Toshiba TEC Europe
The Case
Toshiba TEC Corp. is a prominent provider of information technology, serving various industries such as retail, education, business services, hospitality, and manufacturing. Toshiba TEC Europe, located in Brussels, faced several challenges between 2002 and 2005: its market dominance in the EPOS sector decreased from 50% to 5%, alongside declining revenue and market visibility.
Goals and Methods
We were hired to enhance outreach and visibility with the aim of doubling market share to 10% in Europe by 2005 in the Retail, Hospitality, and Transport & Logistics sectors. We established a new marketing and communications team, offering experts, scenarios, in-house training, and launching the new pre-sales program to key stakeholders in the Retail/Hospitality and Transport & Logistics industries within the EU.
Result
From 2002 to 2010, Toshiba TEC Europe reestablished itself as a leading player in the EU market by securing long-term contracts lasting 10 years with major companies in their sector. This success paved the way for Toshiba TEC to purchase IBM’s Retail Store Solutions (RSS) business in 2012 for 850 million USD. Consequently, this new organization evolved into Toshiba Global Commerce Solutions, which has now regained its top position in the global EPOS market, with 2.8 million POS and Self-checkout units installed in stores across 120 countries worldwide.