March 19, 2021
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COVID-19 Priorities for Your Brand by Phase
I’d like to recap advice I’ve given in my public webinars on COVID-19 and its impact on the CPG industry. Specifically, I’ll break it down to the specific phase of development that you’re in.
Phase 1 – $0-500K:
- your number one goal here is turning the engine of the business on; initiable viable cash flow and scale
- focus on e-commerce to drive trial and meet your primary goal during the pandemic
- use targeted ads on Amazon to drive those initial sales
- build your e-mail list of fans and use it to sustain interest/enthusiasm among fans – do this post-pandemic as well
- retail onboarding may be delayed/more difficult for all but the most innovative offerings
Phase 2 – $500K-$3M:
- optimizing your conversion funnel is the top priority, but this is complicated for many with the loss of in-person marketing techniques proven to work (e.g., sampling)
- focus on retaining existing fans in an environment when brick-and-mortar trial for new brands is weakened
- focus more on e-commerce acceleration than prior to COVID-19
- use e-mail marketing to keep fans engaged and purchasing during the pandemic
- research the key outcomes driving heavy usage while you have saved time spent on traveling
- continue pursuing brick retailers of strategic value in a paced manner just like before the pandemic
Phase 3+ – $3M+
- your number one goal now is acceleration
- keep e-commerce and DTC sales going as a consumer and product development lab; not a scale-driver (outside of beauty and personal care)
- riding the ramp should proceed normally
- triple check co-man run rate availability in a pandemic environment
- adapt your playbook to function without field marketing/sampling
Ironically, my research suggests that Phase 1 brands benefited the least in terms of getting a surge in sales. While Phase 3+ brands did surge as long as they had broad distribution and decent awareness in top markets. This is the cruel reality of early-stage brand building when consumers are distracted from ordinary discovery/browsing activities. Working much harder for trial is key.
If you’d like to learn more, check out my COVID-19 webinars.