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CASE STUDY: VIRTUAL ASR PROGRAM
Using an innovative combination of brand advocacy and virtual selling
solutions, a leading home appliance brand steams ahead with BDS to
achieve awareness, mindshare, and sales in a competitive coffee maker
and espresso machine market.
To increase mindshare and market share for our client nationwide, BDS implemented a full-time Market Development program utilizing an optimized coverage approach. From negotiating better shelf placement and replacing missing/broken demo machine parts, to hosting interactive in-store and local out-of-store events, providing hands-on training for store associates, and conducting live product demos for customers, the team consistently exceeded their KPIs and delivered the results that our client desired.
In early 2020, the program evolved from championing the brand in stores to supporting the entire customer journey with a major focus on our client’s online presence. While most retailers ceased or decreased operations due to the spread of COVID-19, BDS quickly pivoted our client’s Market Development and Assisted Sales strategy to a fully virtual, video-powered sales experience using two of BDS’ newest solutions: Tap-a-Tech and BrightShops.
Highly trained and camera-friendly barista-like sales representatives staffed
each location. Our reps used BDS’ Tap-a-Tech digital platform to conduct 1-way video chat
via a ‘shop-live’ widget embedded on our client’s website, enabling the team to provide
instant product demos, answer product questions, provide further education, overcome
objections, and assist purchases. The success of the quick pivot led to higher sales
conversion online and an extension of the program.
Market Development Program ROI
YoY Sales Lift
Unit Sales Lift Per Week
Revenue Increase YoY
Tap-a-Tech Customer Satisfaction Rating
Tap-a-Tech Average Sale Price Per Transaction
Tap-a-Tech Average Online Conversion Rate
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