LLC “MSK POLYMER”
Manufacturer of equipment for plastic processing
DIFFICULTIES
The owner himself engaged in marketing, supervised contractors, and performed operational work. I didn't know how to find the right marketing specialist, organize his work and transfer my responsibilities
No leads. There is no time to deal with this by myself, it is unclear how to find new contractors and other advertising channels
LLC “MSK POLYMER”
Manufacturer of equipment for plastic processing
DIFFICULTIES
The owner himself engaged in marketing, supervised contractors, and performed operational work. I didn't know how to find the right marketing specialist, organize his work and transfer my responsibilities
No leads. There is no time to deal with this by myself, it is unclear how to find new contractors and other advertising channels
What was done
He came to training with SMM specialist
At the same time, I posted a vacancy in the database of our graduates and found out another marketer. I handed over to them the entire operating system related to marketing.
An OM team has been formed, which includes 1 project marketer (analysis of competitors, audience, average bill, LTV, work with OP, etc.) Targetologist (sets up lead generation traffic, monitors indicators)
An audit was carried out, as a result the goal was set. We must to increase turnover by 2 times by increasing the average check
Designed and implemented a funnel for warm and cold audiences
Additional traffic channels connected (FB, Instagram)
Developed and implemented a plan to increase the average check (up-selling equipment maintenance)
At the same time, I posted a vacancy in the database of our graduates and found out another marketer. I handed over to them the entire operating system related to marketing.
An OM team has been formed, which includes 1 project marketer (analysis of competitors, audience, average bill, LTV, work with OP, etc.) Targetologist (sets up lead generation traffic, monitors indicators)
An audit was carried out, as a result the goal was set. We must to increase turnover by 2 times by increasing the average check
Designed and implemented a funnel for warm and cold audiences
Additional traffic channels connected (FB, Instagram)
Developed and implemented a plan to increase the average check (up-selling equipment maintenance)
Revenue, $
number of transactions per month
average check
LEEDS
sales conversion
marketing budget
CPL, $
CAC, $
ltv
Before
Before
Before
Before
Before
Before
Before
Before
Before
48'000
6
8'000 $
300
2%
3'600 $
12
600
8 500 $
88'000
8
11'000 $
400
2%
4'800 $
12
600
14'000 $
After
After
After
After
After
After
After
After
After
result
Credit Broker
Ekaterinburg (NDA)
DIFFICULTIES
There is a marketer in the state, but KPI is not registered. There is no understanding of what indicators a marketer should focus on
There were few leads, and there was also a high price per lead
What was done
An audit of the company, competitors, target audience was carried out, on which problems were identified and the goal was set to increase profits by 2 times
We prescribed the duties of a marketer, supplemented the staff with a targetologist
Expanded product line. We added a service for refinancing and obtaining a mortgage .Thanks to this, we have expanded the audience of potential customers
Developed and implemented a sales funnel for warm and cold audiences
Conducted secondary customer segmentation and developed a sales funnel to work with the current customer base
Implemented additional traffic channels (target FB, Instagram)
Introduced a referral program (bonus for recommending a company)
SALES MANAGERS CHANGED THE SCRIPT, THE SALES PROCESS IS ACCELERATED
We prescribed the duties of a marketer, supplemented the staff with a targetologist
Expanded product line. We added a service for refinancing and obtaining a mortgage .Thanks to this, we have expanded the audience of potential customers
Developed and implemented a sales funnel for warm and cold audiences
Conducted secondary customer segmentation and developed a sales funnel to work with the current customer base
Implemented additional traffic channels (target FB, Instagram)
Introduced a referral program (bonus for recommending a company)
SALES MANAGERS CHANGED THE SCRIPT, THE SALES PROCESS IS ACCELERATED
Revenue, $
number of transactions per month
average check, $
LEEDS
sales conversion
marketing budget, $
CPL, $
CAC, $
ltv, $
Before
Before
Before
Before
Before
Before
Before
Before
Before
4'800
5
861
102
6%
755
6,5
240
2'400
19'000
22
861
366
6%
1675
4,5
75
1'670
After
After
After
After
After
After
After
After
After
result
BEAUTY SALOON
Small beauty salon in Pyatigorsk
This salon exists only because there are regular customers of the founder - a beautician
Request
scale the business, have a stable flow of customers in order to provide jobs for new employees
increase sales by at least 30-40%
This salon exists only because there are regular customers of the founder - a beautician
Request
scale the business, have a stable flow of customers in order to provide jobs for new employees
increase sales by at least 30-40%
DIFFICULTIES
There is no built-in system for working with a cold audience
It all depends on the head of the salon, who is the main cosmetologist and makes the major financial volume
What was done
We had general input data, then we analyzed the market and competitors. We conducted a deep analysis of the target audience, identified the main problems of customers, their pains, desires and opportunities.
