LEAN START-UP APPROACH TO SALES – A CASE STUDY

Abstract

In this paper, the application and advantages of the lean approach to start-up business is presented, through an example involving the sales of personal energy appliances intended for outdoor use. By using a thoroughly developed step-by-step approach, BioLite company was able to come up with a way to sell their equipment to even the most remote of markets (in this case, towns in India that do not have access to large retail stores) by carefully analysing all of the key factors and problems involved. In addition, this paper contains the explanation of how specific lean principles were applied in achieving of the company’s goal.