Challenge
A digitally native retailer, and certified B Corporation, faced increased competition and flat revenue after exponential growth.
The company sought to use pricing, promotions, and improved affiliate channel management to drive contribution margin and profitable growth in a dynamic market.
Approach
- Utilized data science to reveal customer behavior patterns within the data to drive prediction
- Leveraged external research for competitive analysis & best practices in a dynamic, competitive market
- Created models to enhance the approach to affiliate channel through better attribution & prioritization
- Built and applied strategic pricing framework to update prices across the product portfolio
- Re-imagined approach and plan for promotions beyond discounts
Results
100% increase in contribution margin
20% increase in AOV through price increases
30% increase in affiliate-driven revenue
50% increase in product cross-sell and attachment