Top 6 E-Commerce Case Studies

Top 6 E-Commerce Case Studies

It’s no secret that the world of e-commerce is booming . While brick-and-mortar retail is going through challenging times due to the COVID-19 pandemic, some e-commerce categories are seeing a surge in sales , including food and beverage, personal care, and home fitness. With that success comes a slew of employment opportunities in the e-commerce space.

These e-commerce case study questions are applicable to interviews for a variety of roles including marketing analytics, business intelligence, data science, and any type of strategic role that relates to attracting and retaining customers for an online brand.

What Are E-Commerce Case Studies?

E-commerce case studies are generally scenario-based questions that ask you to work through a solution to a proposed business or marketing problem for an e-commerce brand.

Your job is to ask the interviewer for more information, make assumptions about the case, propose a solution, and ultimately consider the trade-offs of your solution. Case study interview questions aim to assess five major qualities:

  • Logical, structured thinking - Can you structure complex problems in a clear, simple way?
  • Analytical problem solving - Can you read, interpret, and analyze data well?
  • Business acumen - Do you have sound business judgment and intuition?
  • Communication skills - Can you communicate clearly, concisely, and articulately?
  • Personality and cultural fit - Are you coachable and easy to work with?

Case study interviews effectively screen candidates because they assess these qualities in just a 30- to 45-minute exercise.

Let’s take a look at some of the top answers to e-commerce case study interview questions:

Wayfair E-Commerce Case Study

An e-commerce company has experienced a reduction in revenue for the past 12 months. what would you investigate to understand exactly where the revenue loss is occurring.

To investigate the revenue decline, you have access to information like:

  • Date of sale
  • Amount paid by customers
  • Profit margin per unit
  • Quantity of item
  • Item category
  • Item subcategory
  • Marketing attribution source
  • Percent discount applied

An e-commerce case study like this is asked during marketing analytics interviews to determine if you can propose strong metrics to investigate a problem. You might start by investigating monthly revenue by marketing source, category/subcategory, or by the percent of the discount applied.

This analysis will help you understand if the decline is due to decreasing marketing efficiency, an overreliance on discounts, or if a particular category is declining. You could also investigate changes in profit margin per unit, which could help you identify if production costs are rising.

B2B E-Commerce Case Study

You work for a saas business. to catch up to end-of-quarter revenue goals, would you send an email blast to your entire customer list.

Broadly speaking, sending a mass email blast to a list of customers is generally not a good idea, especially when the objective of the email is to increase sales.

A better solution is to segment the audience and personalize the messaging by the audience. For example, if a customer was about to reach their licensing limit, you could send a personalized offer to add more licenses, whereas a win-back campaign could be used for recently churned users.

E-Commerce Revenue Analytics Case Study

You work for a 14-month-old saas company. you’re asked to calculate the average customer lifetime value. how would you do it.

For more context, you know that the product costs $100, there’s an average 10% monthly churn, and the average customer’s lifetime is 3.5 months.

Average lifetime value is defined by the prediction of the net revenue attributed to the entire future relationship with all customers averaged. Given that you don’t know the future net revenue, you can estimate it by taking the total amount of revenue generated divided by the total number of customers acquired over the same period of time.

However, there’s a catch: it’s only a 14-month-old company. As a result, the average customer length is biased, because the company hasn’t existed long enough to correctly measure a sample average that is indicative of the mean.

How would you calculate this? Try to find the expected value of the customer at each month as a multiplier of retention times the product cost.

Walmart E-Commerce Case Study

An e-commerce website’s pricing algorithm is underpricing products. what steps would you take to diagnose the problem.

See a full solution to this question on YouTube:

Walmart E-Commerce Case Study

E-Commerce Database Case Study

You want to remove duplicate product names from a very large e-commerce database. how would you go about doing this.

More context: the duplicates may be listed under different sellers, names, etc. For example, “iPhone X” and “Apple iPhone 10” are two names that refer to the same iPhone.

