Project Everest

Adopted Experiment

[Adopted Experiment]: Channels – Headmen – Fuel Fiji July 2019

Lean Phase: 

Channels

Timebox:

1.5 weeks

Assumption:

Headmen are able to collect and submit quality leads that want to buy Buka 4.0 stoves. 

Success metric:

Number of qualified EOIs that result in sales.

Criteria

Green light: 

This distribution channel can be scaled if a green light is reached

Identify the headman which converted the greatest percentage of their EOIs to sales. Contact them and find out:

  • the demand for stoves in their village and neighbouring villages;
  • an estimate of the total number of people they have approached within the timebox;
  • the qualifying questions they asked;
  • the types of people they approached;
  • how they used their influence to their advantage; and
  • any other reasons they believe their work has resulted in many sales.

Use this information to better qualify new headmen to sell Buka Stoves.

PEV can also reinvest into this headman and other successful headmen. Suggestions include further training/workshops to allow them to reach their full potential, increased remuneration and a greater trust in the PEV-headman relationship such as loaning stoves to them to demonstrate (see separate experiment design below for loaning stoves to headmen).

Contact Lincoln Refrigeration and ask them to produce more units

Success point:

Less than five EOIs submitted result in one sale

Orange light:

Optimise:

  • Contact EOIs that did not convert to sales and ask about what prevented them from buying the product
  • Optimise the relationship between PEV and headmen so that they send their leads more frequently and these leads are contacted sooner to prevent leads  going cold 
  • Reassess the needs of the community where the headmen operate to identify if the areas still have potential

Failure point:

None of the EOIs result in a sale 

Red light:

Consider alternative ways to distribute the Buka Stove 4.0 through headmen - refer to loaning stoves experiment below. Or alternatively, reconsider what motivates certain headmen and iterate the sales pipeline to address these findings when recruiting and training new headmen.

Experiment build:

  1. EOI forms will be left with headmen in these villages:

  2. After 1.5 weeks, PEV will contact the headmen to collect the contacts they have generated. Methods of collecting this data includes through the Project Buka Facebook page, over the phone, through a Google Sheet or in person 

  3. PEV will call the leads provided and direct them towards a market stall in Sigatoka Markets run by Natasha Singh (our cook), where the stoves can be collected and paid for. Details of the role of Natasha in the sales pipeline are outlined in the MOU attached.

edited on 24th July 2019, 02:07 by Andre Werror

Eugenia Muñoz 3 months ago

Status label added: Adopted Experiment

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