Two customers, one catalogue: a mother and a school procurement officer.

Inflatable bouncer, air-game and water-attraction rentals delivered and set up across every emirate — for birthday parties, family gatherings, school functions and corporate events.

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Role

Marketing lead — Outbox Agency

Sector

Hospitality & Leisure

Location

Dubai, UAE

Period

2024 — 2025

The brief

A parent booking a birthday and a school booking a sports day are the same rental and completely different sales processes.

One rental, two sales processesBoth funnels were sharing a single form. Neither was served properly.

Same inflatable, same van Identical product either way

Consumer A parent, on a phone Decides in minutes

WhatsApp, date held Impulse path — no form, no callback

Institutional A school procurement officer Decides over weeks, against a calendar

Quotation, then a purchase order Planned against term dates months ahead

The situation

A parent booking a birthday and a school booking a sports day rent the same equipment through completely different processes.
One is an impulse WhatsApp message; the other is a formal quotation inside a procurement cycle with a purchase order.
Both were being funnelled through the same enquiry form, so neither was served properly.
The real objection in this category is logistics — will it arrive, will it be set up, will it be clean — not price.

What I did

Separated the consumer and institutional funnels

Two distinct paths with different forms, different response times and different follow-up, because a mother and a procurement officer need opposite things from the same business.

Built around the school calendar

Term dates and event seasons make institutional demand entirely predictable months ahead. Campaigns were planned against that calendar rather than reacting to it.

Led with delivery and setup

"Delivered and set up across the UAE" became the headline, because logistics is the actual objection and answering it up front removes most of the friction.

Made booking as light as the impulse

For the consumer side, the path from seeing an inflatable to holding a date was compressed into a WhatsApp exchange rather than a form and a callback.