Case Studies

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Challenge

Blue Vanilla is a very successful female fast fashion brand founded in the UK. Over the last 10 years they have grown a successful Bricks and Mortar business worth £30+ million which onto which they have recently overlaid a burgeoning UK centric eCommerce site.

Through the use of a London-focused ATL advertising campaign they had been seeing an increase in traffic, sales and conversion. Their challenge was to grow the digital footprint of the brand and drive incremental revenue streams, in international territories where it had no presence and extremely low brand recall.

Approach

With the use of Pivots marketplace clients they looked to implement a digital-first market entry strategy via international eCommerce marketplaces that have a strong set of brand adjacencies and a commercial model that allowed both parties to drive revenue and margin.

Results

Cross-Border eCommerce is now a key part of the brand’s growth strategy and due to the low market-entry costs and the incremental sales channels that marketplaces offer, this area of focus has afforded the brand a greater degree of flexibility when working with partners and by reinvesting the revenue in the business, has allowed the brand to grow its marketing spend.
Already running a successful omni-channel fashion business in the UK I began to understand the potential that existed internationally for our female fashion lines. Our challenge was how to reach these markets and leverage these opportunities. This is where the team at Pivot truly added value with their global relationships and understanding of the best online opportunities in each region we were able to drive consistent incremental revenue from day one and international brand awareness. Dave Chawla

CEO

animallogo

Challenge

Animal is a UK lifestyle brand with a product range that has grown to include action sports inspired clothing, watches, wetsuits, technical outerwear, eyewear, footwear, luggage and accessories. As an omni-channel retailer expansion through appropriate online channels with the right customer attributes and marketing support is a focus to grow sales.

Approach

The Newegg marketplace was identified as a suitable sales channel for Animal based on the demand for outdoor lifestyle products on the platform and an initial assessment was performed to determine sales potential. On-boarding was done quickly with the help of the local Pivot team and Newegg immediately picked up the brand to build the brand and drive sales.

Results

Animal launched on Newegg in late 2016 and were immediately promoted by Newegg at no cost as part of the GREAT campaign which show cased the best UK based products available to US customers and the early results are encouraging

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David Abramson, International Sales Director, Animal

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Challenge

Green Man Gaming (GMG) is a global e-commerce technology company in the video games industry and the first choice for millions of passionate gamers around the world. Working directly with over 500 publishers, developers and distributors, GMG offer gamers in 190 countries a large catalogue of multi-platform games at competitive prices through its own website.

In recent years GMG has sought to capitalise on the growth of online marketplaces as a route for incremental traffic and sales growth. Pivot were hired to find new marketplace opportunities that were appropriate to their digital only product offering and were of suitable scale and commercial opportunity.

Approach

A high level analysis was performed on the top 15 global ecommerce markets in the world including China, USA, India and the largest European countries. The major marketplaces within these countries were identified with particular emphasis given to sites most used by Gamers with 10 marketplaces shortlisted. These were all contacted to see if an opportunity existed specifically for the sales of digital only products and other secondary research was also conducted amongst other merchants and service providers to best evaluate the marketplace options with greatest commercial return. These results were presented back to GMG with a detailed written report.

Results

Based on the Pivot recommendations work has begun immediately on the integrations with several leading marketplaces in India, the Middle East and New Zealand which were not previously part of the GMG road-map.

The sales GMG make through online marketplaces continues to grow and working with Pivot has helped us to increase that significantly by finding new relevant opportunities and allowing us to make well researched commercial decisions in quick time. I recommend working with the Pivot team.

 

Paul Sulyok

CEO and Founder of GreenManGaming

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Challenge

BBA is a newly launched challenger brand to the men’s grooming market and (aside from the association, of the same name that it works alongside) it had low brand awareness at launch. As such any market entry had to target a new user group with low brand recall, in a way that offered maximum reach but within a budget.

Approach

It was felt that in order to gain good market traction, a build branding exercise using a multi-channel market entry strategy was the preferred approach, as this was something that could then be supported by the B2B (salon) side of the business and then leverage a strong social media push.

Results

Working with Pivot, BBA have been able to open up a series of strong digital marketplace channels in the UK and in doing so have been able to take advantage of low market-entry costs. Additionally they have utilised a digital-first access to a consumer audience that is largely shopping online and via multi-channel brand touchpoints.
As a new brand launching in the UK, BBA needed a trusted partner to help us develop and implement a multi-channel strategy. PIVOT’s management team were able to prove that, with their experience and network, they could successfully deliver against this requirement Trevor Studd

CEO, BBA