Professional Documents
Culture Documents
Group 3
When you buy flowers…
Low price
3
Around flowers
Growers
Distributors
Individuals
Wholesalers Collaborators Corporations
Express delivery Customers
Customers Retail stores
Company
Company
Context
Family owned florists
Seasonal business Competitors businesses (59%)
Sales peak during (Retailers) Supermarkets (18%)
special days Nurseries & Mail order
businesses (23%)
4
Here comes Calyx & Corrola
Company
Established in 1988 Founded by a
5
Reaching out to customers
Joint promotional
Direct marketing
Advertising
campaigns
• 6-12 catalogs a year • Newspapers
• Bloomingdale
• Calling campaigns • Publications
• SmithKlime
• Mails Beecham
• Discount coupons
C
R
I Coincide with available resources Be profitable
T
E Fit with the company image Not aggravate seasonal peaks
R Open new business opportunities Do a good job
I
A
6
Calyx & Corolla, the success
Grower Distributor Wholesaler Retailer Customer
+175%
+50% +100%
+725%
7
How did they make it
Product
• Higher quality product in terms of freshness and longevity
benefit
Services
• Convenient ordering process and timely delivery
benefit
Personal
• Time saving and greater outreach
benefit
Image
• Convey emotions
benefit
Understood
Customer
Calyx
&
Matched
customers‘
perceived
Corolla
needs
needs
value
8
What to do next!
Attached men
Mini catalogs
Wedding Planners
• NO TV campaign
9
Not so fresh anymore…
• International suppliers
10