Case Studies
Demonstration Case Study
Nestle’ Easter Candy Demo
Challenge:
Nestle’ was over loaded on their upper priced Easter Candy promotional packs. One week before Easter, StratMar was hired to conduct 1,000 in-store demos to create brand awareness and increase sales by sampling the product to the consumer.
StratMar Action Plan:
Organized in-store demos for 1,000 stores with one week lead-time.
Results:
Executed demos at 997 of the 1,000 stores assigned over a 3 day period, achieving a 99.7% completion rate.
| Sampling Stores | Non Sampling Stores | ||||
|---|---|---|---|---|---|
| Item Description | Store Count | Avg Units per Store | Store Count | Avg Units per Store | % Lift |
| Crunch Giant Sports Egg 13.2oz | 993 | 29 | 1679 | 22 | 32.47% |
| Butterfinger Giant Sports Egg 13.2oz | 993 | 27 | 1677 | 16 | 66.60% |
| Crunch Boxed Egg 7.9oz | 994 | 19 | 1663 | 11 | 70.96% |
| Butterfinger Boxed Egg 8.1oz | 994 | 19 | 1662 | 10 | 90.91% |
| Crunch Basket w/plush 10.65oz | 990 | 10 | 1621 | 7 | 50.63% |
| Butterfinger Basket w/plush 10.85oz | 987 | 8 | 1591 | 6 | 34.85% |
Retailtainment Case Study
Indiana Jones Event
Challenge:
Paramount Pictures was commemorating the Indiana Jones DVD Movie Release and wanted consumers to participate in an “Indiana Jones” adventure activity. The customer would participate in activities such as pulling a rubber snake out of a basket or tossing an Indiana Jones type of hat onto a floor-mounted decal of a coiled snake to earn a free poster of the Indiana Jones Movie. The boxed set retailed for $50.
StratMar was hired to conduct this retailtainment event chain-wide in 2,571 Wal-Mart stores to create brand awareness and increase sales by engaging the consumer in a fun and enthusiastic event.
StratMar Action Plan:
StratMar organized and staffed this event with trained field representatives that fitted the profile being requested by the customer; a younger, more enthusiastic type of a Harrison Ford “flair” to bring excitement to this event. Incentives were put in place for the third parties to give awards to 100 representatives nationwide exhibiting the best event set-up, presentation, and execution in their stores.
Results:
On Demo Day, October 25th, 2003, StratMar successfully executed in 2,431 of the 2,571 stores assigned, achieving a 95% completion rate. The overall selling effort was so strong that within two weeks of its release it set the record as the highest selling boxed set of all time.
| Demo Stores - 2,571 | Non-Demo Stores - 375 | ||
|---|---|---|---|
| Date | Units Sold | Date | Units Sold |
| October 21 | 15 | October 21 | 3 |
| October 22 | 6 | October 22 | 4 |
| October 23 | 5 | October 23 | 2 |
| October 24 | 4 | October 24 | 2 |
| October 25 | 14 | October 25 | 2 |
| October 26 | 8 | October 26 | 2 |
Merchandising Case Study
Gillette M3 - Power Razor
Challenge:
Gillette hired StratMar to support the launch of the new M3 Power Razor to ensure proper product placement and merchandising in 3,917 Walgreen’s Stores and 3,394 Rite-Aid Stores nationwide. The project entailed confirmation of product placement, proper shelf labeling, and ensure proper in-store display set-ups.
StratMar Action Plan:
Organized and staffed in-store merchandising calls for all Walgreen’s and Rite Aid Stores from May 20th through the 29th in accordance with Gillette’s requested timeframe.
Results:
Executed merchandising calls for 6,999 of the 7,311 stores assigned for a total completion rate of 96%.
