Grew Revenue with Efficient Marketing

Background

Well-known luxury retailer had a mandate to grow its e-commerce business by 20%. The product price point was extremely high, and the user experience and customer service were critical to success. Marketing costs as a percentage of sales exceeded industry standards, initiatives were not generating new customers efficiently, and retention efforts were failing.

Challenge

Acquire incremental customers cost efficiently while supporting the brand promise.

Results:

• Renegotiated two partnership deals resulting in $3 million cost savings in one year
• Interviewed, recommended, and hired new interactive agency
• Hired technology consultants to build proprietary tracking system and oversaw the integration with complex internal systems
• Developed customer segmented marketing plans including messaging, creative, frequency, and products based on behavior and interests
• Metrics improvement: sales conversion +35, average order value +15%; year-over-year sales growth +30%