Considering that everyone in the city knew the cosmetologist Ekaterina, with a good reputation, reviews, etc., we decided to base the concept and positioning on this factor.
We reinforced personal brand and the position of the founder began sound like a beauty expert. The salon itself from just a "beauty salon" has turned into an Aesthetics Center.
When we are working with the target audience,we were revealed the fact that it is difficult for women to register themselves in the salon, because they do not understand the essence and indications for complex services: mesotherapy, carboxytherapy, biorevitalization, etc.
Considering that everyone in the city knew the cosmetologist Ekaterina, with a good reputation, reviews, etc., we decided to base the concept and positioning on this factor.
We reinforced personal brand and the position of the founder began sound like a beauty expert. The salon itself from just a "beauty salon" has turned into an Aesthetics Center.
When we are working with the target audience,we were revealed the fact that it is difficult for women to register themselves in the salon, because they do not understand the essence and indications for complex services: mesotherapy, carboxytherapy, biorevitalization, etc.
What else has been done
Identified this deep objection, we decided to change the whole approach.
Now there are a huge number of in-depth methods for diagnosing skin conditions.
The task was to make the diagnostic procedure as transparent as possible,
so that the woman could see with her own eyes the deep condition of her skin,
then all procedures were based on this.
THIS BECAME THE BASIS FOR THE CREATION OF A NEW CONCEPT
Formed a new positioning
Changed the system of offers
Changed the product line
Diagnostics became free (on average it took about 15 minutes). We found out the solution.We need to show a woman the condition of her skin with the hardware diagnostics and prescribe not only 1 procedure, but prescribe a complex of procedure, to form a subscription. The subscription itself is cheaper than buying the procedures separately, and the subscription can also be bought in installments through payment systems. This immediately increased the average check.
Expanded promotion channels SALES MANAGERS CHANGED THE SCRIPT, THE SALES PROCESS IS COMPLICATED:
New leads came through free diagnostics, then the cosmetologist selected a subscription for them.
Existing clients we were sold a new subscriptions with was based on actual MEASUREMENTs of clients' skin improvements.
Now there are a huge number of in-depth methods for diagnosing skin conditions.
The task was to make the diagnostic procedure as transparent as possible,
so that the woman could see with her own eyes the deep condition of her skin,
then all procedures were based on this.
THIS BECAME THE BASIS FOR THE CREATION OF A NEW CONCEPT
Formed a new positioning
Changed the system of offers
Changed the product line
Diagnostics became free (on average it took about 15 minutes). We found out the solution.We need to show a woman the condition of her skin with the hardware diagnostics and prescribe not only 1 procedure, but prescribe a complex of procedure, to form a subscription. The subscription itself is cheaper than buying the procedures separately, and the subscription can also be bought in installments through payment systems. This immediately increased the average check.
Expanded promotion channels SALES MANAGERS CHANGED THE SCRIPT, THE SALES PROCESS IS COMPLICATED:
New leads came through free diagnostics, then the cosmetologist selected a subscription for them.
