What caused the sudden 15% decrease in Lenskart's blue light filter lens sales in Q2 compared to Q1?

Introduction

The sudden 15% decrease in Lenskart's blue light filter lens sales in Q2 compared to Q1 is a significant issue that requires thorough investigation. To address this problem, I'll employ a systematic approach to identify, validate, and address the root cause while considering both immediate and long-term implications for Lenskart's product strategy.

Step 1

Clarifying Questions (3 minutes)

• Looking at the timing, I'm thinking there might be seasonal factors at play. Has Lenskart historically seen similar Q1 to Q2 fluctuations in blue light filter lens sales?

Why it matters: Seasonal patterns could explain the decrease and inform our approach. Expected answer: No significant historical Q1 to Q2 fluctuations. Impact on approach: If true, we'd focus more on recent changes or market shifts.

• Considering potential product changes, have there been any recent updates to the blue light filter lenses or the way they're marketed on the platform?

Why it matters: Recent changes could directly impact sales performance. Expected answer: Minor UI updates to the product page were implemented in late Q1. Impact on approach: We'd investigate the impact of these UI changes on user behavior.

• Thinking about user segments, has there been a change in the performance across different customer groups (e.g., new vs. returning customers, age groups)?

Why it matters: Identifying affected segments could pinpoint specific issues. Expected answer: Decrease is more pronounced among new customers. Impact on approach: We'd focus on the new customer journey and acquisition channels.

• Considering market dynamics, have there been any significant changes in competitor offerings or pricing for similar products?

Why it matters: External market forces could be driving the sales decrease. Expected answer: A major competitor launched a promotional campaign in early Q2. Impact on approach: We'd analyze our competitive positioning and marketing strategy.