than competitors in the market?

RVE: Our famous brand portfolio offers the opportunity to grow in the short-term, increasing our customer’s return on capital. Our business volume allows us to work with very competitive prices assuring our business partners a large margin and a healthy profitability. That will allow our partners to improve their services toward their customers.

Shenzhen-based Intra industry strives to ensure that their products are compliant with all legal requirements and, if needed, we can adjust customer specifications and tailor our product offering towards them. Inside the quality control office and our own laboratory, tests are performed to ensure quality and safety. In order to optimize this process we collaborate closely with renowned institutions such as Kema, SGS, INMETRO, TNO and TÜV.

We attach great importance to a personal approach, which is very much appreciated by our customers. The skilled showroom staff, travelling salespeople, and customer service representatives give our clients valuable advice about our product range.

CL: Do you have a structured channel programme? Do you offer a strong margin proposition to your partners? Please explain this area of your business.

RVE: We do have a structured channel programme that includes bonus programmes, exclusivity opportunities, marketing funds, special deals, POS materials, PR support and other options available.

Intrinsic value

CL: What sort of support do you offer distributors and retailers in terms of marketing, promotions and channel development activities?

RVE: In terms of marketing we are always listening to our retailers’ needs to offer them tailored promotions to increase sellout and answer their specific local needs. We always provide sales and marketing tools to support and help our partners to grow the business.

Some of the famous brands that we hold have an intrinsic value, which will help our products establish much faster in the marketplace then competing private label brands.

CL: How quickly is your business growing in Latin America? What market trends have you identified that are impacting your business segment?

RVE: During the past years we have been growing in Latin America, but we are far from the end result of where we believe our business and products could be. With our long-term and in-depth understanding of supplying products to developed and developing markets we believe strongly that Latin America has great potential for us and our partners to make a significant impact in coming years.

CL: Is your company channel-friendly? How would you describe your overall go-to-market approach in the Latin America market?

RVE: Our company is extremely channel-friendly; we are open to working with partners to reach customers. Intra Industry takes relationships seriously. We understand that the more successful our partners are the more successful we are.

CL: What else should distributors attending DISTREE Brazil & Latam 2015 know about your company and your products?

RVE: Besides the focus on electronics products at DISTREE Brazil & Latin America, we are recognised as the top European trading company of general merchandise in Europe and we belong to the top five trading groups in the world.

We have 25,000 items of general merchandise in our overall assortment with about 4,000 new items per year. Therefore we also hope to meet general retailers and distributors that work in the fields of automotive accessories, garden, household, home appliances, tools, stationery, outdoor, Christmas, furniture, kitchen, pet, sport, suitcase and travel, winter and others.

Retailers, e-tailers and distributors from across Latin America attending DISTREE Brazil & Latin America can pre-schedule one-on-one meetings with the Intra Industry team during this year’s event.

Media Partnership

We are pleased to confirm that Channel LatAm is an official Media Partner for all DISTREE events in 2015, including DISTREE Brazil & Latin America.

DISTREE Brazil & Latin America 2015, which takes place from September 16-18th in Sao Paulo, Brazil, gathers together hundreds of senior executives from the region’s leading ICT & CE e-tailers, retailers and distributors. Readers requiring more information about DISTREE events in 2015 should contact

Print this page  Recommend this article  Reply to this article   Digg   Technorati

May, 2021

Advertise with us


Register here

Press Releases

Upload your PR here

Advertise with us