Case Study: We Need a Bigger Bottle

Understanding the actions of customers is the holy grail for retailers eager to build product loyalty, but insights are elusive.

Keeping it clean

A Walmart merchant discovered an opportunity in bleach for a larger bottle aimed at price-sensitive customers. They moved quickly to launch a new product but had to be sure the offering contributed to category growth without cannibalizing sales from other bottle brands.

Walmart Luminate Shopper Behavior made the customer stories clear and provided much more than the merchant was looking for.

The new, bigger bottle had strong sales. But was it strengthening the category, too? 

Trade up, not down

With some quick analysis, the merchant determined that the entire category grew by 9% in sales. Over 54% of buyers for the new item were new customers to the category. Almost 20% of customers also traded up to other national brand products.

The story was clear. The bigger bleach bottle was a meaningful new entry point that brought new customers to the whole category.

The new, bigger bottle helped the whole category.

Ready to bring this insight into action?

Track performance with clarity and reveal the bigger picture.

These insights were uncovered with powerful reports in Walmart Luminate Shopper Behavior:

•       Performance in Detail

•       New Product Evaluation

•       Switching

Reach out to us for a demo on how Shopper Behavior helps to diagnose performance, understand customer behaviors, optimize product ranges, and more.