Untapped potential

When Poë Lucas joined Pandora, the situation was crystal clear: the Wholesale channel had never been treated as a strategic lever.

Teams were operating on instinct, the Retail and Wholesale channels ran in parallel with no synergy. And despite the brand's scale, entire areas remained uncovered.

"We were working with disparate tools, without a consolidated view. Each region did its best, but without a compass."

Worse still: sales resources were not aligned with the territory's actual potential. Some areas were saturated, others forgotten. The lack of proper tools made any analysis laborious, time-consuming, and imprecise.

The trigger: a question left unanswered

Everything changed following an exchange in a committee meeting:

"Why do we have no partners in Tours, when e-commerce orders are booming there?"

That day, no one could answer.

And it was precisely this information gap that drove Poë to initiate a deep transformation. She understood that the company could only structure its Wholesale network by having a clear, unified, and shared geographic vision.

Map, prioritize, decide

Poë then launched a strategic initiative with simple yet powerful objectives:

• Identify cities with high untapped potential,

• Rethink Wholesale coverage to avoid redundancies,

• Help sales teams target more effectively,

• Create visual and actionable tools to guide decisions.

She implemented a rigorous methodology:

1) Trade area analysis

2) Opportunity scoring by territory

3) Interactive mapping of locations, coverage gaps, and competitor networks

4) Clear sales territory mapping, shared between headquarters and field teams

"We didn't want a spreadsheet or an expert tool. We needed something simple, visual, and relevant for the teams' daily work."

An operational approach that transforms daily work

Within a few months, this new approach transformed the way teams work:

• Field teams finally have a consolidated and up-to-date view of the network

• Each sales representative knows their priorities, and can justify their choices

• Retail and Wholesale teams share a common foundation for planning their actions

  Result: less wasted time, more consistency, more performance.

What real impact?

In less than a year, the strategy led by Poë delivered results:

• +28% new partners signed, often in previously overlooked areas.

• -35% time wasted on low-value prospecting.

• +42% qualified opportunities, thanks to more refined targeting.

• Better alignment between Retail and Wholesale, with renewed synergy.

"Before, we sold to whoever we came across. Now, we know exactly who to go after, where, and why."

What was once reactive became proactive. Growth is no longer opportunistic — it is orchestrated.

A model adopted at the European scale

The success was such that Pandora's international teams took notice. Spain, Belgium, Italy: the Wholesale structuring model designed in France is being progressively replicated. What started as an "analytics project" became a strategic management framework, unified and scalable.

The art of connecting data and vision

Thanks to Poë Lucas's vision, Pandora transformed a secondary channel into a structural growth driver. Her territorial approach, grounded in reality and powered by simple yet powerful tools, enabled the company to regain control of its Wholesale development.

"With Galigeo, we have 360° cross-referenced information and a much finer understanding of the field."