CLIENT

Manufacturer - Microscopes and Optical Solutions

SERVICES

B2B | B2C | Recruitment and Hiring | Ecommerce Platform Implementation | Organizational Structure | Merchandising Strategy | Board Member | Digital Marketing Assessment | Ecommerce Assessment | Executive Role | Marketing Partner Management | Marketing Partner Selection | Amazon Marketing | Demand Planning | Order Management Implementation | Order Management Selection | Partner Selection | Amazon 3P and 1P Management | Amazon Strategy | Multi-channel Strategy

THE CHALLENGE

A manufacturer and global provider of microscopy and optical solutions was recently acquired by a private equity firm.  With over 50% of  sales coming from Amazon and eBay, the company was growing at rate of 20% annually. The founders of the company had limited ecommerce experience. As a result, the company was lacking in several areas, including marketing, systems architecture and team experience.

 

DigMEE Partners was initially hired to perform digital due diligence to determine growth opportunities and assess the risk associated with changes that were needed to achieve the company's growth goals.  Post-acquisition, DigMEE Partners filled an interim CMO and CTO role and implemented the infrastructure (people, process, and systems) that enabled the company to achieve their goals.

 

HOW DIGMEE PARTNERS HELPED

  • Member of the Board of Directors to help advise on company strategic direction.  Advised company put systems in place to support sustainable growth, stabilize the US, and focus on the EU expansion

  • Led the expansion of marketing channels which initially was only paid search to the following channels:  affiliates, email, retargeting, display, and Amazon ads.  This included sourcing new vendor partners and technologies to manage these channels.  This increased traffic by over 25% at the same level of spend

  • Assisted in the recruiting and hiring of a new Marketing Director to manage the marketing channels and marketing calendar, including new promotional offers

  • Led the selection process and implementation of an all-inclusive OMS, WMS, and marketplace management tool.  The company previously had no solution in place and thus would limit sustainable geographic expansion.  This solution simplified the fulfillment process, increased speed of delivery, and reduced labor required

  • Led the rollout of a new customer service system (Zendesk) and related processes to streamline and improve the customer service response times and quality.

RESULTS DELIVERED

  • Marketing improvements led to a 25% increase in traffic at the same spend levels

  • System rollouts resulted in a 20% reduction in workforce and resulting EBITDA improvements 

  • Europe focus led to a 150% revenue increase

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