Existing clients we were sold a new subscriptions with was based on actual MEASUREMENTs of clients' skin improvements.
Revenue, $
Sales conversion
LEEDS
Average check, $
Marginality
Number of calls
Before
Before
Before
Before
Before
Before
8'350
27%
2 200
70
0,2%
1
17'500
33%
2 600
101
0,2%
1
After
After
After
After
After
After
result
ONE CLIENT PER MONTH
STARTUP
A smart telegram service that helps you to learn how to trade on a crypto exchange
CLIENT REQUEST AND SITUATION:
Build a marketing strategy, form positioning and a strategy for entering the market for a new product
Analyze the most effective sales channels for the product and prepare the site for the launch of the product
DURING THE AUDIT OF THE CLIENT, WE REVEALED THE MAIN PROBLEMS:
The target market for this new product is the United States.
It was necessary to choose the most suitable promotion channels for this and use non-standard methods of interaction with potential buyers.
The main goal is to make the product understandable to users and instill confidence in order to launch successfully.
The global goal of the project is to create an enlightened community around the product. To do this, you must first create a community of investors and traders and say to them that you can trade on a crypto exchange without going to it.
It was necessary to choose the most suitable promotion channels for this and use non-standard methods of interaction with potential buyers.
The main goal is to make the product understandable to users and instill confidence in order to launch successfully.
The global goal of the project is to create an enlightened community around the product. To do this, you must first create a community of investors and traders and say to them that you can trade on a crypto exchange without going to it.
1
3
2
TOTAL
Made a deep analysis of the niche, competitors and target audience
Formulated the concept and positioning of the product
Developed steps to launch the product on the market
Build a product line
We chose the most effective sales channels for the target audience and prepared a promotion plan
Changed the site and all points of interaction with the audience in accordance with the new positioning
Implemented a personal brand of the leader as a successful trader and expert in the overall positioning of the company.
Formulated the concept and positioning of the product
Developed steps to launch the product on the market
Build a product line
We chose the most effective sales channels for the target audience and prepared a promotion plan
Changed the site and all points of interaction with the audience in accordance with the new positioning
Implemented a personal brand of the leader as a successful trader and expert in the overall positioning of the company.
MKAD32.ru
Auto parts for trucks B2B
WHAT WAS DONE:
Audit
Development of the concept, positioning
Development of the customer journey, loyalty system
Formation of the OM team
Development of the concept, positioning
Development of the customer journey, loyalty system
Formation of the OM team
RESULT
The first results became noticeable after 2 months. Even before the launch of traffic, we managed to conclude agreements with 3 large stores for the supply of goods.
After the launch of traffic, the OP expanded by 1 MOP Leads come warmer, becouse of the the correct detuning of competitors
Sales managers changed the script, the sales process became more established
Increase in the flow of leads without additional budget by 41%
Increase in sales in 3 months by 48%
Well-established system of OM and OP
Prescribed development plan for 2 years
After the launch of traffic, the OP expanded by 1 MOP Leads come warmer, becouse of the the correct detuning of competitors
Sales managers changed the script, the sales process became more established
Increase in the flow of leads without additional budget by 41%
Increase in sales in 3 months by 48%
Well-established system of OM and OP
Prescribed development plan for 2 years
1
3
2
FROM ARTIST TO ACADEMY FOUNDER
Request and situation
Our client is Artist Irina. She has created her own watercolor painting technique and she wanted to convey that she can teach everyone to draw: both pros and beginners. At the time of the beginning of cooperation, Irina worked for hire and dreamed of doing only her favorite thing, to benefit people and earn money
create a product system
build a personal brand platform;
consider ways to monetize;
pack the expert and the product;
build a communication plan;
create an action strategy
build a personal brand platform;
consider ways to monetize;
pack the expert and the product;
build a communication plan;
create an action strategy
TASKS
people
pro
newcomers
people in need in psychological relief through creativity
In Irina's situation, the ideal solution was the creation of the Academy for the Development of Creativity, where 3 audiences will be concentrated: who want to learn watercolor painting techniques, who want to learn how to monetize creativity
who want to learn watercolor painting techniques
who want to learn how to monetize creativity.
