Stefaan Vandooren - Participant 2013-2015
For me, the Prince Albert Fund project was an opportunity to put things into perspective and to confirm my passion and strength.
Role
Stefaan Vandooren’s project consisted in developing the flooring activities of Unilin in South-East Asia.
Responsibilities
Stefaan contributed to the company’s development by focusing on three aspects, namely a clear product and pricing strategy for the whole South-East Asian region, the set-up of a hub in Malaysia to support the commercial requirements and the implementation of a go-to-market strategy for Indonesia and the Philippines.
“First encounters with potential distributors made me realise that the standard value proposition of Unilin did not match the local market requirements, and that our local approach had to be different from what Unilin had been doing anywhere in the world so far”, explains Stefaan. He addressed this issue by making recommendations on competitive pricing and product analyses for the countries in scope.
How he benefited
The Prince Albert Fund project helped Stefaan to improve his ability to address business development issues. His project was a very complimentary experience, allowing him to gain a better understanding of the complexities and practical challenges when growing a business in an overseas market. He also developed solid sales experience, realising what is important to succeed in sales and how to negotiate a deal. This project made him somehow more results-oriented and decisive, confirming his interest in working for a conventional industrial company. “This experience was really a door-opener as Unilin gave me the opportunity to keep on working for them”, concludes Stefaan.
The company – Unilin
Unilin produces laminate floors, engineered wood, vinyl floors, boards, decorative panels, finished products, roofing elements and insulation panels. The Belgian company is part of the American company Mohawk Industries Inc., which is listed on the New York stock exchange. Unilin has 20 production units around the world.
“Stefaan has been able to add value to our Asian activities on the sales and operational sides. Overall, we were very pleased with his contribution. In a relatively short period of time, he managed to have an impact on our top-line performance.”