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凭借在全球的美妆行业专家团队和独特的
个人方法，IBG为所有客户——从知名美妆品牌
到首次推出自有品牌的零售商，通过战略合作
伙伴关系，将愿景变成现实，并将产品无缝地推
向市场。IBG在上海、洛杉矶、纽约、多伦多、荷
兰和巴黎设有办事处。
近期，美妆网邀请到了IBG公司CEO Xavier
Leclerc de Hauteclocque现身说法，或许能为
出海企业带来启示，以下为采访内容整理：
1、IBG在美妆产品的销售通路上，主要有
哪些方式？
IBG服务不同领域及类型的客户，为包括
针对大众市场的零售通路、折扣店、美妆产品
专营/专卖渠道以及美妆品牌在内的客户提供
种类广泛的产品体系，其中，彩妆产品大约占比
35%，护肤及个护产品大约占比 30%，身体及头
发类产品大约占比15%。
2、海外美妆市场当前呈现什么样的特点？
这对中国商家来说有着怎样的机会？
海外市场在各个地区，呈现出广阔而多样
的特点，拉丁美洲与北美、欧洲甚至法国都有很
大的不同。尽管如此，从一开始，我们就将“跨
地域整合”这种方式纳入了思考及布局之中，所
以我们坚信，我们可以支持中国零售商首先开
发本地产品，然后在其他国家或区域推广。
3、贵司寻找合作伙伴的途径有哪些？一个
完整的企业合作流程是怎样的？
作为一个美妆解决方案服务商，我们为每
个客户群体建立了量身定制的合作伙伴网络。
与高端品牌合作或与大众市场零售商合作，是
不一样的。
我们的方法如下：团队会对中国市场进行
调研，并和这些潜在的合作伙伴进行会谈，在成
为我们的正式合作伙伴前，我们会参观他们的
工厂，对工厂的质量和可持续性进行审核。其
中，合作伙伴的可持续性分值对我们而言非常
重要。
在几年前，我们就开始推行一个名叫“持续
精进”的项目，来支持我们的合作伙伴在企业社
会责任（CSR）方面进行提升，以达到客户期望
With a global team of beauty experts and a distinctly
personal approach, IBG empowers all of its clients – from
established beauty brands to first-time private label retailers
– with strategic partnerships that bring visions to life, and
products seamlessly to market. The company has offices in
Shanghai, Los Angeles, New York, Toronto, the Netherlands
and Paris.
Recently, Chinabeauty interviewed IBG CEO Xavier Leclerc
de Hauteclocque, which may bring enlightenment to
overseas enterprises, the following is a summary of the
interview:
1、The main tunnels where IBG sell cosmetics products?
IBG serves a diverse customer base consisting of Mass
Retailers, Discount Retailers, Beauty Retailers and Beauty
Brands offering a vast product portfolio of cosmetic solutions
– 35% Color, 30% Skin & Personal care and 15% Bath & Hair
Care.
2、What are the characteristics of the overseas
beauty market? What’re the opportunities for Chinese
companies?
The overseas market is broad and diverse in each region.
Latin America varies greatly from North America and
Europe or even France. We strongly believe we can support
Chinese retailers to first develop local offerings with product
ranges that could then be rolled out in other countries, as
we would integrate the approach from the start.
3、How does IBG find cooperation partners? Can you
please introduce the complete cooperation process?
As a service company, we build a network of partners
tailored to each customer segment. It’s not the same to work
with prestige brands, as it is to work with a mass retailer.
Our approach is as follows: our team surveys the market in
China and meets with potential partners. During this process
we visit their factories and perform sustainability and quality
tests before selecting a partner.
Our partners’ sustainability ratings are very important to us.
We started a program a few years ago called“Raise the Bar”
to support our partners in getting better on Corporate Social
Responsibilities at the levelexpected by our customers.
4、What are the advantages of choosing IBG to export
oversea?