See a full mock interview solution for this e-commerce case study question on YouTube:

Amazon E-Commerce Case Study

Email Marketing Analytics Case Study

A revised new-user email journey boosts conversion rates for an e-commerce store from 40% to 43%. however, a few months prior, cvr was 45%. how would you investigate whether the new email journey caused the increase in cvr.

See a step-by-step solution to this problem on YouTube:

Airbnb Case Study Question

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19 Ecommerce Case Studies You Need To Steal From

19 Ecommerce Case Studies You Need To Steal From

You’ve heard it before - always be testing.

But if you’re running an eCommerce business then the tasks of analyzing your site data and identifying leaks in the funnel usually get pushed to the bottom of your to-do list. Let's face it, you’ve got 97 other things you SHOULD be doing today. 

So with that in mind, we've pulled together the following 19 real-world eCommerce lessons to help you cut straight to the chase in implementing some simple solutions to increase your online sales.

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In a hurry? Here are some eCommerce studies you need to steal from:

  • How to improve Conversion: Envelopes.com achieve 40%
  • How to improve Communication: Budapester increased mobile conversion by 29%
  • Make small changes: Edible Arrangements increases same-day sales by 8%
  • Make product benefits clear: Amerisleep increased checkouts by 13.9%
  • Reduce website friction: Company Folders increase conversion by 68%
  • Try cross selling products: Furniture retailer increased its AOV by 4.6% in 41 days
  • Reduce clutter and distractions: Taloon.com ditched social buttons
  • Use influencers to reach customers: Gwynnie Bee saw 5.85% CTR from Youtube influencer
  • Reduce risk of purchase: Express Watches provides authenticity stamp
  • Use events to drive sales: eCommerce companies saw a 27% spike during football world cup
  • Remove distractions: Underwater Audio bump sales by 41%
  • Get customers to take the next step: Kettlebell Kings’s takes advantage of user generated content to drive sales
  • Use comparison data: Paperstone took out their competition with data
  • Test and measure results: MVMT generated $90M in revenue in five years
  • Find alternate channels: ECCO Shoes decreased customer acquisition costs by 14%
  • Move past the product: Away generated $125M by standing out
  • Drive inbound through content marketing: Bavarian Clockworks reached $1m in sales
  • Build loyal engaged followers: Frank Body hit $20M in annual sales
  • Be relevant to your customers: Society Socks improved survey response rate by 200%

eCommerce case studies

Save this guide:  19 eCommerce case studies 

Learn from these 19 eCommerce case studies to see what problems they identified and how they implemented simple solutions to increase sales.

Send me the guide 

[eCommerce case study #1] How to improve Conversion: Envelopes.com achieve 40%

A common eCommerce problem is prospects exiting the page before completing their order. As consumers, we've all done it before. So the team at Envelopes.com wanted to see if they could “rekindle the flame” and land some sales from hot leads using target followups. These are visitors who created an account and put an item in their shopping cart, so we can see some real intent to purchase at some stage down the track.

The Envelopes.com team were confident that sending targeted follow-up emails generally resulted in sales but weren’t sure of the best timeframe to send them. So they tested out email sends at two alternate time lapses post cart abandonment; the first group sent the following morning at 11 a.m. and the second group 48 hours post cart abandonment.

The emails sent at 11 a.m. the following day delivered:

  • an open rate of 38.63%
  • a click-through rate of 19.54% and
  • a conversion rate to a sale of 27.66%

The emails sent after 48 hours delivered:

  • an open rate of 38.01%
  • a click-through rate of 24.71% and
  • a conversion rate of 40.00%

Although sending these emails on the following day post cart abandonment had a slightly higher open rate, the most important figure, conversion to sale was significantly lower. 

