Abstract
Supplier of upholstery fabrics and related textiles products and services to manufactures and lead users of upholstered furniture, seats and upholstered surfaces.
When characterizing the upholstery industry, we see that it operates on a B2B basis supplying manufactures with entering goods. At the same time it is a heterogeneous market where players are focusing on differentiation and segmentation. The customers that are supplied by the industry are very different in nature and all have different requirements in terms of price, quality, design, delivery etc. E.g. A company producing blinds for JYSK will not have the same textile requirements for quality and design as a company producing high-end furniture for BoConcept. Textile manufacturers are therefore just as different in nature as the different industries to which they supply. When segmenting the purchase category we define the buy as a high or low revenue impact/business risk and whether the procurement complexity is high or love.
As textiles are critical components in the customers finished products it is being categorized as having the highest customer value impact. In this sense the procurement complexity is seen as high as well as the revenue impact/business risk. Determining which textiles to buy (quality, design, usability, price etc.) will have an effect on corporate performance but also brand image as the textiles are highly visual parts of the finished product.
