Case studies

Challenge → Implementation → Outcome

01 Furniture company

Challenge and proposed solution

Furniture company: challenge and proposed solutionView original slide (Russian)

The dealer model was limiting margins as the furniture company entered the premium segment

Context

The company had spent years in the mid-market segment, selling through B2B dealers. A new premium range was intended to bring the brand directly to the customer.

My proposal

Make interior designers a key sales channel and create a professional club for them.

Strategic insight: premium customers often delegate the choice of furniture to their interior designer.

Implementation and outcome

Furniture company: implementation and outcomeView original slide (Russian)

An Interior Designers' Club was created and launched

A partner ecosystem for professionals who influence premium customers' furniture choices.

Implementation

  • A professional community was established
  • Individual partnership terms were agreed
  • An adaptable bonus system was introduced, allowing designers to structure their own remuneration
  • Visits to Kostroma, tours of the production facilities and club events were launched

Outcome

The company gained a new partner channel to reach premium customers through professionals they trust to select their furniture.

02 Residential house construction

Challenge and proposed solution

Residential construction: challenge and proposed solutionView original slide (Russian)

Intense competition was making the construction company look like dozens of similar businesses

Context

In Saint Petersburg, contractors generally meet customers when they are already choosing a builder, within the same competitive field.

Customer journey

Land purchase → boundary marking → fencing → construction

My proposal

Set up a cadastral surveying company with accessible pricing and meet future customers one step before construction begins.

Implementation and outcome

Residential construction: implementation and outcomeView original slide (Russian)

A cadastral surveying service was created as the first point of contact with a future home-building customer

The customer has a positive experience with the company before choosing a building contractor.

Implementation

Demonstrate value through experience

Accessible pricing • Fast turnaround • Quality work • Clear, comfortable communication

Outcome

By the time the customer chooses a builder, they already know the company through a positive experience. It becomes familiar and proven before its competitors do.

03 Premium restaurant

Challenge and proposed solution

Premium restaurant: challenge and proposed solutionView original slide (Russian)

A seasonal drop in visits to a premium restaurant in October and November

Context

After the summer tourist season, visitor numbers fell, while the New Year peak had yet to begin. The task was to fill the restaurant with affluent local guests.

My proposal

Create a programme of events with experts and club leaders who bring an existing audience to the restaurant, rather than relying on advertising reach.

Implementation and outcome

Premium restaurant: implementation and outcomeView original slide (Russian)

An events programme was developed with calculable economics for each event

Implementation

Gastronomic dinners, brunches, lectures and club gatherings with experts and club leaders

How it works

Expert + their audience → event at the restaurant

Outcome

The restaurant gained a model for attracting a local audience with forecastable performance and KPIs

Before launch, the partner's average attendance is used to estimate guest numbers, capacity utilisation, the menu, revenue and profitability.

Guests • Capacity utilisation
Revenue • Profitability

Creative solution → Measurable channel → Performance and revenue forecast

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