Approach: Product Trial and Data Analysis
To answer this question, we designed and executed a four-week trial across six pubs, representing a range of pub types and regions. Each participating pub received:
- A freezer for product storage
- Point-of-sale materials to drive impulse purchases
- An initial stock of the client’s ice cream products
We tracked weekly sales data, conducted interviews with pub owners and staff, and visited the pubs to observe operations and gather direct customer feedback.
Our analysis focused on:
- Revenue opportunity and sales performance by pub type
- Best-selling products and peak sales times
- Operational challenges and feedback from pub owners
- Customer reactions and purchase drivers
Outcome: Data-Driven Recommendations from Real-World Trial Findings
The trial demonstrated that impulse ice cream can present a meaningful revenue opportunity for both pubs and our client. Key findings included:
- Identification of factors driving higher demand, supporting targeted pub recruitment
- Insights into the most attractive product range and optimal pricing
- Recommendations on merchandising and messaging to maximise sales
- Operational learnings to streamline future rollouts
Armed with these insights, our client was able to make an informed decision about scaling the opportunity, supported by product trialling results and analysis.
Why Choose Us for B2B Product Trialling?
Our recognition as a top management consultancy within the Consumer Goods & Retail sector by the Financial Times and legacy of B2B research expertise demonstrate our ability to support the most pressing business challenges faced by Consumer Goods firms.
