Challenge:
- Upsell customers to most profitable product, Museum Glass®.
- Current marketing message and tactics not resonating.
- Wholesaler and retailer personal biases.
Goal:
- Change wholesaler and retailer selling strategy.
- Increase sales.
Action:
- Create ‘secret shopper’ B2B wholesale and retail campaign to eliminate seller biases.
- Generate powerful messaging to resonate with consumers.
- Design impactful point-of-purchase displays.
Result:
- Successfully changed mindset and selling strategies of thousands of wholesale and retail partners.
- Conducted and leveraged qualitative research to appeal to consumer emotions.
- Increased Museum Glass sales 22%.
