Sales platform fosters website sales uplift of 27.5%
- +13.7% total sales 2017-18
- +27.5 increase website sales 2017-18
BES’s objective was to increase revenue and grow the business using its website. Now a modern e-commerce platform, it offers its customers a smooth and convenient shopping experience. Highly sophisticated, it has also provided a strong foundation that has enabled BES to increase its marketing budget and achieve a healthy ROI. Not only did website sales boom either - overall sales across the business increased by 13.7%.
This successful mail order business had a multi-million pound turnover from its catalogue and website. It wanted to increase revenue and grow the business, specifically using web technology to extend its capabilities.
BES intended to up its marketing spend and wanted to achieve a healthy ROI, so the new site definitely needed to support its campaigns strategy. Its new website needed to be suitable and attractive to its loyal existing customers - some of whom have stayed with the company since it was established in 1975 - as well as attracting new users.
We recommended a process-driven approach to support the client’s desired growth within the predicted time scale. A thorough discovery process defined how the new website would help BES boost its growth. This was a root and branch review of their proposition, culture and more, which informed a first-in-class web build and helped the company reimagine how they communicate to customers across all its channels.
The discovery phase of this project brought us together with our marketing partner Refinery to research BES’s customers. This helped us all understand how customers wanted to communicate, order and purchase. On one hand, a sole trader might want to browse the catalogue or online product pages in his van before phoning in an order; whereas a buyer for a larger company might want to do a bulk order online.
From here, we helped BES analyse how its proposition should evolve to meet the needs of its customers. This was a highly sophisticated development project, so we collaborated with certified Magento partner, Ampersand, who developed the codebase.
Client outcomes & beyond
Client outcomes & beyond
Our project blueprint, backed by our research, drove the creation of new features (like Click & Collect) and the improvement of others. It included integrating tools, like warehouse applications, and new tools that aligned the website to BES’s goals. These included a market-leading product integration management (PIM) service and an innovative search and navigation tool. We also brought under consideration the future requirements of services the client wants to provide to its customers using web technology - in other words, future-proofing BES’s investment.
The website we delivered has made it possible for BES to invest more in digital marketing and advertising, which has helped drive its phenomenal growth. Over the last year, the website – supported by an increased spend on digital marketing – has helped BES report that its total sales had increased by 13.7% and website sales by a massive 27.5%.