The Challenge

Church & Dwight asked us to help them increase awareness of their brand Stérimar, a range of sea water nasal sprays offering a completely natural alternative to traditional nasal medicines.

They needed to find the most effective way to get their brand on the radar of shoppers and deliver ROI.

Applying Buyologic®

We applied our Shopper Journey Planning tool to the challenge, and first identified the mindsets of Stérimar’s shoppers. The dominant mindset in the category was identified as “secure”, with personal care purchasing deeply motivated by reliability and an aversion to risk. Knowledgeable mindsets are also common; a desire from shoppers to understand more about what they’re buying.

We had to de-risk Stérimar, and convince secure mindset shoppers of its effectiveness over traditional nasal medicines considered a “safe” choice.

And there’s no better reassurance than that of your doctor or pharmacist.

So with this in mind, we targeted potential ‘recommenders’ via direct mail to educate them on the benefits of Stérimar for their patients/customers.

We sent a series of thee mailers out to 6,200 Healthcare Professionals throughout England, Scotland and Wales including 2,500 of the UK’s largest independent pharmacies and 3,000 lead GPs.

Each mailer contained detailed product information highlighting benefits to patients, a competition, a call-to-action to recommend Stérimar, as well as a versatile set of point-of-sale material to suit different requirements and drive sales.


Barriers Analysis

Shopper Journey Planning

Touchpoint Priorities

The Results


increase in sales in independent pharmacy sector


answered questionnaire correctly, proving cut-through


response rate with competition postcards

Client comment to follow soon!

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Contact Mark Burgess on +44 (0) 203 923 4831 or +44 (0)78 0903 0523. Alternatively, fill out the form below and we’ll get back to you before you know it.