Question

Topic: Strategy

How Do I Increase The Sale Of My Water Purifiers?

Posted by aditya.rathi on 9/6/2015 at 9:27 AM ET 125 Points
I am a manufacturer of domestic water purifiers with a brand name Liquipure. We manufacture Alkaline RO water purifiers which no other company is manufacturing right now in our market.It has better results and benefits than the other products available in the market in the same category. The pricing too is almost the same as compared to other purifiers. The product is more of a quality and we provide better service than others. Though it is a startup only, I am worried about how can I improve the sales of the product and build a customer relationship?
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RESPONSES

  • Posted by Jay Hamilton-Roth on 9/6/2015 at 10:15 AM Accepted
    You claim it's better, but how many of your prospective clients know about your differentiation? How much of an effort is it to educate them? Do you have independent lab testing proving your claim? Consider also talking to your existing customer base - why did they purchase your purifiers? What are their experiences? Would they recommend them to friends?
  • Posted on 9/6/2015 at 8:18 PM Accepted
    Your claim of "better results and benefits" isn't convincing in the absence of some hard data and consumer perception. Consumers' perception is reality, so your task is to make sure your target audience understands why you are better -- and really believes it. Otherwise it sounds like every manufacturer who says their product is better.

    The way to improve sales is to communicate the product's unique positioning benefit to your target audience. How/why is your product different from, and better than, competitive products? Why should someone in your target audience believe you?
  • Posted by anand_srinivasan on 9/8/2015 at 3:07 AM Accepted
    What sales channel (B2B, B2C, etc.) are you using currently? I assume you are Indian. I would recommend identifying small businesses that are currently dependent on water cans for drinking purposes and set up a meeting with these businesses and explain the math to them (about how your RO works out cheaper than the cans). Also, provide special marketing price so that these business owners will not end up buying other market leader RO purifiers instead.

    You can also adopt a B2G and talk to your local government administration to set up RO at every government school or office.
  • Posted by fxkennyfrc on 9/21/2015 at 11:46 AM Accepted
    Hi Aditya,

    Fundamentally, identifying how to solve this problem boils down into 3 framing questions:
    - Who specifically is your consumer?
    - What specifically is your unique value proposition?
    - How do you plan to distribute it?

    Full details here: https://89seeds.com/?p=18
  • Posted by Gary Bloomer on 9/21/2015 at 6:29 PM Accepted
    Being "better" isn't enough. Saying you're "better" isn't enough. You must provide solid evidence. Or offer dramatic demonstrations. Or be significantly more effective at removing toxins and impurities that other systems can't handle.

    If no other company is making the kinds of gear you're making and your pricing is the same, my question is: why is your pricing the same? If you own the intellectual property of higher ground and you if you make and offer a dramatically more effective product, you really need to look at premium pricing that you then reinforce with bullet-proof customer experience. These traits then help you build your brand.
  • Posted by Shelley Ryan on 11/9/2015 at 5:19 PM Moderator
    Hi Everyone,

    I am closing this question since there hasn't been much recent activity.

    Thanks for participating!

    Shelley
    MarketingProfs
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