daniela soto

Driving Innovation Through Market Testing

See how data-driven experiments and customer feedback inform decisions, shape products, and unlock new opportunities.

The Club Pack Challenge: Expanding Our Reach

Our journey to launch new products began with a core business objective: expanding our market reach. We recognized a significant opportunity within club stores and bulk buying markets, but our current Sweetest Batch™ product line lacked the large pack sizes necessary to compete in this space. We needed to address this gap to fully capitalize on the potential of these high-volume channels. This challenge spurred the development of a new pack size specifically designed to meet the needs of club store shoppers, and we knew we needed real-world validation before a full launch.

From Concept to Reality: The Pilot Program

To test our new club pack concept, we embarked on a series of three national market pilots, partnering with key retailers to put our ideas to the test. These pilots were crucial for understanding customer behavior and gauging the potential success of our larger pack sizes.

Data-Driven Discovery: Unveiling the Potential

These weren't just random trials. We designed a data-driven pilot strategy from the ground up. Our goal was clear: to uncover high-growth customer opportunities and validate our product concepts, specifically within the club store environment. We wanted to understand not just if the larger packs would work, but how and with whom. We focused on gathering real-time feedback and closely monitoring performance metrics to get a clear picture of product viability and market demand. Each pilot was a small-scale experiment within the larger national retail landscape.

Sweet Success: Targeting New Horizons

One of the most exciting outcomes of these pilots was the identification of untapped customer segments within the bulk buying market. This discovery, coupled with the positive reception of our larger pack size, led us to develop a targeted approach, culminating in the launch of Sweetest Batch™ Club Packs for blueberries and blackberries. This strategic move wasn't just about new products; it was about unlocking entirely new opportunities for market expansion and customer acquisition in key regions.

Building the Future: A Foundation for Growth

The results of our carefully planned and executed pilots were impressive. We generated $2 million in incremental revenue. But the impact went beyond just the numbers. The pilots provided us with invaluable, actionable insights that directly informed our go-to-market strategies for the club store channel. They laid the foundation for the full commercialization of all three products in 2025, setting us up for continued success.

The field image showcased our new, eye-catching packaging, designed specifically for this pilot, nestled alongside the larger, stated-weight packaging.