Vitruvi, founded by siblings Sara and Sean, is a premium home scenting brand that enhances living spaces with natural air care products such as essential oil diffusers, humidifiers, and scented oils. Known for their commitment to non-toxic ingredients and elegant design, Vitruvi has successfully established a strong direct-to-consumer (DTC) presence. Alongside their DTC success, they actively expand their wholesale channel, targeting home goods stores, boutiques, and gift shops that appreciate high-quality, beautifully designed products.
Wholesale Strategy
Vitruvi’s goal is to expand their current wholesale channel focusing on establishments that value both aesthetic and quality. Introducing their products to customers in person.
Challenges
Vitruvi faced a key challenge in scaling their wholesale operations:
- Cumbersome CRM System: Their past CRM was overly complex and expensive, loaded with features that were not aligned with Vitruvi’s needs, requiring excessive manual maintenance and didn’t have the personalized experience they wanted to authentically connect with accounts.
Solution
Vitruvi turned to Overjoy, an all-in-one platform designed to streamline and enhance outbound sales:
- Lead Generation: Overjoy's search features have made finding high quality retailers much more effective and less time consuming.
- Efficient, Smart CRM: Overjoy's AI-driven CRM system automatically categorized responses, turning interested replies into prospects and pulling relevant business information, thus significantly reducing manual data entry.
- Integrated Sales Analytics and Faire Integration: This feature allowed Vitruvi to analyze the categories of businesses buying their products on Faire, identify lookalike customers, and refine their sales strategy.
Results
The implementation of Overjoy led to remarkable improvements in Vitruvi's sales process:
- 2.5x Response Rate Improvement: Response rate for cold outreach grew from 4% to 10% within two months, with the help of quality leads & email campaign features.
- 50% increase in New Prospects in 3 Months: Vitruvi filled their pipeline with fresh prospects within the past 3 months, with 77% of them automatically generated with email sync & AI sentiment analysis.
- 6-stage sales pipeline: Vitruvi successfully created a 6-stage sales pipeline to streamline the different stages of their sales process.
- Efficient Management: Overjoy CRM’s task & snooze features enabled Vitruvi to keep managing their entire wholesale program despite the huge spike in communications and follow-ups.
"Adopting Overjoy has been a game-changer for Vitruvi's overall business operations. It not only streamlined our outreach and CRM processes but significantly enhanced our market expansion strategies. Overjoy's intuitive platform allowed us to engage more deeply with potential clients and effectively grow our prospect pipeline, directly impacting our bottom line and operational success."
– Simone Payne, Director of Customer and Retail Experience at Vitruvi
"Using Overjoy daily has transformed how I manage our accounts and interact with prospects. The AI-driven features make it incredibly easy to follow up and maintain relationships, ensuring that no opportunity slips through the cracks. It's like having an assistant that's always one step ahead, making sure our communications are timely and our relationships are nurtured."
– Amanda Carruthers, Account Manager at Vitruvi
