Borjomi

What Was the Client’s Request?

IDS Borjomi International produces and markets a balanced portfolio of mineral waters sourced from resort regions of Ukraine. The company is represented by brands such as “Morshynska”, “Morshynka”, “Myrhorodska”, “Myrhorodska Lahidna”, “Aqua Life”, and “Alaska.”

The company approached us with a request to implement a comprehensive project, which included international market analysis, development of a sales scaling strategy on the Amazon platform, increasing brand awareness abroad, as well as preparing and launching an effective marketing campaign to promote the product.

What Did We Propose?

To address these complex tasks, our experts proposed a step-by-step approach — starting from market research and moving toward product launch and promotion.

At the initial stage, it was important to determine which countries and marketplaces offered the most favorable opportunities for launching the company’s product, as well as to identify existing barriers and growth prospects.

Thus, we proposed to conduct:

Comprehensive research of the beverage market in the selected countries to identify the most promising markets for the brand and to develop an overall international expansion strategy
In-depth analysis of the niche and competitors, including pricing policies, delivery types, packaging, customer reviews, and more
Research of product compliance and regulatory requirements
Development of pricing recommendations for the product
Calculation of future promotional investments and sales forecasting

Results We Achieved!

To accomplish the set objectives, our experts:

Conducted an audit of the beverage segment in the selected countries
Calculated the current turnover of the Food & Beverages category, forecasted market size, annual growth rate, and average revenue per user (ARPU)
Analyzed competitors
Studied the pricing strategies, sales volumes, and packaging specifics of key market players
Conducted a review analysis of competing beverage products
Identified import requirements and marketplace product compliance requirements
Developed unit economics
Prepared a P&L forecast (projecting marketing costs and sales) for each selected country
Determined the most suitable market and marketplace for the launch

Based on the results of the work carried out, our team helped streamline the company’s business on Amazon in the United States, Canada, the United Kingdom, Italy, Australia, and Germany, as well as conducted marketing research in many other countries. In addition, despite challenges with brand verification, we successfully registered the Brand Registry in the U.S., which helped increase the company’s brand awareness in the market. Our team also facilitated the company’s interaction with distributors in various countries within the Amazon framework.

Company review: 4.5
Olena Goriacheva, Content Manager, IDS Borjomi International

Disqover Agency provided invaluable data on beverage segments, marketplaces, and requirements, enabling the company to enter the right market. Also, they addressed all questions with informative recommendations and met the deadlines. Above all, their promptness and relevant information were notable…

Read the full feedback on Clutch

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