Promotion Diagnostics
Understand why shoppers respond to your promotions.
Sales data tells you what happened. Promotion Diagnostics helps explain why.
Short AI-moderated conversations with shoppers during and after a promotion reveal purchase triggers, alternatives, switching behaviour and reasons for repeat purchase.
The blind spot
You know the result. But do you know the reason?
What you already know
What often remains unclear
Same transaction. Different reason.
“I had wanted to try it anyway.”
“The discount made me switch.”
“My normal brand wasn't available.”
How it works
Direct shopper feedback at the moment of promotion
Promotion
A relevant promotion touchpoint invites participation.
Shopper engagement
The shopper accesses the conversation via smartphone.
3-minute conversation
An AI interviewer responds and asks relevant follow-ups.
Promotion diagnostic
Responses are structured across motivations, alternatives and triggers.
Optional follow-up
Reconnect after 4–8 weeks to explore usage and reported repurchase.
Dynamic follow-up
Not a static questionnaire.
The interviewer listens, interprets and goes one level deeper—turning a brief purchase moment into useful context.
The questions behind the purchase
Turn a purchase moment into a deeper shopper story.
Before
How frequently had the shopper bought the brand before?
Trigger
What specifically triggered the purchase this time?
Alternative
What would they have bought without this promotion?
Promotion effect
Did they buy more, or simply bring forward their next purchase?
After
Did they buy the product again and why?
Information on previous purchase behaviour and alternatives is based on shopper responses unless otherwise specified.
Conversations → patterns → insights
From conversations to promotion insights
Basis: participating shoppers
Previous purchase behaviour
Main purchase trigger
Alternative without this purchase
Discount is the clearest trigger among regular buyers.
“I bought extra while the price was lower.”
From insight to next promotion
Research that creates actionable learning
Light buyers mention visibility more often than discount.
Increase visibility or display strength before increasing discount depth.
Existing buyers frequently report stock-up behaviour.
Review whether deeper discounts may be subsidising existing demand.
A competitor is repeatedly mentioned as the alternative.
Adapt messaging or mechanics to better address switching occasions.
Existing data + Promotion Diagnostics
What + why = better promotion learning
Sell-out / POS / loyalty
What happened?
Shopper conversations
What motivated them?
Promotion Diagnostics
Why did it happen?
Next promotion
What can we learn?
Promotion Diagnostics complements existing sell-out, POS, loyalty and panel analytics. It does not replace them.
Use cases
Where Promotion Diagnostics can help
What made shoppers respond to the promotion?
A focused pilot
What would you like to understand after your next promotion?
How a pilot works
- 01One promotion
- 02Reach shoppers during the promotion
- 03Short AI-moderated conversations
- 04Optional follow-up
- 05Promotion Diagnostic with management insights
About
Built from practical FMCG activation experience.
Promotion Diagnostics was developed by Favory AG, a Swiss company working at the intersection of FMCG brands, product activation and consumer feedback. It builds on practical experience in physical consumer sampling and product activation with a dedicated approach to understanding the reasons behind shopper behaviour during promotions.
About Promotion Diagnostics