Case | Caviart

Physical sales channels are being transferred to a digital reality

When Covid-19 hit in 2020, Cavi-art® lost its most important sales channel overnight. Trade shows, tastings and physical customer contacts disappeared. We helped them move everything online without losing the personal meeting with the customer.

Projektområder

HubSpot, Website

Ydelser

Web development, HubSpot integration, email marketing

Resultat

New leads and customers worldwide via a new independent sales channel

"It has been and continues to be a great experience working with Itch. They understand our needs and desires – and they know how to challenge them."

Jens Christian Møller

Director, Cavi-art

Udfordringen

The sales meeting only existed at the trade fair

Cavi-art® is the world's largest producer of vegan seafood and a supplier to names like Starbucks and IKEA. The company produces seaweed caviar and had been finding new customers at trade fairs around the world for a number of years. The product needs to be experienced. It needs to be seen, felt and tasted, and that makes selling via digital channels more difficult than for most.

The customer journey was built around the physical meeting, and the entire sales apparatus was designed accordingly. When the world shut down, the trade fairs also closed, and the most important channel to new customers disappeared overnight.

Digital reality

An entire sales channel disappeared

Trade shows were not just a place to showcase the product. They were the place where new distributors and buyers met face to face, relationships were built, and concrete sales dialogues occurred. Those kinds of conversations can't be moved to a video call.

The pipeline dried up. No new customers came in, and there was no clear replacement. The company had a strong product but no effective path to market.

Website

The product required physical presence

Seaweed caviar sells itself once you try it. The problem was that the website didn't reflect the level of quality and exclusivity that the product represents. There was no digital infrastructure to generate and manage leads, and without it, the sales team was effectively on standby while the market waited.

Løsningen

We sent the taste test home to the customers

We started with what Cavi-art® already knew worked: the physical tasting. The strategy was to move it online.

The website was redesigned from scratch with a focus on exclusivity, dynamic elements and exceptional quality product images. The design was to reflect the premium position of the product and create an experience that imitates the feeling of life underwater.

We built a dedicated landing page where the target audience could request a free sample. Leads were collected via HubSpot with a form integrated directly into the WordPress site, so Cavi-art’s salespeople had a structured flow of relevant contacts without duplication of effort.

Advertisements on Facebook and LinkedIn drove traffic to the landing page and ensured that the right people in the target audience found the tasting offer.

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"Itch sells us the services that make sense for our business. Easy access with a call, and we always find we can get through to the relevant partner."

Jens Christian Møller

Director, Cavi-art

Resultater

A new sales channel built to scale globally

Cavi-art® went from being dependent on physical trade shows to having a fully digital sales engine.

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New customers in markets that Cavi-art® had not previously had access to

Leads from all over the world began to actively demand the product via the new digital channel

The seamless integration between WordPress and HubSpot removed duplication

Physical sales channels are being transferred to a digital reality

Projektområder

Ydelser

Resultat

The sales meeting only existed at the trade fair

An entire sales channel disappeared

The product required physical presence

We sent the taste test home to the customers

A new sales channel built to scale globally

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Physical sales channels are being transferred to a digital reality

Projektområder

Ydelser

Resultat

The sales meeting only existed at the trade fair

An entire sales channel disappeared

The product required physical presence

We sent the taste test home to the customers

A new sales channel built to scale globally

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