Business model

Joint Venture

Davidoff is a maker of fine tobacco products and accessories including cigars, cigar accessories, pipes, pipe tobacco and pipe accessories.

The challenge

Introduce cigar culture to Asia in an increasingly challenging legal environment as one of the first cigar brands in the region, while adapting to a lifestyle oriented brand positioning from the traditional tobacco-centric approach.

Value added

Developed a network of retail, wholesale and travel retail locations throughout Asia, and a new retail concept, Acanta, for secondary locations resulting in a duopoly for most Asian markets. Put strong focus on CRM and below-the-line consumer engagement to build a long term brand position, with increased agility in adapting to a constantly changing environment.

Key achievements

  • Entered a joint venture with Oettinger Davidoff AG in 2016
  • Omnichannel approach with 18 retail stores, 845 wholesale outlets, 150+ travel retail points of sale, 3 e-commerce platforms
  • Directly operate 6 markets in Asia; Hong Kong, Macau, Taiwan, Japan, Singapore and Malaysia; with distribution partners in Australia, New Zealand, Thailand and South Korea
  • Present in 14 markets for Travel Retail: Hong Kong, Macau, Mainland China, Taiwan, South Korea, Japan, Philippines, Thailand, Vietnam, Cambodia, Malaysia, Singapore, Indonesia and Kazakhstan
  • Winner of Service Retailer of the Year from the Hong Kong Retail Management Association in 2013
  • Successful introduction of spirits in stores to strengthen lifestyle proposition
  • Grew sales 135% y.o.y in 2017