Take home message

Send a follow-up email to people who abandon their carts, if you’re not already doing it. Though Envelopes.com found that 48hrs later was the best performing time, a different cadence and time lag may work better with your customer base, so test out multiple alternatives. If you're looking for some assistance on the creative messaging front, we have included the exact email creative used by Envelopes.com here:

Envelopes ecommerce case studies 3

(Envelopes.com Reminder Email 1)

Envelopes ecommerce case studies 2

(Envelopes.com Reminder Email 2)

Envelopes ecommerce case studies 1

(Envelopes.com Reminder Email 3)

[eCommerce case study #2] How to improve Communication: Budapester increased mobile conversion by 29%

As anyone in the eCommerce realm can attest to, it can be pretty disheartening when a major influx in traffic doesn’t lead to an equally major spike in sales.

Unfortunately, that’s exactly what happened to German luxury fashion retailer Budapester a few years back.

Astoundingly, the brand’s website had been seeing hundreds of thousands of visitors each month—but its conversion rates were absolutely abysmal. The problem was even worse on mobile, where Budapester’s conversion rate was less than half that of its desktop alternative.

Upon realizing something needed to be done, the company’s first order of business was to communicate its unique selling propositions and other offers and policies more clearly to its visitors. This meant displaying information regarding free delivery, shipping options , and product availability prominently within its individual product pages:

Budapester USP

(Budapester website | Source )

Along with this, Budapester also tweaked its site’s header—specifically, decreasing the logo’s size, and adding the above-mentioned info at the very top of the page. Again, this made it much easier for visitors to learn about these policies and offers right away.

Finally, the team also tweaked the appearance of its shopping cart page. From this...

Ecommerce case study: Budapester shopping cart - Before

( Source | Budapester shopping cart – Before)

Ecommerce case study: Budapester shopping cart - After

( Source | Budapester shopping cart - After)

Once more, the above information is now prominently displayed to the consumer—this time in two ways. In addition to the change to the header, the website now displays the company’s offer for free shipping in a green font that stands out at the bottom of the screen.

The end result of Budapester’s efforts, as Growcode explains :

“Its overall conversion rate increased by 12.5%, with its mobile conversion rate going up by nearly 30%. All in all, this equated to an additional 120,000€.”

There are three main lessons to take away, here:

Firstly, it’s essential that you communicate your value to your potential customers in a clear and concise manner. If you offer something of value—say, free shipping on orders over $100—but you don’t tell your visitors about it...how are they supposed to know?

On the other side of this, you want to avoid including redundant or unnecessary information anywhere on your eCommerce website. Not only might this be distracting to your visitors, but it also takes up physical space on your site that could have been put to better use.

Finally, it’s worth pointing out that optimizing your site might not mean you need to do a complete overhaul. As was the case with Budapester, a few tiny, seemingly insignificant tweaks can be all your site needs to start generating a massive amount of conversions.

[eCommerce case study#3] Make small changes: Edible Arrangements increases same-day sales by 8% 

Edible Arrangements had a fairly typical marketing challenge . They offer customers a same-day delivery option (and have done so for years) but people weren’t taking advantage of the offer because they didn’t know about it.

To educate customers about this option they significantly increased visibility with a large banner in an extremely prominent position on the homepage, just below the navigation bar. This created urgency around the offer by featuring a countdown timer to the deadline for same day delivery. It was impossible to miss or misunderstand.

Edible arrangements ecommerce case study

(Edible Arrangements website)

The result of this simple countdown feature? An increase in same-day sales by 8% !

You don’t need a new product to promote something. People might not know about a product or service you already have in play, so by increasing visibility to your existing audience, you may be able to snap up some quick wins. As a side note on this particular example, creating some urgency is always a good sales strategy. Encourage your audience to act now, instead of later (or never). 

[eCommerce case study #4] Make product benefits clear: Amerisleep increased checkouts by 13.9%

Online mattress retailer Amerisleep had a problem that was quite similar to Budapester’s:

The company was seeing a ton of traffic on its website, but its conversion rates were nowhere near where the team would have liked them to be.

However, with the help of Growth Rock , Amerisleep decided to take a different approach to improving its website:

Rather than adding or deleting certain information, the team decided to focus on improving the messaging of the site’s copy—in a few ways.

