by admin | Aug 11, 2015 |
LUXURY SKINCARE Bravas increases product awareness, average order value and sales STANDING OUT IN A CROWDED SEA OF SAMENESS SkinMedica, a luxury skin care brand, knew they needed a change in their online presence, but they didn’t know exactly where the problems were. They just knew that sales were down, customers weren‘t trying their new products and 90% of online purchases were 1-product checkouts. After heatmapping and deep user research both with the consumers and their physician partners, we identified site visitor patterns and their key purchase triggers. We also discovered that physicians were skeptical about the ROI of ecommerce. We learned that over 90% of consumers valued a customer’s product review over the opinion of their physician, a finding that finally got physicians to listen. Ecommerce was imperative to their business and now they knew it. A REIMAGINED ECOMMERCE PLATFORM We built a custom, open source CMS for SkinMedica that allowed them to communicate personally to their customers and their physician partners. For the physicians, we developed a turnkey, white label ecommerce solution that empowered them to sell SkinMedica products online. SkinMedica handled everything including payment, fulfillment and shipment while the physicians enjoyed the revenue without the hassle of stocking shelves and dealing with unused inventory. % growth in quarterly revenue % growth in order volume % growth in average daily revenue A PERSONALIZED SKINCARE APPROACH To deliver on the consumer’s desire for tailored product recommendations, we developed the Regimen Builder tool. The user answers simple questions and gets customized product “bundles”, which increased average order value and pushed trial. LAUNCH SITE Related Case Studies Wilson Custom Gloves...
