Strategic Supplier Diversification from China to Vietnam for a Nordic Bathroom Furniture Manufacturer

The client, a Nordic bathroom furniture manufacturer with more than a century of history designing and selling premium products across Europe. For many years, sourcing had been heavily concentrated in China.

The introduction of anti-dumping duties on Chinese imports created an immediate commercial challenge. Rising landed costs threatened margins and reduced pricing flexibility in core European markets. The client needed viable supplier alternatives and needed them quickly.

Vietnam emerged as a strong candidate due to its growing manufacturing base and duty-free access to the EU under the EU–Vietnam Free Trade Agreement.

The client faced a dual problem. First, it needed to identify qualified suppliers capable of meeting quality, volume, and export requirements across four distinct product categories. Second, it needed confidence that Vietnam could serve as a long-term strategic sourcing base rather than a short-term workaround.

Running this process internally would have required significant time, local knowledge, and operational bandwidth, distracting management from core business priorities.

Our team was engaged to lead a structured supplier search and evaluation process in Vietnam. Our mandate was to identify credible long-term supplier partners, benchmark costs and capabilities, and give the client a clear, fact-based view of the Vietnamese supplier landscape.

Supplier requirement definition and scope alignment

Accriona worked with the client to define detailed supplier requirements for each product category. This included quality standards, production capability, export experience, commercial expectations, and logistics considerations.

Market-wide supplier screening

We conducted a broad supplier search across Vietnam, screening candidates through multiple rounds to assess fit against the agreed criteria. In parallel, Accriona reviewed export procedures and trade requirements from Vietnam to Europe, highlighting key differences compared to the client's existing China-based setup.

Data collection and direct engagement

Accriona gathered detailed production data, logistics information, shipment capabilities, and commercial quotations from shortlisted suppliers. This was supported by in-depth research and direct meetings with supplier management to validate capabilities and operating models.

Evaluation and shortlisting

Suppliers were evaluated jointly with the client, combining cost analysis, capability assessment, and business model alignment. Accriona managed supplier follow-ups to ensure timely responses to technical and commercial questions.

Recommendation and decision support

A final report was delivered, consolidating supplier profiles, cost benchmarks, and comparative analysis. Based on predefined criteria, Accriona recommended a shortlist of suppliers suited to support the client's sourcing needs across all four product categories.

The engagement delivered clear, actionable results:

• More than 50 Vietnamese suppliers assessed across four product categories
• 10 suppliers identified as strong long-term candidates
• A comprehensive supplier and cost benchmarking report delivered
• Clear validation of Vietnam as a strategic sourcing market

The client gained a structured path to reduce sourcing risk, lower operational costs, and regain control over its supply base. Feedback from the client highlighted the value of having a clear, fact-based alternative to China without disrupting ongoing operations.