First, the team dug deeper into the true benefits their products provide their customers. In Amerisleep’s case, this meant going beyond promising “a good night’s sleep,” and instead focusing on how getting a good night’s sleep every night can be absolutely life-changing.

Ecommerce case study: Amerisleep USP

(What would you do with more energy and less pain? | Source )

Secondly, the team aimed to reduce hesitation among its visitors by addressing the importance of immediate action. Rather than discussing the above benefits in a more hypothetical manner, the site’s copy was adjusted to address the idea that every night spent tossing and turning is another night visitors will never get back.

Lastly, the team tweaked some rather ambiguous copy comparing Amerisleep’s products to its competitors’ and made it more clear.

Originally, the website had made claims such as “No mattress is more carefully engineered.” The problem, here, is that this could be interpreted as “No mattress is more carefully engineered—but many are engineered equally as carefully as ours.”

The new copy read:

“Our innovative and proprietary materials let us build one of the most comfortable mattresses ever”

Much stronger, no?

Again, these relatively minor tweaks had major implications for Amerisleep: That 13.9% increase in conversion rate we mentioned equated to millions of dollars in added revenue over the course of the next year .

The overarching takeaway here is to write your copy with your audience in mind at all times.

This means:

  • Ensuring they understand the true value your product will bring to their lives, and what it will enable them to do or accomplish
  • Instilling a sense of urgency in your visitors, so they not only understand what they have to gain from using your product, but also what they have to lose by not using it
  • Double- (triple-, and quadruple-) checking your copy to be absolutely certain it means what you want it to mean—and that your visitors will interpret it in the same way

[eCommerce case study #5] Reduce website friction: Company Folders increase conversion by 68%

Company Folders is an established business but had a website that their CEO admitted was “obviously last year”, which is putting it gently.

The main problem they wanted to remedy was their online quote function. This is a vital step in their marketing funnel, so making the process as smooth as possible was essential to  ultimately driving more sales for the business.

This sounds a simple task but with over 15 million product combinations, the current quoting system was highly complex. Further to this, there was a very high rate of prospects dropping out of the form partially completed.

Intuitively they assumed that getting the form onto a single page would help get prospects through the process, but after surveying their best customers, they realized that a redesign was necessary. 

They took a cumbersome single step process with lots of options and broke it up into a multi-step bite size process (pictured below). Doing this resulted in a whopping 67.68% increase in total quotes .

Company Folders ecommerce case study

(Company folders website)

Take home message #3

Breaking down a complicated system into manageable smaller steps can help keep people focused and increase conversion . Though additional clicks can often be seen as new opportunities to lose customers, the Company Folders experience tells us that streamlining to shorter stepped forms is the way to go right now.

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[eCommerce case study #6] Try cross selling products: Furniture retailer increased its AOV by 4.6% in 41 days

(Note: For this study, the company did not wish to be named, so we will, of course, respect their privacy)

Perhaps the only thing better than getting potential customers to convert in the first place is getting them to add even more items to their cart before converting.

Our anonymous furniture company knows this—which is why they had been aiming to cross-sell a conditioning kit to customers purchasing leather furniture from their online store.

While sales of the company’s “main” products (i.e., furniture) were pretty decent, sales of these smaller complementary items weren’t all that great. The main problem was that most customers simply weren’t even aware the company offered the conditioning kit in the first place. Basically, the only way they would be exposed to the product is if they were to actively browse for it on the company’s website.

(We should also note that the price of the item being cross-sold costs only about 6% of the company’s average order value, while still adding a ton of value to the main product. In other words, making the additional purchase should have been a no-brainer.)

Knowing they needed to do a better job promoting such smaller-ticket items, the company decided to include a call-to-action directly within the shopping cart page when customers added an applicable big-ticket item to their cart.

So, the page went from looking like this:

Ecommerce case study: A furniture store cart | Before

(Your Shopping Cart | Source )

...to looking like this:

Ecommerce case study: A furniture store cart | After

( Your Shopping Cart | Source )

Customers were then able to add the supplementary item to their cart with a single click (by clicking the plus sign), and could also visit the smaller item’s product page by clicking anywhere else within the pink bar.

