---
title: "Case Study: Whittard of Chelsea business growth"
---

 

**Profit growth and **

**premiumisation**

 

![Whittard-white](https://f.hubspotusercontent10.net/hub/5979562/hubfs/Whittard-white.png?width=175&name=Whittard-white.png)

 

## The difference we make

 

8%

growth in retail sales

30%

increase in online sales

7x

growth above market rate

## Established in 1886, Whittard were a traditional tea and coffee brand with a strong desire for reinvention and rejuvenation.

## We give the Whittard of Chelsea team actionable insight into their customer behaviours, enabling customer-centric decision-making and fuelling a 30% growth in sales over 3 years.

![whittard customer behaviour](https://www.more2.com/hubfs/More2%20website%20move%20images/Other%20Images/whittard-1.jpg)

## In detail

**

### Data capture

Improved in-store data capture by doubling linkage rates and enhancing insight

**

### Premiumisation

Reassessed pricing and promotional activities to drive brand premiumisation

**

### Customer initiatives

Proved incremental impact of segmented customer initiatives to fuel growth

**

### Product sampling

Supported sampling roll-out to drive footfall and increase average order value

**

### Nurturing programmes

Developed nurturing and reactivation communications plans to reduce lapse rates

## **The Results**

## **8% increase in retail sales:** From 2019-2020, retail sales increased by 8% – much higher than the retail market rate.

## **30% increase in online growth: **increased profit from new customer acquisition by building targeted, data-driven marketing campaigns to optimise spend.

## **Increased AOV:** Boosted footfall, sales, and profit by reducing online discounts and delivering store-focussed initiatives.

![whittard results](https://www.more2.com/hubfs/More2%20website%20move%20images/Other%20Images/whittard-3.jpg)

# Ready to see how we can help your business? 

## We work with over 100 brilliant brands to help them grow quickly, sustainably, and profitably.

## We're proud of the work we do and the results we deliver - get in touch today and let's see how we can help you!