Building Trilo: Turning Customer Behavior into an 8% Average-Sale Lift

THE BUSINESS QUESTION

Could a coffee concept built around variety increase trial and basket size without overwhelming the customer?

THE INSIGHT

Coffee drinkers enjoy discovery, but a standard menu asks them to choose one flavor before they know what they like. The unmet need was not more choice—it was a lower-risk way to explore it.

THE APPROACH

I translated that behavior into Trilo’s Try Three format: a guided flight that makes comparison part of the experience. Customer response and transaction patterns helped refine how the offer was explained, bundled, and sold.

THE RESULT

The concept produced an approximately 8% lift in average sale while giving customers a more memorable reason to engage. Trilo is both a business and a living example of how I use consumer insight, experimentation, and commercial data to shape an offer.