Taking a connected-product range from distribution to the shop floor.
Coordinating the distributor, retailer and point-of-sale manufacturer for a connected-product rollout across 16 Harvey Norman stores in Ireland.
See the work, deployment and customer experience in context.
European commercial lead coordinating the distributor, Harvey Norman team, point-of-sale manufacturer, product presentation and launch training
Start with the operating problem.
Securing shelf space was only part of the task. A connected-product range also needed an understandable in-store presentation, local availability and retailer staff able to explain the proposition.
The commercial system behind the result.
Where the opportunity had to work.
How the opportunity moved through the handoffs.
What the work created or where it stands now.
Move the opportunity through the handoffs.
Three practical stages kept the commercial requirement connected to delivery.
Align distributor and retailer
Work with the local distributor and Harvey Norman team to agree the range, launch requirements, stock responsibilities and in-store positioning.
Coordinate point-of-sale production
Translate the product proposition into a bespoke display brief and coordinate the point-of-sale manufacturer through production and installation.
Support the store launch
Bring the product, display and people together through launch coordination and training for distributor and retail staff.
Outcome and current stage.
The connected-product range was rolled out across 16 Harvey Norman stores in Ireland, supported by local distribution, bespoke point-of-sale presentation, stocked products and staff enablement.
The listing was not the finish line
Connected products often need more explanation than traditional shelf items. The local distributor, Harvey Norman team, point-of-sale manufacturer and brand team all had different responsibilities, timelines and information needs.
Rafael coordinated those handoffs: align the range, stock and launch plan with the distributor and retailer; turn the proposition into a display brief; manage the point-of-sale manufacturer; and prepare the people expected to sell and support the range.
Why it matters
The result was a connected-product rollout across 16 Harvey Norman stores in Ireland, supported by local stock, bespoke point-of-sale presentation and staff enablement. The Tallaght launch imagery shows how that work came together on the shop floor. This case illustrates a recurring Frankow principle: a retail launch only becomes useful when distribution, merchandising, external suppliers and people are ready at the same time.
Experience another business can use.
- Retail execution beyond securing a listing
- Coordinating a distributor, retailer and external suppliers
- Supporting sell-through through merchandising and staff enablement
Relationship, role and relevance.
What was Rafael's role in the Harvey Norman project?
Rafael coordinated the brand-side work across the local distributor, Harvey Norman team, point-of-sale manufacturer, launch preparation and retailer training.
Why does retail execution matter after a listing?
Availability, merchandising, staff confidence and regular account ownership determine whether a listing becomes a productive channel rather than a static placement.
