01.
New product launch sold out 70% inventory within 5 Days for an FMCG giant
Client : Mapro Foods Private Limited
Objective
01.
Product Launch
Re-launch a brand new line of packed summer drinks, create demand for product within 100+ retailers across Pune & Mahabaleshwar
02.
Dead Stock Sellout
Sellout obsolete inventory of the last 3 Months, low demand products and older iterations of new products
Challenges
01.
Developing a GTM, marketing, execution & sales strategy 2 week prior to launch dates
02.
No research, retailer or distribution or failed launch data available to validate product demand
03.
Limited execution & planning in the back end on product offering & packaging
04.
Overproduction leading to dead stock
05.
Low AOV & walk ins, visits during peak season
Execution Methodology
01.
Inside Sales Team
A competent team was built with the right training techniques and hosting product demos to carry out intelligent conversations with the targeted consumers
03.
Multi-Channel marketing
Various offline pop up stores, flyers, product displays, community events were developed to increase engagement
05.
Offers & Bundles
Developed offers & bundling of dead stock to promote AOV at sales counter
02.
Deep Research
Developed data points through consumer interviews, feedback forms, sampling, observation and monitoring
04.
Scarcity Marketing
Rolled out limited product trials to qualified consumers. Qualified consumers on basis of highest AOV judged during orders at the food mall
06.
Distributor & retailer engagement
Provided branding and merchandising support to the sales teams. Conducted events for partner engagement while ensuring stock availability
Impact
20% INCREASE
Average Order Value
60% INCREASE
Site Visits
50
Retailers Prospected
10
Retailers Activated
02.
Implementation of new sales pipeline & strategy closes 500+ deals with qualified leads for retail start up
Client : MotherQuilts/Ghongadi.com
Objective
01.
Pipeline Creation
Design an end to end sales pipeline to target and cover key market to drive incremental sales
Challenges
01.
The brand struggled to ensure high sales conversions from inbound and chat queries
02.
Faced bottlenecks in reaching target audience
03.
Establish expertise within the niche of the brand
Execution Methodology
01.
Branding Strategy
Vernacular branding strategy was opted to target niche audience locally where the native language was more prevalent
03.
Workshops & Courses
Start to end workshop & course management generated intent based audience which fueled sales pipeline for revenue growth
05.
02.
Price Flexibility
Low-Mid-High ticket pricing developed based on specific service offerings to tap audience under defined parameters
04.
Customer Retention
Increasing LTV through upselling, cross selling and repeat purchases through product customisation & focus on post sale service
Referrals
Created a large data base through referrals by adopting discounting and providing an improved customer environment
Impact
50 +
Workshops & courses sold
33%
New customers activated through referrals
5
Cross selling partners onboarded
25 % INCREASE
Sales pipeline efficiency