‘Gatekeeper’ & Consumer Insight Ensures Retail Loyalty & Profit



$15 Billion toy brand and retailer company was losing customers to other retailers due to their wider distribution strategy that generated profit, but left their retail outlets empty. Challenge was to bring footfall back into their branded outlets without cannibalising existing revenue streams.


It was clear that we had to understand the insight behind the purchase drivers on two counts. Firstly, evaluate the consumer’s desire to have the product (the child) followed by the customer’s motivation to purchase it (the parent). This valuable insight helped us get clarity on the barriers and triggers to purchase and develop a global shopper marketing strategy.


The plan was targeted at customers and consumers in key flagship stores, provided education and navigation at fixture, longer dwell times in store, loyalty schemes, and new revenue streams to deliver +18% profit.