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FASHIONING A NEW WAY TO DRIVE INCREMENTAL MID-FUNNEL GROWTH

For the first time, Scotch & Soda have been able to accurately measure and validate the incremental contribution of digital media to their overall media mix.

5.5:1

Incremental Return on Ad Spend (IROAS)

25%

Epsilon-messaged customers buying more often than non-messaged customers

23%

Epsilon-messaged customers' lifetime value increased against non-messaged customers

Background

With 204 branded outlets and 8,000 concessions globally, Amsterdam-based fashion retailer Scotch & Soda was searching for a new way to drive incremental growth using personalised, data-driven messages.

Challenges

  • Overcome the limitations of Scotch & Soda’s existing marketing technologies.

  • Deliver a consistent brand message to the company’s customers.

  • Align all content and create individual communication stories that were efficiently delivered to the right customer, using the right product.

  • Enable Scotch & Soda to make data-driven advertising decisions that would create new incremental revenue.
  • Ensure the solution was resource light.

Solution

Epsilon’s CRM Media solution:

  • Delivered personalised media messaging that was shown to deliver incremental revenue return.

  • Drove incremental demand from Scotch & Soda’s mid-funnel, a technique Scotch & Soda was unable to achieve previously.

  • Provided audience insights, which were used to build a case for various creative strategies.
 
"Marketing is a mix, and Epsilon is one digital element to our overall strategy, but it is the piece that allows us to be where our customers want us to be, when they want us to be there."
— Leon Wharton, Media Manager at Scotch & Soda

How can you break through?

We get it. Each industry and each company encounters their own unique set of challenges. But what if we repositioned those challenges as opportunities? See just how far we can go.

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