Stove & Hearth Merchant ignites sales growth

HOW ONE BRAND USED EXCLUSIVE'S STRONG PARTNERSHIPS TO TURN MARKETING STRAINS INTO MARKETING GAINS

Stove & Hearth Merchant ignites sales growth

HOW ONE BRAND GREW ONLINE REVENUE AND ACQUIRED NEW CUSTOMERS USING A CUSTOMIZED DIGITAL MARKETING STRATEGY

+ 0 %
Increase in Year-Over-
Year Revenue
+ 0 %
Increase in
YoY Conversions
+ 0 %
Increase in Email-
Driven Revenue

THE CLIENT

CHALLENGES

POWERED BY PARTNERSHIPS & SUPERCHARGED BY SYNERGY

In partnering with Stove Parts Unlimited (SPU) to grow the merchant's online sales, the EXCLUSIVE team quickly noticed two things:

  • Stove Parts Unlimited's small, relatively inexperienced marketing team was relying on an unsophisticated email marketing platform with limited capabilities.
  • SPU was using the BigCommerce website platform for its online presence.

Coupled with additional assessment findings, our team created a strategy to accelerate SPU's growth by tapping into our partner network. These trusted providers deliver complementary capabilities that help EXCLUSIVE clients maximize results.

For Stove Parts Unlimited, our collaborative strategy included BigCommerce (the client's existing website platform) and Klaviyo (experts on communication throughout the entire customer journey).

BigCommerce and Klaviyo have really unique and robust integrations working with our systems. They offer sophisticated technology that gives EXCLUSIVE the tools we need to develop truly personalized interactions, complete user journeys, and unparalleled eCommerce experiences.

— Faith Gagliardi,
Email Marketing Manager,
Exclusive Concepts

Email marketing
catches fire

THE Challenge

When Stove Parts Unlimited approached EXCLUSIVE, email was driving only 1% of SPU's revenue, far lower than expected. We immediately saw that an outdated email marketing system with limited capabilities, no automations, and an unsegmented database was holding SPU back.
Without dedicated resources and capable tech, there was no cohesive marketing strategy. Instead of doing what they did best — helping customers improve their homes and enjoy time spent there — SPU employees were distracted by creating manual email blasts that didn't deliver.
Stove Parts Unlimited had made a name for itself on service and selection, and the family-owned company had a loyal base. When COVID hit and demand for home goods spiked, SPU wanted to make sure that it could meet the new needs of shoppers, especially its longtime customers.

EXCLUSIVE'S SOLUTION

EXCLUSIVE immediately migrated the client from the old email service to Klaviyo. This unlocked the power to build time-saving automations and to segment customers based on individual preferences and behaviors. Things were immediately easier, organized, and effective.
We isolated loyal customers and created a VIP segment. We then set up automated email campaigns where VIPs were the first to know about new products and back-in-stock items so that they could purchase first.

The Combined Power of EXCLUSIVE & Klaviyo

Using Klaviyo's powerful integrations with EXCLUSIVE technology and the versatile BigCommerce platform, we created automations for shoppers and situations of most common to Stove Parts Unlimited.

These workflows included the following and more:

New Customer Targeting

Abandoned Cart Reminders

Customer Winbacks

RESULTS

With email now driving 13% of revenue (up from just 1%), we focused on other areas for growth. The next goal was to increase market share via new customer acquisition. We did this via targeted PPC campaigns that eliminated wasted spend. Creating negative keyword lists, building out additional remarketing audiences, creating dynamic search ads, and launching social marketing further optimized efforts and drove results.

+97% Increase in YoY Revenue

+12% Increase in Email-Driven Revenue

+75% Increase in YoY Conversions

1590% RoAS for Social Marketing
Campaigns Targeted Toward Cold
Audiences and Retargeting

WANT AMAZING RESULTS LIKE THESE?

A Trusted Partner in eCommerce

A Trusted Partner in eCommerce
A Trusted Partner in eCommerce

A Trusted Partner in eCommerce