For each audience, its own training base and, accordingly, product lines are formed. Also, for each segment, we have formed our own communication system
IN THE DEVELOPMENT OF THE PERSONAL BRAND STRATEGY WE WERE :
Worked out the psychology of the individual and the project
Find out that it is deeply segmented target audience
Developed a product line for target segments
Developed a brand community to form a loyal audience
Worked out the project development strategy through the personal brand of the founder
The next step was to develop a website with a selling structure and modern attractive design.
And now Irina is the founder of the Academy for the Development of Creativity
We are proud that with our help Irina realized herself and her goals. Each personal brand project for us is a deep dive into the founder of the project and the market.
The best projects are always born at the intersection of the talent of the founder and the needs of the market. That's why we love our work!
MATTRESS WAREHOUSE
CUSTOMER REQUEST AND SITUATION:
Overstocked warehouse of mattresses of a certain category (double sides: latex and coconut).
You need to sell it, somehow: - the literal phrase of the director.
The company was willing to sell the product at a 20% discount.
You need to sell it, somehow: - the literal phrase of the director.
The company was willing to sell the product at a 20% discount.
DECISION:
Outcome:
Instead, we went the other way - we saw that all competitors use the "mattress for healthy sleep" offers and forget that the consumer has one more task - mattresses are used not only for sleeping, but also for making love.
Therefore, we repackaged the product as a cool springboard for sex and formed an offer “Your girlfriend doesn't like sex on the old couch? The Love Bad mattress is made for perfect sex."
Therefore, we repackaged the product as a cool springboard for sex and formed an offer “Your girlfriend doesn't like sex on the old couch? The Love Bad mattress is made for perfect sex."
We have increased the cost of products by 20% of the average market price.
At the same time, in the first month of the advertising campaign, sales amounted to 60 units, taking into account the increased margin.
At the same time, in the first month of the advertising campaign, sales amounted to 60 units, taking into account the increased margin.
CLINIC FOR NATURAL CONCEPTION AND BEARING A HEALTHY CHILD
CLIENT REQUEST AND SITUATION:
Medical clinic for the whole family in Moscow
Medical clinic for the whole family in Moscow
The main direction is reproduction, but only the co-founders and employees know this.
The main direction is reproduction, but only the co-founders and employees know this.
PROBLEMS
- clear competitive advantages are not communicated to the consumer
- as a result - significant lost profits
- poorly converting website and social networks
- inconsistency of the visual style of the company with the price segment.
A well-designed and implemented marketing strategy will help eliminate all these problems and stand out from competitors, formulate positioning, reduce the cost of a lead and find ways to scale.
TOTAL
We have developed a new concept that meets the needs of the target audience and clearly sets it apart from other competitors - BLUE OCEAN IN THE NICHE OF MEDICAL CENTERS.
Created a product line for each segment of the target audience.
Created an information product: a course of webinars - for lead generation.
We made 2 versions of the brand community, both online and offline for different audience segments, which will form a content base, launch word of mouth and lead to a stable flow of new and regular customers.
We opened new horizons for scaling by offering to develop as an umbrella brand through clinics: a reproductive center, a healthy generation center, an antiage center.
TOTAL
We have developed a new concept that meets the needs of the target audience and clearly sets it apart from other competitors - BLUE OCEAN IN THE NICHE OF MEDICAL CENTERS.
Created a product line for each segment of the target audience.
Created an information product: a course of webinars - for lead generation.
We made 2 versions of the brand community, both online and offline for different audience segments, which will form a content base, launch word of mouth and lead to a stable flow of new and regular customers.
We opened new horizons for scaling by offering to develop as an umbrella brand through clinics: a reproductive center, a healthy generation center, an antiage center.
