Pens and Printers
Analytics Team
5th April, 2025
New Stationery Product Line: Sales Strategy Analysis
Insights and Recommendations for Optimal Revenue Generation
Pens and Printer
Pens and Printers recently launched a new line of office stationery and tested three different sales approaches: Email approach, Call approach, and Email + Call approach.
The objective of this analysis is to determine the most effective method based on;
Project Overview & Objectives
Pens and Printer
In the first six weeks, sales strategies yielded varied customer engagement. Email reached the most customers at 7,465, followed by calls at 4,962.
Email combined with calls reached the fewest, with 2,572 customers. This reduced reach for the combined method is likely due to the additional time invested in phone interactions. Consequently, the time investment of each method resulted in different customer engagement numbers.
Customer Reach Analysis
Pens and Printer
Revenue varied significantly across sales methods. Email generated the highest revenue, at 673,317 USD. Email + Call followed with 408,256 USD, while Call yielded the lowest at 227,563 USD. Total revenue reached 1,308,138 USD. Despite lower reach, Email + Call's revenue performance indicates strong potential per interaction.
Total Revenue by Sales Method
Pens and Printer
Email + Call delivered the highest average revenue per customer (ARPC) at $12.98, demonstrating its superior effectiveness per interaction. Email only approach ARPC was $9.26, while the Call only approach was the lowest at $4.82. Despite broader reach, Email's ARPC was lower, highlighting Email + Call's efficiency in maximizing revenue per customer. This reinforces Email + Call as the most lucrative method per interaction.
Revenue Generation Analysis: Average Revenue Per Customer (ARPC)
Pens and Printer
Revenue patterns varied across six weeks. Email showed a strong initial spike, then declined. Call revenue was consistently slow. Email + Call maintained steady performance
Revenue Trends Over Time
Pens and Printer
Customer behavior varied by sales method. Email + Call customers showed the highest website engagement. Call customers had the longest company tenure, indicating preference for direct interaction. Email customers represented a broader demographic, falling between these extremes.
Customer Profile Analysis
Pens and Printer
To evaluate the effectiveness of our sales strategies for the new stationery product line, we recommend focusing on the following key metrics:
Business Metrics
Pens and Printer
Email + Call: The High-Value Approach: The 'Email + Call' method has demonstrated the highest Average Revenue per Customer (ARPC), indicating its effectiveness in generating significant value per interaction. This approach should be prioritized for high-value customer segments.
Call: Efficiency Concerns: The 'Call' method has exhibited the lowest ARPC and demands a substantial time investment from the sales team, raising concerns about its overall efficiency.
Strategic Recommendation
Targeted Approach: We recommend a strategic shift towards a targeted approach, prioritizing the 'Email + Call' method for high-value customers. Simultaneously, the 'Email' method should be leveraged for broad outreach and customer acquisition.
Further investigation: Further investigation into the state data is recommended, to see if there are any regional differences in customer purchasing habits.
Optimizing Email + Call: Investigate shortening the call time within the email + call method to increase reach
Call Optimization: Investigate ways to improve the call method, and increase revenue."
Key Takeaways & Recommendations