Project Everest

Proposed Experiment

[Proposed Experiment]: Fuel Fiji Jan 2019 - Distribution Channels: Market Stalls

Lean Phase: Channels and Key Activities

 

Assumption: Selling the Buka Stove via a market stall is a viable distribution channel

1. Project Everest Ventures will be consistently allowed to set up a market stall in the Sigatoka and Suva market.

2. There is at least one of our customer segments who visit the village market

3. There is at least one of our customer segments who is willing to buy the Buka stove from a Project Everest Ventures market stall

 

Time Box: 4 weeks (Market Stall day - approx 4 hours)

 

Key Metrics:

  1. Number of sales made from each market stall

  2. EOIs per day

Success Criteria

Green Light Point –

  • 6 stoves sold at Sigatoka Market for one day

  • 8 stoves sold at Suva Market for one day

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 -  

  • 2-5 stoves sold at Sigatoka Market for one day.

  • 3-8 stoves sold at Suva Market for one day.

Orange Light optimise:  

Review and repeat experiment. Look at the results of first experiment for areas of improvement, redesign experiment implementation (e.g. more marketing, change marketing strategy, change price point, etc.). Implement redesigned experiment for the next village, noting effects of changes, and possible changes for future. Review and repeat.

 

Red Light Point –

  • < 2 stoves sold at Sigatoka Markets.

  • < 3 stoves sold at Suva Markets.

Red Light Failure:

Look into why this distribution channel failed, this may require returning to village for further empathising. Use data gathered to implement new experiment at other markets. Also use data to gathered to review and improve other distribution channels.

 

Experiment build:

  1. Contact December PEV Fuel Distribution Team - Carissa Long for background information regarding progress.

  2. Plan a Suva trip together with SoCon team - with the aim of gathering information and establishing contacts in relation to running a Suva market stall in January.

  3. Contact the Sigatoka market stall manager and confirm a date when we can run a market stall in Sigatoka - ideally on a Friday since this is the main market day.

  4. Discuss with existing contacts the possibility of hiring someone to assist in running a Sigatoka stall - with a long term goal of them being able to run the stall for us in March. Teach them how to operate the stove so they can help with demonstrations in the marketplace.

  5. Set up market stall in Sigatoka. Have at least 5 trekkers (with at least 1 SoCon member) working on market day as well as hired employee. Roles for market day include:

  • Exposure - trekkers walking around the market telling people about the stove and where they can buy it.

  • Demonstrating - someone who is able to operate the stove and show customers how it works.

  • Pitching/selling - someone who is informing customers why they should buy the stove and potential benefits. This person should also be responsible for administering the value proposition teams data survey, exchanging contact details and completing the sale.

  • SoCon - someone who can explain payment plan options with the customer if they are unable to purchase the stove outright.

N.b. roles may have more than 1 person assigned to them

  1. Setup market stall in Suva. Roles will be the same as those outlined in step 5. Employee should also be asked if they can help out with the Suva markets.

Fiona Aaron Jan 8, 2019

Has this experiment been adopted? When are the market days? Has this been organised? What's the plan for tracking feedback given at the market?
Also, it's a 4 week experiment and we are finished week 1 so how does that change things?
Thanks

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Jess Riley Jan 14, 2019

Status label added: Proposed Experiment

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