Launch in hotels and multi-unit buildings before expanding to consumers
#00022
Launch refill in hotels and multi-unit residential buildings before going direct-to-consumer. These settings give free route density (many units per address), a rational B2B buyer instead of fragile consumer goodwill, contract-based predictable demand, and a cheap place to prove…
#00027The jump from B2B hotel supply to DTC home refill is an unsolved transition
The hotels-first plan assumes a DTC home-refill business expands naturally out of the B2B phase. But they are different businesses — different product, sales motion, margins and logistics — and DTC reintroduces the dispersed-household friction the hotel approach was chosen to av…
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