Reaching your customers

Why sell online?
I chose online platforms first because they mainly have variable costs, and then used that revenue to actually contact shops and sales agents and more fixed cost channels.

How to approach shops?
I created a catalogue and I highlighted the main differentiation points of my products: they are sustainable products, positive impact and also fun products. Then I started contacting different shops and selling my proposition.

What percentage of your sales do these make up?
It’s 70 percent for B2B and 30 percent for online B2C.

How did you create your website?
I created it myself and I used an e-commerce platform. At the beginning, I started with Wix and now I migrated to Shopify.

How do you attract your customers?
When you have a product that is sustainable, it’s really hard to highlight and to make sure that the final customer gets to know all the processes and what you are doing differently from the rest. So for us, the content is key: having an Instagram account that has very good content where people can get the message and then promote it correctly. And targeting the correct people, because you don’t only target the final customer, but you might also target some shops or business owners or purchasing directors so that at the end they know your product.

Who takes care of your communication?
We have a marketing agency and a photography studio based in Berlin, and also a freelancer who is just focused on creating the campaigns and targeting the right people.