Smooth Transitions to B2C

From the very beginning, the brand’s iconic take on home décor led them to partnerships with many top-tier licensors and retailers. As time went on, they envisioned their brand becoming more recognizable—and more accessible—to consumers. But who were their consumers? They asked us to profile demographics, analyze the e-commerce market and plan for a prosperous future. It was clear what our next step was: a B2C transformation!

THE APPROACH

There was a lot to learn about the brand’s B2C customer. To understand them on a deeper level, we hosted focus groups to uncover customers’ digital habits and the true reasons behind their passion for certain hobbies and collections. We balanced the qualitative findings from those sessions with additional research from customer behavior databases, third-party market research firms and more. Four exclusive consumer types emerged, from the casual shopper to the die-hard fan. Then we created personas that would shape our overall strategy.  

Of course, the e-commerce market is continually changing. To put it another way: no brand can afford to fall behind. We did a thorough analysis of the industry and its top players to make informed recommendations for the client. This touched on things like leveraging the right social platforms, curating specialty products and even experimenting with virtual reality.

Bold yet attainable goals were put in place. Meeting and exceeding them meant making some critical considerations. Technology, packaging design and margins were among the areas explored. At the end of it all, a four-year plan was presented to drive transactions and dramatically grow revenue.