1
3
2
5
4
WHOLESALE AND RETAIL SUPPLIER OF WOOD FINISHING MATERIALS IN UFA
CUSTOMER'S REQUEST AND SITUATION:
Distinguished by a careful selection of tall wood species, have large stocks for the construction of turnkey wooden objects. They lose market share due to the appearance of competitors with low grades of wood, they cannot "prove" to the buyer that (we quote the owner verbatim): "we have all the wood".
PROBLEMS
- There is no clear positioning and marketing strategy.
- The company was unable to convey its clear competitive advantages to the consumer, therefore, it significantly loses profit
- Poorly converting website and social networks
- Inconsistency of the visual style of the company with the price segment.
We divided the target audience into segments, making a clear portrait of each with pains, barriers and desires.
We developed a new concept based on the 1 + 1 principle and formed the positioning "selected tree for a high quality of life."
We created an extended product line for each segment of the target audience.
We created a Return path product so that our Customer would consistently receive profit from their Clients, regardless of the influx of new ones.
We made 2 versions of the brand community, both online and offline for different audience segments, which will form a large loyal customer base and bring a stable profit.
Now our Customer, having a clear marketing strategy for working with each customer segment, an expanded product line and its own production facilities, is heading to the Russian market.
1
3
2
5
4
total
Architectural and Construction Bureau
Moscow
Moscow
CUSTOMER REQUEST AND SITUATION:
The founder of the company combines all the leading roles in the team. She is both the chief architect, and the marketer, and the sales manager, i.е. acts as a link between all processes in the team.
The company offers a standardized offer on the site, although, in fact, it provides a full range of services and the final product that the client receives is 100% consistent with the idea laid down at the beginning in terms of quality, timing and content.
The company does not have a formulated positioning, goals for each area of activity, so the site does not sell services, but rather is a truncated portfolio of projects
The company offers a standardized offer on the site, although, in fact, it provides a full range of services and the final product that the client receives is 100% consistent with the idea laid down at the beginning in terms of quality, timing and content.
The company does not have a formulated positioning, goals for each area of activity, so the site does not sell services, but rather is a truncated portfolio of projects
Problems:
Open an online kitchen studio in Moscow and not get lost among the public. Create a positioning different from the participants, get a stable flow of customers.
Build a company strategy and formulate a new positioning.
Create a selling site with a USP for each area of the company's activities.
Create a selling site with a USP for each area of the company's activities.
customer request
Worked out a new concept, formed positioning
Deeply researched the target audience, created a product line based on real needs
We built a platform for creating a new selling company website with high conversion
As a result of segmentation by directions, several streams of customers were formed, now each line of activity advertises another without additional advertising costs
Now the client wants to work only with this company throughout the entire construction process and does not look for other contractors, which reduces their costs and improves the quality of the final product.
1
3
2
4
TOTAL
Online kitchen studio
CLIENT REQUEST AND SITUATION:
The young team decided to open an online kitchen design and production studio in Moscow. Without showroom and portfolio.
In the conditions of fierce competition in the furniture market, our team was faced with the task of creating not only a unique concept, but also an actual one, which is rather a main factor. We decided to look at the kitchen not from the outside (since all attention is always focused on facades, materials, textures and colors), but from the inside.
After all, the kitchen is a large container for storage: dishes, products, jars and other things. And for many housewives, the pain is the lack of kitchen space, there is not enough space to place everything, chaos and other troubles.
In the conditions of fierce competition in the furniture market, our team was faced with the task of creating not only a unique concept, but also an actual one, which is rather a main factor. We decided to look at the kitchen not from the outside (since all attention is always focused on facades, materials, textures and colors), but from the inside.
After all, the kitchen is a large container for storage: dishes, products, jars and other things. And for many housewives, the pain is the lack of kitchen space, there is not enough space to place everything, chaos and other troubles.
PROBLEMS
Open an online kitchen studio in Moscow and not get lost among the many competitors. Create positioning different from competitors, get a stable flow of customers.
