Turning Around a Brand’s Declining Sales

The Situation

The Solution

The Result

A leading trash bag manufacturer was experiencing market share and sales loss—they had recently raised their price, changed their bag material formulation and implemented new manufacturing processes.

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The client wanted to understand:

1.What the consumer experience was like before and after the product changes

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2.What about the consumer experience may be driving the decline

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3.What issues to prioritize and address first

Through 4Sight’s Brand Insights Miner capability—leveraging quantitative and qualitative analytics across reviews—the brand was able to:

Identify three key product, marketing and manufacturing issues to address immediately

Determine their brand’s key strengths pre- and post-change to leverage moving forward

Understand their key competitor’s strengths and vulnerabilities for future claims and product development

Uncover a brand communication issue existing both on pack and throughout their online product detail pages, as well as a key production issue that the manufacturing team was completely unaware of

With the end goal of turning around sales, for market share growth.

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Improvement in Sales and Star Rating

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• Reversed sales decline—went from declining to growing

• Implemented recommended changes, improving manufacturing process, brand communications and overall product experience—resulting in a positive improvement of 30% in star rating

Quarterly Tracking

• Leveraged a 4Sight Quarterly Real-Time Pulse to monitor their brand’s performance and understand issues as soon as they arise