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[Proposed Experiment for January] Fuel Fiji Dec 2018 - Distribution Channel (Market Stalls) 1/4

by
Haziq Ahmed
Haziq Ahmed | 2 months ago | in Sustainable Fuel Consulting

Lean Phase: Supply Chain and Key Activities

 

Assumption:

1. That there are multiple customer segments that we can target effectively in different ways, increasing the reach of our product,

 

2. That there is a customer segment that goes to Market Stalls in Sigatoka Town to buy Buka Stove

 

Time Box: 4 weeks (Market Stall every friday)

 

Key Metrics:

  1. Number of people interacted with

  2. Number of leads generated in relation to the number of people interacted

  3. Number of stoves sold

 

Success Criteria

Green Light Point – 40% of leads generated and 20% of stoves sold from the leads generated

Green Light Proceed:  Solidify the distribution channel by setting up an autonomous ordering and delivery system. Potentially hiring an employee to work at the market stalls

 

Orange Light Point -  20% - 40% leads generated and 10% - 20% of stoves sold from the leads generated.

Orange Light optimise:   Increasing marketing material, providing more information on the stoves and lowering the price point.

 

Red Light Point – Less than 20% leads generated and less than 10% of stoves sold from the leads generated

Red Light Failure: removing from that Market Stall and move on to repeating this test with other market stalls in Cuvu and Suva.

 

Experiment build:

  1. Contact the Market Master to get approval for the stall

  2. Contact the town council to get an approval letter

  3. Print marketing material such as brochures, business cards and EOI sheets

  4. Ensure that there are enough stoves to be sold at the market

  5. Demonstrate the Buka Stove in the market

  6. Close leads and sell the Buka Stove.

edited on 19th December 2018, 00:12 by Haziq Ahmed

Haziq Ahmed 2 months ago

Status label added: Proposed Experiment

Reply 0

Andrew Vild 2 months ago

*Success point:

Shouldn't be 40% of leads generated. 40% of what? Of a target of 100 leads? Of the number of people who approach the stall?

If you like, work backwards and make it a goal for number of sales or percentage of Jan's proposed sales quota that has been defined eg. 50 sales. Therefore, 20 sales need to come from market stalls for the success point to be met.

Reply 1

Andrew Vild 2 months ago

Status label added: Idea/Concept Not Complete

Reply 0

Andrew Vild 2 months ago

Status label removed: Proposed Experiment

Until fix is made to success point.

Reply 0

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