SKANDICA is a furniture brand of the Grupa Chrobry sp z o.o. - manufacturer with Scandinavian-inspired designs, based in Poland.
Before our collaboration began in 2017, SKANDICA operated primarily in the domestic market and had no established presence across Europe. The company at this time lacked international recognition, especially in the B2B space.
Product Curation
Reduced SKUs to a focused, high-potential offer tailored to European buyers
B2B Marketing
Developed multilingual campaigns, boosted social visibility, and created a dedicated B2B platform section
Digital Integration
Supported API integration with clients to simplify operations
Sales Materials
Built structured pricing sheets, datasheets, and catalogs in XLS format
Sales Systems
Established scalable sales processes, CRM workflows, and onboarding flows
Our Strategy
We implemented a complete export growth strategy, focusing on:
To turn strategy into action, we followed a structured and collaborative implementation process that aligned with SKANDICA’s internal capabilities while laying a scalable foundation for future growth.
Phase 1: Data Analysis and Benchmarking
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Conducted a comprehensive audit of the existing product range, pricing, and sales performance.
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Benchmarked against competitors across the European furniture market to identify pricing gaps, product relevance, and branding opportunities.
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Analyzed trends in furniture design, material usage, and regional preferences to determine which products had the highest potential across EU markets.
Phase 2: Offer Restructuring and Operational Adjustments
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Pricing Optimization: Developed a tiered pricing structure, offering clear wholesale and retail margins while maintaining profitability.
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Product Selection: Reduced the active B2B catalog from thousands of SKUs to a curated list of high-potential products.
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Packaging & Logistics: Advised on packaging improvements and logistics-friendly product configurations suitable for export and bulk handling.
Phase 3: Marketing and branding efforts.
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Refined Brand Presentation: Curated a consistent visual identity using selected product images that resonated with European design preferences. These assets were featured prominently across all B2B-facing channels
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Dedicated B2B Platform Section: Developed a dedicated area within the B2B panel that showcased selected products, tailored specifically for international buyers.
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Multilingual Campaigns: Created and distributed newsletters to our existing database of industry contacts across Europe, highlighting SKANDICA’s offerings and new collections.
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Seasonal Promotions: Rolled out seasonal campaign initiatives (e.g., spring/summer or holiday collections) to align with buying cycles and increase engagement.
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Social Media Visibility: Promoted SKANDICA regularly via our Instagram account, using high-quality content to attract and educate potential B2B partners.
Results
+300% turnover increase in Year 2, +15% growth in Year 3
3,200+ B2B orders fulfilled across 11 European countries
High client retention and continued growth after our cooperation
All growth achieved without paid ads, relying solely on targeted, organic efforts
Resilience during COVID-19 and economic instability
With the right strategy, even smaller local brands can scale internationally. SKANDICA’s success was driven by clear product-market fit, well-structured operations, and disciplined execution.
Conclusion & Key Takeaways
The Challenge
SKANDICA faced several key challenges:
No international brand recognition
No pricing strategy, catalog, or partner materials
No systems to handle B2B sales, inquiries, or onboarding
Limited marketing reach beyond Poland
