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Kyocera wanted to understand the likely uptake and recommendation levels for its printers and copiers within a highly competitive retail environment. The objective was to explore how retail staff promoted Kyocera products compared to competitor brands, and whether this promotion could influence purchase decisions and drive greater sales.
Skopos conducted a programme of face-to-face mystery shops across 270 retail outlets in Germany. Researchers replicated real purchase visits, engaging with staff to assess how Kyocera products were being positioned, recommended, and differentiated within the store environment.
The study provided Kyocera with clear insight into retail staff behaviour, identifying the key selling points emphasised for Kyocera versus competitors. The findings enabled the brand to refine its retail training and ensure staff had the knowledge and resources needed to promote Kyocera more effectively – ultimately driving higher sales, stronger brand loyalty, and greater advocacy.
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