The Business Problem

A leading global furniture brand was struggling in India. Despite rapid showroom expansion and aggressive marketing, growth had stalled. Sales were declining. Losses were mounting. But the real problem was hiding in plain sight. Footfalls were low, not conversions. Existing customers were happy and buying again. But new ones were not walking in. The brand had become invisible to potential buyers.

What We Uncovered

We ran mystery shopper studies at client and competitor stores. We also spoke to staff, customers, and channel partners. What emerged was a textbook case of a leaky funnel. The staff was polite and helpful, aiding decisions rather than pushing products. But with no trial-sized SKUs and high ticket purchases, the entry barrier was steep. Worse, the brand had zero ecommerce presence even though shoppers were searching for it online.

The Strategic Shift

We reframed the challenge. This was not a pricing issue. It was a visibility and access problem. We created a focused plan to get the brand discovered by new customers. A dual-front strategy: fix offline first, then build online. We got them to introduce a low-value high-involvement home decor category in pilot stores. We also designed the ecommerce business structure, with a roadmap for SKUs, marketing, and operations.

How We Brought the Positioning to Life

We selected three stores in Kolkata for the pilot. We activated the new home decor range with display and staff training. We fixed the local area marketing and began work on search optimization and website structure. The approach respected the brand’s quiet, dignified tone—no deep discounts or flash sales, just thoughtful accessibility.

What Changed

In just 2 months, the pilot stores saw a 3X jump in revenue. The home decor range attracted new walk-ins. The ecommerce foundation is now set for a full launch. With better access and discovery, the brand is ready to win the next wave of growth—not by changing who they are, but by letting more people find out.