Holistic Health & Wellness Industry Market Research Case Study
Market Research Case Study for Sports Sector
Client: Nava Health & Vitality Centers
Category: Consumer Health & Wellness
The Business Issue:
Low Conversion Rate
Nava Health & Vitality Center – a boutique retail integrated health and wellness service concept – launched “The Nava Method,” positioned as a systematic approach to health, wellness, and vitality, targeted at the discretionarily health-conscious consumer seeking a proactive approach outside the systems and limitations of traditional healthcare and health insurance.
Why are consumers attracted to our concept but not converting to purchase?
The Techniques
-
In-depth interviews with
1) Full-stage clients,
2) “Incomplete” clients,
3) “Lost Prospects”
The Recommendations
-
Customize the process for different client types.
-
Create an “upfront pricing” policy.
-
Build out a more robust USP, so clients know what to expect.
-
Recruit ambassadors to capitalize on the peer influences and need for validation.
The Bottom Line
-
Shifted towards a more medically-focused marketing & operational strategy
-
Conversion rates increased dramatically by over 30%
-
Retail customers (accounts) felt more connected and valued.
-
Delivered an enhanced client experience in both the Centers and Call Center
-
Produced significant expense savings
Client Commentary:
“Stitch Marketing Research was able to grasp our complex business model quickly and, as a result, provide a strategically-sound research recommendation that led to conclusions which ultimately led to profound business results and financial improvements for our business.”
Jennifer Realo, EVP & Chief Product Officer
Nava Health & Vitality Center