Customer case

Duni

Duni is Europe's leading supplier of disposable products for table setting and take-away with restaurants as the most important target group. Sales take place internationally via 20s subsidiaries. Now it was time for the launch of Evolin, a tablecloth in a completely new and revolutionary material. Duni's marketing strategy focuses on converting restaurants that use cloths (usually linen) to use disposable products instead. There are many rational reasons for using disposable products, including economy, convenience and environmental impact. Despite all the good arguments, there is still a large group of restaurants that do not want to leave the tablecloth - mainly because of tradition but sometimes also because they have invested in expensive linen and / or signed contracts with companies that rent out tablecloths. The dilemma was m.a.o. that the main target group had already made its decision. They knew about disposable products and had actively chosen not to use them.