Researched the target audience, managed to reach its "pain"
We developed a new concept according to the 1 + 1 principle (smart kitchens + space organization) and formed a positioning
Created an expanded product line that allows you to profit from sales and cuisine and services
We received an instant response and a result in the form of applications for services and the purchase of a turnkey Kitchen
We made a cool site with a quiz about the Kitchen of Dreams, where Visitors immediately leave contacts and get into CRM
We convinced the Client to "work" on finding additional staff to cope with orders
We developed a new concept according to the 1 + 1 principle (smart kitchens + space organization) and formed a positioning
Created an expanded product line that allows you to profit from sales and cuisine and services
We received an instant response and a result in the form of applications for services and the purchase of a turnkey Kitchen
We made a cool site with a quiz about the Kitchen of Dreams, where Visitors immediately leave contacts and get into CRM
We convinced the Client to "work" on finding additional staff to cope with orders
1
3
2
5
4
total
6
Travel agency
CLIENT REQUEST AND SITUATION:
“Unstable customer flow, highly competitive niche, low sales. What we need to do about it?” – such problems were voiced by the client himself during the first conversation. Sales were doing relatively well during the holiday season, but this state of affairs did not suit the agency at all.
WHAT DO WE OFFER? CONCEPT:
Now the travel agency selects a tour to anywhere in the world and paves the way in the footsteps of the idols of its clients, offers a program that will allow you to enjoy the world of heroes of books and films, as well as historical figures. Clients fill out a questionnaire on the site, and specialists select a tour depending on their preferences, make a plan and excursions on significant places.
Segmented target audience by interests
Worked out a new concept, formed positioning
We launched a quiz through the quiz service with a drawing of 5 free trips “On the routes of your favorite heroes”.
Those who do not pass the 100% quiz receive discounts on a first-come, first-served basis
Spent on targeting in social networks - 1 651 dollars
Received income - 30 669 $. This is 0,031 $. higher with advertising costs 2 times less
With the help of a quiz, the flow of clients to the agency increased 3 times
We have formed a community around the agency, in which tourists discuss about the most interesting places in the world that are worth visiting, and help the agency open new tours on popular topics.
Worked out a new concept, formed positioning
We launched a quiz through the quiz service with a drawing of 5 free trips “On the routes of your favorite heroes”.
Those who do not pass the 100% quiz receive discounts on a first-come, first-served basis
Spent on targeting in social networks - 1 651 dollars
Received income - 30 669 $. This is 0,031 $. higher with advertising costs 2 times less
With the help of a quiz, the flow of clients to the agency increased 3 times
We have formed a community around the agency, in which tourists discuss about the most interesting places in the world that are worth visiting, and help the agency open new tours on popular topics.
1
3
2
5
4
total
6
7
Segmented target audience by interests
Worked out a new concept, formed positioning
We launched a quiz through the quiz service with a drawing of 5 free trips “On the routes of your favorite heroes”.
Those who do not pass the 100% quiz receive discounts on a first-come, first-served basis
Spent on targeting in social networks - 1 651 dollars
Received income - 30 669 $. This is 0,031 $. higher with advertising costs 2 times less
With the help of a quiz, the flow of clients to the agency increased 3 times
We have formed a community around the agency, in which tourists discuss about the most interesting places in the world that are worth visiting, and help the agency open new tours on popular topics.
Worked out a new concept, formed positioning
We launched a quiz through the quiz service with a drawing of 5 free trips “On the routes of your favorite heroes”.
Those who do not pass the 100% quiz receive discounts on a first-come, first-served basis
Spent on targeting in social networks - 1 651 dollars
Received income - 30 669 $. This is 0,031 $. higher with advertising costs 2 times less
With the help of a quiz, the flow of clients to the agency increased 3 times
We have formed a community around the agency, in which tourists discuss about the most interesting places in the world that are worth visiting, and help the agency open new tours on popular topics.
1
3
2
5
4
total
6
7