Direct Sales Project 
Management.

Strategic consultancy provides a great starting point. But you still need skilled and experienced people to implement it.

Directness Project Managers have a track record of delivering complex solutions that result in excellent consumer experiences.

Consider these short case studies from recent projects:

 

Million-Euro Pre-Launch Sales Record

A major electronics corporation about to launch of a new product category, with products costing over €1000 each… How to make a splash in the market? Our solution:

• Restrict the first 1000 units for direct sales operation. 
• Trail the launch extensively on the direct sales website with teasers and real content for opted-in "fans" of the brand
• Make a promise that pre-launch orders will get priority, and shipped first day possible
• Open for pre-launch orders two weeks before stock is delivered to all channels

Result: 1000 units pre-sold before launch day totalling €1,000,000 at full margin, and benefit of +90 days of cash flow.

Creating the "Tipping Point": Addressing Connectors and Mavens

Malcolm Gladwell refers to the three small (but essential) audiences needed to take a product or service to the "Tipping Point" of critical mass: Connectors, Mavens, and Salesmen.  

How to get to these rare individuals?

It turns out that if you offer the right information, they will come to you. So Directness offered a flood of product information including:

• Video interviews with product designers
• In depth web sites with detailed specifications
• Webinars hosted by product managers and experts showing presentations 
• Answering technical questions frankly and honestly

Result: Loyal customers who went on to "blog" about positive product experiences.

Protecting the Innocent from Fraud

For any direct sales operation, credit card fraud can be a real headache. Detecting organised criminals from buying using false information comes at the expense of hard-won genuine consumers, who are often less than happy at being asked to validate their identity.

Directness has developed several solutions to help reduce attempted fraud and give a better experience for innocent customers including

• Mapping orders by postcode to detect fraud patterns
• Order profiling to help identify genuine customers
• Communication messages to improve trust

Result: More than €100,000 attempted fraud prevented in three months with one client.

 

Delivering the Impossible?

In some cases, it was just some experience and determination to solve the problem that made the difference to the client - and their consumers.

A good example: A manufacturer was faced with a customer satisfaction issue.  Consumers were getting poor product performance when a user replaceable part was wearing out. To help solve it, Directness provided the manufacturer with a  web-based "Subscription Service" that delivered new parts automatically through the year.

We pride ourselves on being able to deliver board-level strategy, invent blue-sky creative work, and also get our hands dirty if it means a customer gets a box more quickly.