Business Challenges

·         The client sold brand name digital camera with better design and quality compared to their competitors

·         After increasing sales and marketing budget actual sales did not improve

·         The client wanted to know how to improve ROI on marketing and sales budgets

Approach

·         Interview sales people and study sales record

·         Conduct focus group to get clear understating on target customers

·         Derive target customers’ purchasing decision criteria

·         Study past marketing and sales spending and analyze the effects on target customers

·         Derive clear understanding on customer behavior and identify improvements in sales approach, especially in the usage of customer data

·         Communicate new understanding of target customers and potential improvement s to sales people

Results

·         Marketing and Sales team learnt how to maintain and use customers’ database more efficiently

·         Sales increased by  15% within 2 months