Markets don't stand still. New digital sales channels, shifting consumer habits, and major brand restructurings are constantly resetting customer expectations — often before brands have time to react. The marketers who navigate these shifts successfully don't rely on intuition. They measure the real-world impact of market changes early, and pivot with precision.
Here are two examples of Advanis helping our clients pivot in the face of market challenges:
Business Challenge: As direct sales through social media increased in importance, our client needed to redefine their core value proposition, identifying higher value opportunities to motivate vendors to use their services and to adopt premium tier plans.
Our Approach: A multi-phased qualitative and quantitative study with current and prospective customers.
Qualitative insights defined purchase journey paths, purchase drivers, and tested early stage value proposition concepts.
Quantitative analysis (including discrete choice analysis) determined relative interest in tiered product features, willingness to pay and line up optimization.
Key Insights:
Identified key product and market offering indicators to drive interest and adoption among target audiences.
Uncovered how to support an underserved segment, unlocking new growth opportunities.
Defined strategies to protect and maximize revenue within existing tiered vendor platforms.
Business Challenge: Measure the impact of parent and sub-brand perceptions, retail store visitation, and switching behavior pre and post changes to their retail store co-branding.
Our Approach: We conducted a pre and post retail roll-out in one geographical pilot area to measure brand and co-brand awareness, usage, assessment, perception of co-branding retail efforts, retail store visitation for parent, co-brand and competitive brands, the impact to retail visitation and switching behaviour among parent brand, co-brand and non-customers.
Key Insights:
Research revealed brand level customer segments at risk.
Defined communication, service and delivery for parent and sub-brand and non-customers.
Action & Impact: Research informed our client’s national roll-out retail strategy providing a precise, market-by-market view of which customer segments were most at risk of walking away. That intelligence didn't just flag the problem — it powered proactive, data-backed retention service communication strategies that protected customer relationships before the first store sign changed.
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