Case Study: Market Development & Assisted Sales Program
In saturated markets like the audio industry, it can be difficult for brands to stand out against a crowd of well-known competitors. However, with dedicated brand representatives, a leading audio electronics brand was able to successfully rise above the competition to achieve brand growth, build product awareness among retail associates, and capture more sales at retail.
Our client’s mission was to build awareness in a market against established competitors with the help of our Market Development Managers.
By hand-selecting Market Development Managers based on their level of experience within the audio industry, BDS offered the highest level of expertise to not only meet but exceed our client’s goals. Our Market Development Managers developed an effective brand growth strategy that increased mind share and market share for our client.
We conducted retail associate trainings throughout store locations across the U.S. to transform sales associates into passionate brand advocates. With proper training and knowledge from our Market Development Managers, the major retailer’s store associates engaged and educated consumers in a manner that ultimately closed the sale.
During retail trainings, Market Development Managers covered topics illustrating to the overall value of our client’s product in comparison to competitors, the sound quality, the product’s app, and the battery life. By training sales associates on the features and key benefits of our client’s product, they were able to gain an understanding of the product, which in turn, helped them sell the product to shoppers.
By gaining product knowledge, sales associates were able to recommend products that suited shoppers’ needs, which helped minimize returns. Assisted Sales visits also boosted brand awareness and positive sentiment by providing product demonstrations and tutorials.
COVERED LOCATIONS THAT WERE SUPPORTED WITH WEEKLY TRAINING AND WEEKEND ASSISTED SALES VISITS HAD A SIGNIFICANTLY HIGHER REVENUE LIFT IN COMPARISON TO UNCOVERED STORES.
53% OF SALES ASSOCIATES REPORTED FEELING MODERATELY OR EXTREMELY KNOWLEDGEABLE ABOUT THE PRODUCT LINE BY THE END OF THE PROGRAM.
increase in mind share for the brand among retail store associates
lift in revenue at covered vs. uncovered stores
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