The results were nothing short of amazing: As per Growth Rock’s data , the company’s average order value had increased by $55 (4.6%) in only 41 days . This equates to an additional $180,000 in monthly revenu e!

The first takeaway, here, is that successfully cross-selling relevant items that add value to your bigger-ticket items (and that add value to your customer experience ) can have a major impact on your overall revenues.

But simply offering such supplementary products isn’t enough on its own. You also need to promote these items specifically as supplementary to the more valuable and expensive items you offer.

(For example, it’s more likely that consumers visiting a furniture eCommerce site will purchase leather cleaner if they’re in the market for leather furniture. That being the case, you’d want to focus on promoting the product specifically to these individuals.)

Going along with this, you also need to present your cross-sell offer at just the right time to get your customers to bite. Here, the company did so as visitors showed a high probability of making a large purchase — a prime moment to add extra value to their overall experience with the brand.

[eCommerce case study #7] Reduce clutter and distractions: Taloon.com ditched social buttons

Taloon.com got caught up in the trend towards social proof, with "Like” and "Share“ icons on their product pages. However, they noticed unusually low conversions on pages with those social sharing buttons. 

To test what was going on they created two variants of the same page with and without the social share icons.

Taloon ecommerce case study

(Taloon.com website)

They assumed that by de-cluttering the page, it would keep customers focused on the task at hand - checking out.

The results?

“Pages without social share icons saw an improved “add to cart” click-through by 12% ”

Just because everyone else is doing it doesn’t make it right. Always put yourself in the mindset of your customer, and keep them focused on the main task you want them to complete. Declutter pages with unnecessary actions to focus on making the sale.

[Ecommerce case study #8] Use influencers to reach customers: Gwynnie Bee saw 5.85% CTR from Youtube influencer

By now, you’re probably well aware of how effective influencer marketing can be in spreading brand awareness and social proof, and increasing engagement among your target audience members.

A few years ago, rental clothing e-retailer Gwynnie Bee realized this exact same thing. While the team had experienced a decent amount of success using a number of other marketing strategies (such as Facebook Ads), they knew they could be generating a lot more business than they were.

So, the company partnered with Reelio to get the ball rolling.

Working with Reelio, Gwynnie Bee began digging through YouTube’s massive database of influencers in search of those who aligned with the clothing company’s target market.

Ecommerce case study: Gwynnie Bee ecommerce influencer marketing on YouTube

(Search results for "plus size" on Youtube)

The team’s first order of business was to create a list of potential candidates who fit the “surface-level” characteristics of their target market. This meant finding influencers who were female, aged 18 or older, and who typically wore clothing of sizes 10-32.

Now, here’s where Gwynnie Bee diverged from the “typical” path most brands take. Rather than looking specifically for individuals who often worked with other fashion companies, GB also considered those whose audience overlapped with their own. This meant looking at influencers who create content related to more tangential topics, such as lifestyle, accessories, food, and more.

The team then developed guidelines for their chosen influencers, which enabled them to create content that was authentic and non-scripted—but that also aligns with Gwynnie Bee’s overall marketing goals, as well. In addition to creating content to be presented on the influencer’s channel, GB’s influencers also created a virtual “closet” on the brand’s website to showcase the specific items they loved most.

The results of Gwynnie Bee’s influencer campaigns were...well...pretty darn good. While the average click-through rate of all influencer campaigns hovers around the 2% mark, GB’s campaigns saw a CTR of 5.85% — nearly three times the average .

If you’re just getting started with influencer marketing, the main thing to focus on is finding content creators with an engaged audience full of consumers who align in some way with your own target market. They don’t have to overlap entirely, but you, of course, want to be sure that the people who end up seeing your products will have a genuine appreciation for, and interest in, your brand.

As far as content creation goes , you’ll want to provide your influencer’s with almost completely free rein in order to ensure authenticity. This will communicate to your influencer’s audience the idea that the influencer actually uses your products, and aren’t simply promoting them because they’re getting paid for it.

