GTM Case Study
PAMA Shop

Here are the strategies they have tried but failed to get results

1. Dropship

Did not have physical inventory of products and tried to sell to the US market
Was not able to sell the products

MIBC’s Service step to creating & GTM strategy

Step 1

Define target market

PAMA tried to sell their products to the US market, they were also unsuccessful in selling to foreign markets. Several customers had issues that remained unresolved for long periods, and they were unable to generate sales because the market was too competitive. MIBC has revamp the website to target in Singapore with products for specific Trendy Style, range of similar price, similar range of household items, and easier to remember as a Household Brand.

Define target customer

PAMA’s target customer was mother and child with an age range of 5-9 years. MIBC has revamp the target customer into a group of people who like Scandinavian style with trendy products. MIBC E-Commerce development has opened up multiple avenues for PAMA, and get the opportunity to reach untapped markets.

Define brand positioning

MIBC has revamp of design and set up Ecommerce website. Revamp color theme that is much more suitable for the new range of products and design was discussed using wireframe and more efficiency. PAMA wanted a user-friendly website, and we were up to the task of helping in its development. MIBC has also assisted by conducting competitor research, work on product images (photography), and creating website content so that customers can easily know what they are buying.

Define offering

MIBC has included privacy terms and shipping policies, allowing PAMA to have a more solidified business direction and plan. With MIBC’s business advice and Desmond’s strength in sourcing for logistics and products, PAMA was able to obtain a new collection of goods to fill their online store and deliver household goods to customers. MIBC also added different payment options to make it easy for customers to buy things with ease.

Define Channels

To improve the shopping experience for PAMA Customers, MIBC has an Omni-channel solution for PAMA. MIBC strive to integrate multiple channels, facebook and google shopping, e-commerce websites, and merchant partner stores to allow customers to have the touch and feel of some of PAMA’s products.

Define budget model

PAMA Tried to generate traffic and increase awareness by distributing flyers (Sales kit). Products range were too wide not able to target to specific audience. Mass market marketing requires high marketing budget for mass media. The cost of running an E-Commerce store is drastically lower than that of a brick-and-mortar store. MIBC has revamp cost-effectiveness, the best method to create awareness without high cost (EPS Facebook post), and Affiliate to potential people to sell the unique product. Moreover, the cost of selling also goes down.

Define marketing strategy

A new strategy adopted by PAMA under the guidance of MIBC is the Online to Offline (O2O) strategy, which allows customers to have a touch and feel of some of PAMA’s products in Merchant Partner stores. PAMA customers can view PAMA products in Merchant Partner stores and place their order online, online orders can also be collected in Merchant Partner stores as well. Prices online match those in-store, increasing convenience and assurance for PAMA customers. Merchant Partner stores display PAMA products that complement their own category of items in store, leveraging on Merchant Partner’s retail spaces to market to a similar target group.

How to save PAMA? MIBC solutions

Merchant Partner

Products now undergo inspection and quality assurance and orders are checked before reaching the hands of PAMA customers. Orders are received and checked on a separate POS in merchant partner stores, allowing PAMA to handle orders and carry out fulfilment with ease. MIBC did a facelift for PAMA’s e-commerce site and helped rebranding efforts by introducing a new logo as part of their business remodelling.

MIBC has also assisted by conducting competitor research and creating website content, including privacy terms and shipping policies, allowing PAMA to have a more solidified business direction and plan. With MIBC’s business advice and Desmond’s strength in sourcing for logistics and products, PAMA was able to obtain a new collection of goods to fill their online store and deliver household goods to customers.

Revamp of design and set up Ecommerce website

Revamp color theme that is much more suitable for the new range of products. Design was discussed using wireframe and more efficiency.

MIBC GTM Journey Of PAMA

Dropship

The common problems with Dropship concept are the difficulty of sourcing the right product and attracting targeted consumers due to inadequate experience and marketing budget. Not only is it a challenge to find a seller with affordable product and shipping costs, with competitive product quality, delivery speed, language differences and regulatory issues can also be obstacles with Dropshipping cross border. The same thing happened to PAMA as a beginner dropshipper. MIBC helps PAMA to determine the right strategy by becoming a dropshipping agent through the various online marketplace channels and multiple platforms that has been integrated by MIBC.

This solution makes it easy for dropshippers because of its efficiency. With MIBC strategy, PAMA gets online traffic and attract more buyers at a low budget. PAMA has connected with a wide selection of consumers from many countries.

One of the solutions to let people remember our product is to build a unique and memorable identity. MIBC has helped PAMA to revamp their product by building a brand identity to the Scandinavian concept, this concept attracts the attention of consumers with specific liking of a style. So this is one of the solutions to build brand awareness of PAMA products.

To improve the shopping experience for PAMA Customers, MIBC introduced Omni-channel solution. MIBC strive to integrate multiple channels, facebook and google shopping, e-commerce websites, and POS sytem for customers. MIBC Omni-channel help PAMA to market their products across multiple channels and reach customers across the globe efficiently.

MIBC helps PAMA to expand and get more traffic via online marketplace development. Under MIBC marketplace store, PAMA product promoted and sell on the third-party platform. This is a solution for PAMA to attract buyer traffic from different timing and new customer segments.

MIBC also helps PAMA attract offline traffic. O2O is a new strategy adopted by PAMA which allows customers to have a touch and feel of some of PAMA’s products in Merchant Partner stores. This is a solution for customers who have trust issue with online shopping. Merchant Partner stores display PAMA products that complement their own category of items in store, leveraging on Merchant Partner’s retail spaces to market to a similar target group.

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GTM Case StudyPAMA Shop