Provider and Operator of Single Branded Web Stores for major brands
Background:
A $25 million dollar company which builds and operates single branded web stores for brands like Crayola, KitchenAid and Thermos. The Company operates on a retail model and provides the e-commerce platform, contact center and distribution center for the brands single pick, pack ship operations.
Challenge:
The Company struggled with brands in hardware, consumer electronics and other verticals where retail channel conflict was an issue. Retailers were dead set against these companies selling their products directly off their web site even though they only carried a fraction of the available SKU’s and prices were significantly higher.
Process:
Capri used previous trade show lists to identify companies that had a long tail of replacement parts which were problematic in the distribution centers of the manufacturers. Calling 60 days in advance of the shows, Capri set hundreds of appointments at the tradeshows to position the Company’s prowess at small pick, pack ship operations.
Results:
Multiple Deals were closed including a replacement parts agreement for one of the world’s largest grill manufacturers. The deal benefited the manufacturer by strengthening their relationship with the same key accounts that typically frowned on direct sales but appreciated the increased consumer satisfaction in the aftermarket experience resulting in less grills returned.