Finally, you might also consider inviting your influencers to create content on your channels as well as their own platforms. Again, this will prove to their audience that they truly are superfans of your brand who actively engage with everything your company has to offer.

[eCommerce case study #9] Reduce risk of purchase: Express Watches provides authenticity stamp

This is a classic problem for online stores; Do you boast the lowest price or the most authentic products ?

The team at Express Watches were debating whether to communicate a ‘lowest price guarantee’ versus a stamp of authenticity on their website. They tested variants with both, each telling a different story about the clientele: bargain hunters vs aficionados. The results were pretty surprising.

Express Watches ecommerce case study

(Lowest prices vs highest authenticity)

By labeling the site with a badge of authenticity, Express Watches saw an increase in online sales of 107% . A huge differential from the price based messaging, simply from a little seal of authenticity.

 You may think you know what your audience wants, but testing out some alternate value proposition could surprise you.

[eCommerce case study #10] Use events to drive sales: eCommerce companies saw a 27% spike during football world cup

The Soccer/Football World Cup is not only the most-watched sporting event on television of the 21 st century – it is the most-watched event of any kind, period.

Needless to say, such an enormous audience makes for some major opportunities for eCommerce companies all over the world.

Of course, it also made for heft competition for brands operating in niches like sporting goods, clothing, and memorabilia.

As SEMRush explains, the brands that came out on top were the ones who:

  • Increased their presence on the right channels (specifically, social media),
  • Adjusted their ad copy to target soccer fans from specific nations (e.g. whose teams were making a run for the World Cup)
  • Developed relevant and valuable offers to address time-sensitivity (e.g. fast and free shipping to ensure orders were received before the Wolrd Cup had ended)

The opportunistic initiatives led to some MASSIVE revenues for eCommerce companies. In Brazil, eCommerce purchases spiked by $16.6 BILLION, or 27% above the average . After Germany ended up winning, German-based eCommerce activity increased by a whopping 75%!

First and foremost – and this goes any business, online or brick-and-mortar – you need to recognize an opportunity when it comes up and strike when the iron’s hot.

With this in mind, it’s worth noting that Brazillian-based eCommerce activity dropped by 17% immediately once the national team was eliminated from the tournament.

As far as recognizing these opportunities, you’ll want to keep an eye on upcoming events – be it a sports tournament, music festival, fashion show, etc. – that relate, in some way, to your brand’s offerings.

The goal is to “piggyback” off of the hype created by these events and market your products to those who are attending or engaged with the event in some way or another.

There are two main ways to go about this:

You might simply do as the brands mentioned above did, and ramp up your marketing initiatives throughout the timespan of the event, or, if possible, reach out to the host of the event to see if they’d be interested in partnering up in some way. This might mean sponsoring the event (in lieu of upping your ad spend) or even setting up a pop-up shop at the actual event

[eCommerce case study #11] Remove distractions: Underwater Audio bump sales by 41%

Underwater Audio had a problem with visitors who were in the middle of their sales funnel, researching specific products but then dropping off at the comparison page. When they noticed this leak they decided to get to the bottom of it. 

Here are the old and new versions of the page. At first glance, they don’t look too different, but the devil is in the detail.

Underwater Audio Case Study

(Underwater Audio website page comparison)

The original one was a bit more cluttered with the table formatting breaking up the flow of information. To test what the problem was, they redesigned the comparison page to make it simpler and more streamlined.

As their CEO said:

“The (rather) unattractive table had information in terse phrases organized in no particular fashion (activity, seal, size, features, warranty, depth). The paragraphs continued below the fold and essentially repeated the table, with only a few unique additions hidden in the text. In short, it was not the most engaging page!”

The new version did away with the data tables, streamlined the text, and put everything above the fold. 

The result? The redesigned page had an increase in online sales of 40.81% .

