The leading beer manufacturer wanted to review their activation touchpoints due to their high operating costs.
The client needed to assess and confirm the role of various touchpoints by trialing different levels of activation and analysing its impact on sales, customer experience and its influence on brand perceptions.
This insight would be used to inform decision-making around roll-out.
As a key objective was to quantify the impact of touchpoints on purchase decisions, we designed a study centered on behavioural observation.
We conducted a similar approach in six pubs, with different touchpoint combinations, to compare and contrast behaviours and perceptions.
Establishing context
The research confirmed some internal hypotheses, but also brought to life extra challenges and considerations that informed the activation roll-out.
Optimising investment
The eye-tracking highlighted that some touchpoints were more impactful than others, which helped our client prioritise their budget accordingly.
Operational guidance
Our research was used to create guidance for pubs around location and maintenance of on-trade touchpoints, in order to maximise positive impact on brand perception and return-on-investment.
