A successful B2B manufacturer on its way to new B2C business fields.
Starting point:
A plastic manufacturer has novel and sustainable materials with special properties: low weight, high weather resistance, high stability as well as rigidity. This suggests the first-time production of outdoor living products that are sold online directly to end consumers.
Objective:
Answering the key questions "Is the novel material accepted for high-priced garden products? How big is the sales potential behind it? How do B2C direct sales succeed?"
Qualitative interviews with users, designers and industry experts were used to outline possible product solutions.
With the help of a tool-supported survey, we determined the exact needs and willingness to pay of the customers.
We presented the physical product to selected retailers and tested its acceptance in the market. Direct customer feedback on the feel and use of the product was used for further product optimisation.
In the last step, the best practices and key figures of direct sales via an online shop were determined and the sales potential was extrapolated on this basis.
has become familiar with market tests without market-ready products and has gained valuable insights and impulses for further product development through continuous customer involvement.
was able to make a valid investment decision on the basis of reliable key figures and turnover forecasts.
have generally rated the new products very positively and were pleased with their influence on product development.
A study by Western University shows that face-to-face interaction is 34 times more effective than an email.
