CASE STUDIES
Challenge: A leading skin and body care vendor with over 20 years of experience in the spa industry, facing challenges with account engagement and re-engaging dormant accounts.
Case Study Project Overview: Within 60 days of our Partner Spa Sales Improvement Initiative, we aimed to reverse the 20% or more sales decline in 60 partner spas with a goal of driving growth and enhancing engagement.
Key Outcomes:
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Sales Improvement: Achieved a 38% success rate within 60 days, with 23 out of 60 spas showing sales growth.
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Warm Partner Spas: 29 dormant spas, representing 48% of our outreach, actively engaged and placed new orders.
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Unresponsive Partner Spas: 8 spas did not respond and remain unengaged.
Re-engagement
1
Challenge: Overcoming attrition and expanding market share within luxury spas, focusing on increasing penetration beyond just retail offerings.
Case Study Project Overview:
Worked with two emerging luxury brands to increase market share by refining B2B strategies in the U.S., repositioning their brand identity within the luxury and resort spa market. The initiative successfully led to the integration of desirable treatments into spa menus, with spas embracing and adding these treatments due to their alignment with current trends and guest demand. The sales communication strategy was refined to engage spa partners effectively, targeting industry trends and utilizing the provided tools to enhance collaboration. As a result, the brands saw improved spa partner relationships, heightened interest in their treatments, and strengthened sales efforts—demonstrating effective market penetration and a more cohesive, trend-focused brand presence.
Overcoming Attrition
2
Challenge: A luxury botanical skincare brand faced challenges due to a lack of structured sales processes. This resulted in missed opportunities with both prospective and existing accounts, hindering growth and revenue.
Case Study Project Overview:
To address these challenges, a comprehensive sales strategy overhaul was implemented.
Key Outcomes:
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A structured prospecting strategy was implemented, leveraging CRM software to effectively organize leads, automate follow-up activities, and trigger timely communication with potential clients.
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Increased Account Touch Points: The CRM was utilized to create automated triggers for account touch points, maintaining consistent engagement with both prospects and existing clients.
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Enhanced Prospect Conversion: The streamlined sales funnel and improved sales materials significantly increased the conversion rates of prospects into paying customers.
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Improved Account Performance: The refined account onboarding process and ongoing training initiatives led to increased reorder rates and higher retail sales within existing accounts.
CRM Implementation
3
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