In this article, discover how the launch of a complex product can be improved through an approach to presentation that is tailored to the needs of the sales force.
This article is based on the testimony of Elise Ly, who is responsible for operational marketing for professional distribution at Geberit.
Geberit is the European leader in sanitary equipment and has collaborated with Bag PRO to launch its new Duofix support structure in 2025.
The challenges of launching a flagship product at Geberit
In 2025, Geberit has launched a completely revamped version of one of its flagship products: the Duofix support frame, an invisible but essential system for suspended toilets.
According to Elise Ly, «At least ten improvements make the new Duofix support structure even more efficient and quick to install. Beyond these technical elements to be presented, a major challenge awaited the Geberit sales representatives for the product launch.
Weight: 20 kg to be handled several times a day
Before its deployment in stores, the new support structure was presented in a field setting: sales representatives introduced it as a preview during events and activities at points of sale.
This is where a major challenge awaits the sales teams: the new support structure weighs 20 kilograms and can be handled 4 to 5 times daily for its presentation.
Transport and preservation of the product
Managing this product on a daily basis posed a major challenge. The metal angles of the support frame risked tearing all standard packaging.
Elise describes the reality on the ground: «Once the player is off the field, they are put back on the field 1 time, 2 times, and the 3rd time the card is no longer usable.»
Beyond the expected maneuverability to facilitate transportation, a robust and durable cover was therefore indispensable.
Professional presentation
At appointments or during open days at the distributors, the presentation had to be impeccable. The sales representatives’ daily work tools had to reflect the premium image of Geberit.
Bag PRO x Geberit: An important collaboration
A 10-year relationship of trust
The history goes back about 10 years. At that time, Geberit had collaborated with TOP BAGAGE INTERNATIONAL (the former brand of Bag PRO) on a range of release plates for toilets. This first project worked well.
When the need for a solution for the new Duofix support structure arose, Élise turned to Bag PRO.
Contacted at the end of the week with an urgent request, the Bag PRO sales team was very responsive: as early as the following Monday morning, a concrete proposal was presented.
« Baptiste (nldr, commercial at Bag PRO) came in with a few ideas. What was offered to me was a variation on a case made for a client specializing in radiators. And bingo! It was exactly the kind of tool we were looking for. The quote came in quickly for comparison. It all went pretty smoothly and quite quickly.» Elise recounts.
Co-creation and prototyping
Bag PRO didn’t stop at just fulfilling an order. The receipt of a prototype enabled Élise and the Geberit team to test the bag offered by Bag PRO and compare it with a competing solution. The result is undeniable and the Bag PRO solution is chosen.
To begin deployment as quickly as possible and to align with the product launch schedule, it was agreed on a delivery in several installments. «You were rather flexible. The team understood the importance of the launch. We found a compromise that worked very well.» Elise acknowledges it.
The solution: a rolling cover designed for real-life terrain
This cover corresponds in every respect to the philosophy present in all the Bag PRO solutions:
PORTER
The wheels and ergonomic handles provide real comfort during transport. Sales teams particularly appreciated the ease of movement.
PROTECTING
The chosen materials are robust and designed to withstand the impact of metal corners, in addition to protecting the product.
PRESENTATION
The integrated Geberit logo transforms the cover into a communication support. Access to the content is quick and convenient thanks to a strategically positioned zipper.
Concrete and unanimous results
After the implementation of the Elise system, Elise confirms that it has received spontaneous feedback from its sales teams: « Several people told me «It's a very beautiful tool, super practical!» they are really happy. My sales representatives also highlighted the durability of the case. »
The keys to successful collaboration
Elise summarizes:
«A professional collaboration that went well. The Bag PRO team was attentive and adapted to our needs. If I need to implement another tool, I will definitely contact you.»
Conclusion
The Geberit x Bag PRO collaboration demonstrates that a successful product launch involves elements that go beyond the product itself: understanding the real-world situation, involving stakeholders, building tailored tools, and measuring impact beyond just the numbers.
Transform your commercial launch
Are you launching a complex product?
Are you facing transportation, protection, or presentation challenges for your samples?
Bag PRO creates tailor-made solutions to meet your needs.
Baptiste COLOBER
Laurence GAREL
A big thank you to the Geberit teams for their trust, as well as to Élise Ly for her testimony and this collaboration.
