Case studies

Find the person who already visits your customer monthly and make them the channel.

A dairy chiller sold badly to farmers and well to the technicians who service them. The product did not change; the person being asked to say yes did.

Hold at one city until the same stores reorder three times without a promotion.

A packaged foods brand launched in six cities on the strength of one good month, and spent the next year discovering that only one of the six reordered.