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A Walmart supplier wanted to pitch an opportunity to drive incremental sales by creating a regimen between Product A and Product B in the same category. Using Shopper Behavior reports, they were able to perform shopping basket analysis of the category customer.
The opportunity
The supplier leverages Scintilla to arm the Merchant with insights to support their regimen plan.
- Using Shopper Behavior reports, they analyze the category customer
- Then they layer in market data and their own expertise
The insights
Scintilla reveals:
- Only ~15% of Product A customers also buy Product B through In Store & OPD channels
- The Product B customer is on a distinct mission of Travel / On the Go
- If only 1% of Product A-only customers bought Product B, there is a potential $29.5M opportunity
The results
The supplier recommends to their Merchant:
- Launching a full 360 omni campaign that educates customers (in-store sampling event, Walmart Connect media campaign, OPD bag sampling) about the pros of the Product A-Product B-Product A regimen for travel
- Testing out a special Walmart exclusive 3-pack in a limited set of stores
Potential opportunity identified $29.5M
References:
*Source: Scintilla 1st Party Data: Q3 – Q4, FY ‘22
**Results may vary
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