Client case studies
improving sell through
by understanding path to purchase
A global market leader in B2B automotive goods wanted to understand the path to purchase among consumers to improve sell through and impact retailer and channel-specific strategies.
decision point approach
- After conducting thorough stakeholder interviews, we conducted a large US consumer study, with very specific shopping and purchase parameters targets.
- The quantitative study uncovered drivers of retailer selection, in-store behavior, purchase decision drivers, and how any online behavior fit into the purchase journey.
actionable results
- With the research results, we created multiple consumer, channel and retailer snapshots outlining demographic profiles, shopping influences and motivations, in-store experiences, and post shopping actions.
- With the completed path to purchase research, our client gained a detailed understanding of why and how consumers purchased their products which impacted retailer and channel strategies and helped to improve product sell through.