Case Studies

Vitalboost – 9% profit increase, 36% transaction value increase, 5.42% more repeat customers

About Vitalboost

Vitalboost is a mobile IV service with an affluent customer base. 

 

Snapshot of results

  • 9% profit increase, 36% transaction value increase, 5.42% more repeat customers

 

Key goals & challenges

  • Increase revenue
  • Improve CLV and transaction value
  • Position as luxury choice
  • Increase number of high value leads

 

How did BGM help?

 Market Intelligence:

  • Analysed the total market and competitors to identify strengths and weaknesses vs. total market and competitors
  • Interviewed customers based on the JTBD framework.
  • Observed customers interacting with company at multiple touchpoints
  • Analysed customer data.
  • Audited the marketing, sales, and retention process to identify improvement opportunities.

 Growth Strategies:  

  • A clear picture about whom the customers are. Amongst all commercial viable market, choosing which segment has the best growth potential, what that segment values and how that segment communicates.
  • A decisive plan on what segment to focus on for optimal growth and shaving off activities that weren’t supporting that effort.
  • Positioning that is appealing to the target segment, and pricing that solidifies that appeal.

 Marketing Tactics:

  • Increasing price to optimum range using Van Westendorp Price Sensitivity Meter.
  • Customised communications playbook with specific framework, how to appeal to target customer segment.
  • Setting up upsell and downsell opportunities.
  • Creation of Hubspot reports, dashboards, and processes to maximise lead conversion rates and revenue growth.

 

Recap

  • We gave a clear understanding of the market and the customers.
  • We’ve encouraged a focus on the most promising growth segment.
  • We have implemented an optimal pricing structure and sales process that creates upsell and downsell opportunities.