To quote Occam's Razor, “the simplest solution is often the best” and the simpler flow worked wonders for Underwater Audio. Find pages in your pipeline where users are dropping off and see how you can simplify them to focus your customers.

[eCommerce case study #12] Get customers to take the next step: Kettlebell Kings’s takes advantage of user generated content to drive sales

In yet another case of “x isn’t working as well as we thought, let’s try something else,” the owners of fitness equipment startup Kettlebell Kings switched to a more organic approach after realizing their Google Ads campaigns were costing the company way too much money.

The team’s main focus: Instagram.

Their initiative started simply enough, creating instructional content focused on teaching their audience how to get the most out of their workout sessions. 

As engagement began to soar, the team also noticed that its customers had also begun creating their own content featuring Kettlebell Kings’ products—which led the company to begin using this UGC to their advantage.

Ecommerce case study: Kettlebell Kings user-generated Instagram guideline

(#kettlebellkings on Instagram | Source )

In addition to the more audience-controlled content featured in the image above (that is, content featuring Kettlebell King’s products but not published directly on the brand’s Instagram page), the team also began re-posting certain UGC on their own page. As Gwynnie Bee did with its influencers, the Kettlebell Kings team developed a list of criteria such content should follow in order to be featured—but also allowed for some creative freedom on the customer’s part, as well.

While the content being created (by both the team and their customers) did lead to an increase in brand awareness and engagement , the team took things a step further by adding calls-to-action to many of their posts. For example, many posts that featured specific products were made shoppable, while others included an option to “swipe up” to learn more, download additional content, or sign up for the company’s mailing list.

Ecommerce case study: Kettlebell Kings' Instagram story

(Ketttlebell's Instagram shoppable story | Source )

While the brand’s Instagram presence has directly led to “hundreds of thousands” of dollars in revenue, Buffer reports that Kettlebell King’s social media initiatives have played a major role in the company’s rise well into the 7-figure mark .

There are a few lessons to learn here:

Success on social media requires an intensely strategic approach to content creation and presentation. It’s all about presenting your products in a way that showcases their true value to your customers, and how your customers can get this value from your products in the first place.

While user-generated content is always appreciated, that doesn’t mean you need to feature every piece of UGC that comes your way. Again, you only want to showcase content that paints your product in the best light possible, and that provides value of some kind to your audience.

Finally, while using content to enhance engagement is great and all, your main goal should be to get your audience to take “the next step.” Whether it be signing up for your newsletter, reaching out to your company for more info, or going through with an initial purchase, make sure your content prompts your potential customers to engage further with your brand.

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[eCommerce case study #13] Use comparison data: Paperstone took out their competition with data

Paperstone is a small paper company that competes with large brand big box stores like Staples and Viking. With most people defaulting to the brands they know best, Paperstone needed to find a way to leverage their strengths against the competition; lower prices. 

Rather than paying top dollar to compete for advertising attention, they simply included a comparison table on their homepage showing their pricing against that of their competitors.

Paperstone case study

(Paperstone website)

This simple table increased online sales by 10.67%! Just think about how much revenue that would mean for your business, without running any new promotion or campaign .

Assess your competition and identify your strengths. Then showcase these against your competitors’ weaknesses to make your business look like the obvious choice when compared.

[eCommerce case study #14]  Test and measure results: MVMT generated $90M in revenue in five years

As a brand new company looking to disrupt the rather saturated luxury watch market, MVMT certainly had its work cut out for them in terms of generating visibility and brand awareness.

So, the team turned to advertising via Facebook.

As far as creating content, MVMT’s approach was similar to Kettlebell Kings’: They worked within specifically-defined guidelines to ensure consistency, created a variety of content, and included clear CTAs within each post.

However, they didn’t simply begin creating brand new content for these ads. Rather, they took a look at the content that had already seen organic success, and routed ad spend directly to promoting these specific posts .

eCommerce case study: MVMT Facebook ads experiment

(Take a guess which one MVMT decided to promote...)

Though they had clearly figured out a way to ensure their ads would generate even more engagement (based on these previous engagement metrics), they also took things a step further by A/B testing various aspects of their ad content, from the images used to the copy of the ad.

