CONNECT
Shopper behaviour and retail strategy
The Challenge
How can we engage retailers in a strategic long-term partnership by developing a joint business plan?
Our Story
Our hybrid approach combined qualitative in-home and in-store interviews to gather insights around consumer motivations and shopping missions. Quantitative exit interviews were used to explore and validate the level of planning and the consumer decision tree. Via automated shelf traffic observation we were able to measure conversion and dwelling time. An online study enabled us to representatively measure retailer perceptions and performance.
Our Shared Success
We developed a clear category vision, which the client could successfully defend during retailer negotiations, enabling them to promote relevant and powerful trade marketing strategy and tactics