Success Story

Protected: Groupe Échelle Internationale: from 6% to 25% international revenue

Saint-Jean-de-Védas, France

Headquarter

€60M (2023)

Turnover

Working at height safety solutions

Sector

Franchise or subsidiary

Challenge

Not sure which market to prioritise next?

We went from 6% of revenue coming from international in 2022 to 25% this year.

Florence Potier

Présidente, Groupe Échelle Internationale, speaking in 2026

Tips and Best Practices

International-First Decision Making. Most companies decide for France, then ask how to adapt it abroad. Build the international dimension into the decision itself, whether it is a product launch, a service or a website.
Map Your Customers Before Your Markets. A country is not a target. Knowing precisely who buys, and why, is what makes a market entry plan executable rather than aspirational.
Audit Before You Expand. The group was already in Spain, Belgium and Canada. The gain came from re-reading those markets, not from adding another flag.
Franchise Versus Subsidiary. Treat the operating model as a live question, not an inherited one. A model that worked at the distribution stage may not fit once you manufacture and install.
The Cost Of Starting Badly. Export is expensive. A sequenced roadmap upfront is cheaper than a market entry that has to be unwound.

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