This Works is a maturing, multichannel, international beauty brand achieving significant year-on-year growth over many years.
This Works’s natural, affordable skincare products were primarily sold through high street retailers. Their ecommerce business was in its infancy, so they asked us to help grow their direct sales and increase contact with customers.
We worked closely with their in-house team on achieving maximum results.
Why they hired us…
To Grow Online and Increase Bandwidth: Having a relatively small team, This Works wanted our expertise to help the business to grow their online revenues faster – in a scalable way.
Increase Direct to Consumer: Their wholesale channels were growing significantly, and they wanted to ensure that their e-commerce and online business kept pace, and even surpassed them.
What we did for them…
Built Growth Plan: As a relatively small ‘start-up’ we started by analysing their existing customer base and built a robust growth plan to achieve their targets.
Established CPA and Strategy: Based on a customer’s lifetime value, we established the individual customer acquisition cost affordable to them, then developed an effective customer acquisition strategy.
Mailing Program: We then created and executed a cold direct mail programme that drove significant new customers to purchase directly from the company.
Increase Retention and AOV: We optimised the customer contact strategy to retain the higher volumes of new customers purchasing, and to increase existing customers’ spending.
Cold mailing saw more than 4x new customer recruits profitably acquired
So far, our relationship has produced growth of 5x in direct sales
The database has grown by 4x since we started working together
Increase Acquisition via Mailing: Cold mailing saw more than 4x new customer recruits profitably acquired in the first full year.
Increase DataBase: The database has grown by 4x since we started working together.
Grew Direct Sales: So far, our relationship has produced growth of 5x in direct sales.
Consistent Growth: Year on year, we have consistently increased the volume of new customers – and profits.