Sales Growth Strategy

Case Study:

Sales Growth Strategy For A Global Electronics Retailer

Client

A Global Electronics Retailer

Issue

Declining revenues and sales conversion in a major category

Approach

White Space worked extensively with the client to deconstruct the category into 6 customer experience areas and 43 satisfaction drivers (see next page)
Exit survey (n = 4,000) used to gain customer satisfaction data across the proposition and on output measures such as basket size, likelihood to repeat purchase and overall satisfaction
Mixed effects regression modelling on the survey data revealed the key causes of customer satisfaction and purchasing behaviour
Depth interviews were then conducted to gain further understanding of potential solutions in each of the identified key areas

Results

White Space pinpointed the true causes of customer satisfaction, loyalty and spend. Alongside an analysis of current customer satisfaction across the proposition, this allowed us to identify key improvement areas
Improvement roadmap delivered to client - Currently being implemented