Project Everest

Experiment Results

[Experiment Results]: Channels - Sales Agents EOI - Fuel Fiji July 2019

Experiment Design Post: https://projecteverest.crowdicity.com/post/2082490 

Lean phase: Channels

Assumption:  Sales agents will be an effective distribution channel by collecting leads and directing them to Natasha at Sigatoka market to purchase the stove.

Results:

Number of EOIs that have developed into sales: 0 

Failure point: 1 EOI results in a sale 

Red light: 

  • Alter sales agent training to be more comprehensive of the sales pipeline

  • Are the leads generated within specific, validated customer segments? If not, clarify the target markets with sales agents

  • If the quantity of leads is too low relative to the active sales agents, their remuneration will need to be raised

  • Have a stricter procedure for qualifying future sales agents based on desirable qualities like intrinsically-motivated for example

The status of each sales agent can be found here. The results of the Sales Agent’s lead generation activities can be found on the performance tracker and the feedback form. 

Validated learning:

While we did not meet the success point, it showed the potential of using sales agents as a distribution channel. The primary factor that affected the results of this experiment was the time restraint. 

It was important to note that the sales agents who previously purchased a stove were able to collect more leads as they could bring their personal experience to build value. Certain sales agents such as Mac were able to overcome objections when it came to selling the stoves. An example of this occurred when he sold a Buka stove to a shop owner who was initially apprehensive, other sales agents may need further training to overcome difficulties. Since some of the sales agents are previous customers, they are able to build value for the stoves through personal experience, other sales agents are able to build value through demonstrations done in the village. Most sales agents had Facebook access but were unable to send the EOIs through chatbot or Whatsapp due to a lack of data, others couldn't due to a lack of smartphone access. 

Next moves:

There was not sufficient time allocated for the implementation of this experiment to test it's effectiveness. Consequently this experiment, combined with the Natasha pipeline will be run during the months between July and December.  Following this experiment further recruitment of sales agents could be conducted by contacting previous customers, customers that were obtained by the sales agents or through the spreadsheet of those that expressed interest in becoming a sales agent. It would be important to target individuals that frequent areas where there are currently no sales agents and where there have been previous sales of the stove. This would allow us to expand the reach of the stove and offer an opportunity for scalability. 

Given that some sales agents found it easier to build value for the stoves due to their personal experiences with it, it may be worthwhile to ask the other sales agents if they would like to purchase a stove for themselves so that they can utilize it for demonstrations. 

Alternatively, additional material could be supplied. These materials may include informational posters that can be distributed to customers or a video that can be saved to the sales agents’ phone.

Eugenia Muñoz 3 months ago

Status label added: Experiment Results

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Eugenia Muñoz 3 months ago

Status label added: Unfair Advantage

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Eugenia Muñoz 3 months ago

Status label removed: Unfair Advantage

Reply 0

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