PRODUCT DEMONSTRATIONS

CASE STUDY

Product Demonstrations Case Study / DIY Equipment


Client: Earlex (Paint spraying & DIY equipment manufacturers)

Campaign location: Activity executed across 150 B&Q, Wickes and Homebase stores nationwide.

Brief:

Drive sales, increase public understanding of product usages and secure continued shelf space for the Earlex product range across B&Q, Wickes and Homebase stores.

Campaign Description:

Execute in-store product demonstrations and drive sales for the Earlex 3900 HVLP Spray Station.

All staff attended a training session at Earlex House to be trained in the use of the spray station. This included:

  • Setup and dismantling of the unit
  • Spraying techniques
  • Paint mixing
  • Setup of display stands

Demonstrations:

  • Stores were split into regional areas, with Earlex product demonstrators servicing their own catchment zone.
  • Staff were equipped with branded vans - including magnetic branding illustrating the Earlex brand and product.
  • Each staff member had a combination of two popup display stands, a branded event table, leaflets and branded T-shirts.
  • Demonstrators had a specific list of stores which they visited - with the most successful stores visited again, depending on timescales and availability.

Results:

  • Record sales levels achieved in critical weeks, during activity period.
  • The nationwide team of 50 demonstrators worked simultaneously across the most important stores on key weekends and bank holiday periods.
  • B&Q store staff were all trained on usage of units.
  • The Earlex marketing team continues to use Link Communication for their demonstrations and direct sales across all stockists.