Project Everest

Adopted Experiment

[Adopted Experiment]: Channels – Direct to customers – Fuel II Timor-Leste July 2019

Lean Phase:

Channels 

Assumption:

Customers from EOI’s between the $50 and $75 price range will convert to stove sales.

Time Period:

2 weeks

Success Metric:

Percentage of EOIs who agree to buy the stove.  

Green Light: Order Stoves and set up delivery channel for customers. Maintain contact with customers for utility testing and impact assessment. 

Success point - 75% sales closed

Orange Light- Conduct survey on why customers did and did not follow through with the sale. Collect data pertaining to new market identification. Use this data to refine sales pitch, payment system and distribution channels.

Failure Point- 25% closed

Red Light- Conduct survey on customers who refused sale to re-evaluate sales pitch and identify points of objection. Use this data to update value proposition to match customer desires.

Experiment build:

1. Call and confirm bible EOIs between the $50 and $75 price range 

2. Organise and meet these EOIs to conduct sales pitch and gather data

3. Close sale with customers – establish payment; upfront, on delivery, on pickup or on payment plan

4. Consolidate collected data to identify potential new markets

Tagged users
edited on 25th July 2019, 03:07 by Lucy Preiss

Lucy Preiss 4 months ago

Status label added: Adopted Experiment

Reply 0

Patrick Edwards 4 months ago

Hey Lachie,
It would be great to see your sales pitch to the EOIs, could you attach this please?

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Lucy Preiss 4 months ago

Hi Lachie and Fuel team, I'm going to change this experiment back to proposed. This should be refocused around EOIs from price and currency testing. Whilst we are waiting for the stoves to be manufactured, have a think about how you will collect deposits/payments, how you will deliver stoves when they arrive and what your sales pitch/overcoming objections will look like. The sales workshop today should help!

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Lucy Preiss 4 months ago

Status label added: Proposed Experiment

Status label removed: Adopted Experiment

Reply 0

Lucy Preiss 4 months ago

Status label added: Experiment Results

Reply 0

Lucy Preiss 4 months ago

Status label removed: Proposed Experiment

Reply 0

Lucy Preiss 4 months ago

Status label added: Adopted Experiment

Status label removed: Experiment Results

Reply 0