While there are a number of lessons to take away from MVMT’s approach, here, the main thing to realize is that creating ads on any platform should never be a gamble.

MVMT could have easily created new ad content targeting its potential customers and simply hoped for the best. Instead, they used data they had already collected to inform their approach to creating Facebook Ads targeting specific audience segments. In turn, these ads were all but 

[eCommerce case study #15] Find alternate channels: ECCO Shoes decreased customer acquisition costs by 14%

While creating paid ads is more expensive than going the organic route, some paid options can end up being more (or less) costly than others.

Which is exactly why ECCO Shoes decided to partner with Digital Gearbox while switching from using text-based Google Ads to using image-based Google Shopping Ads. 

The first step of the process was to determine which specific products to focus their ad budget on, as well as which audience(s) to target. While the team would end up creating ad campaigns for all of the brand’s products, the initial focus was on getting top-sellers in front of the right potential customers.

The team then developed and optimized their product feed to ensure that any and all necessary information was included within their ads and product pages. This information includes product specs, product images, and any other additional info (such as shipping charges and return policies).

After the ad campaigns went live, the team then shifted into “experimental mode,” where they assessed the performance of each ad and ad campaign, making ongoing adjustments as necessary. In addition to continuous optimization of the product feed and ad content, this also meant adjusting bidding and targeting definitions, as well.

Overall, ECCO’s Google Shopping initiatives proved to be much more cost-effective than text-based ads, as the company’s cost of customer acquisition dropped by an amazing 14% . 

The main lesson here is that eCommerce companies with physical products should absolutely look into advertising via Google Shopping.

Google Shopping allows you to showcase much more information in one place than most other forms of advertising (especially text-based Google Ads). In addition to being able to include product specs and service-related info, the inclusion of product imagery alone is enough for Shopping ads to be considered more effective than their text-based relative.

[eCommerce case study #16] Move past the product: Away generated $125M by standing out

As we’ve discussed at length before , Away is the essentially the byproduct of co-founder Jen Rubio’s frustrating experience with an overly-expensive and not-so-durable piece of luggage.

While it would be easy enough for her and partner Steph Korey to simply develop a more sturdy and affordable alternative product to base their new company around, they realized this alone wouldn’t be enough to get their foot in the door in an already saturated market.

Instead, they positioned Away not as just a luggage company, but as a brand focused on all things travel. 

Essentially, their reasoning came down to the fact that luggage is more of a means to an end than an end in itself. 

As Rubio explains,

"Even before we were like 'let's choose luggage,' we were talking about editorial content and all we can do in the travel space. We see the long-term potential for Away to be much, much more than just selling luggage."

This outlook led to a number of content-related opportunities for the team at Away. Instead of creating content centered around luggage (which, let’s be serious, probably wouldn’t be all that engaging), they created blog posts, podcasts, and even a physical magazine focused on the lifestyle behind luggage and travel.

This enabled the company to stand out in a crowded market, and provide value to their target audience in a way no other luggage brand does. This, in turn, led to massive engagement—and absolutely massive growth for the company, as well.

The take home message here touches on the point we mentioned earlier when discussing Amerisleep’s shift in copywriting strategies:

It’s not about what your product is, so much as what it allows your customers to do, that makes them value your brand.

Rubio and Korey took this idea and ran with it, creating a variety of content to help their audience get more value out of their travel experiences across the board. For them, it’s more important to promote the lifestyle their product is a part of—not just promoting the product itself.

Do you want your target consumers to purchase your products? Of course. But, as Away proves, this can be done in a way so that your promotional materials actually provide value to your audience—and don’t come off as “salesy.”

[eCommerce case study #17] Drive inbound through content marketing: Bavarian Clockworks reached $1m in sales

If you read that headline and your jaw dropped, get ready for another shocker:

With the help of CanIRank’s services , the team at Bavarian Clockworks reached this mark as a brand new company with essentially zero initial following and a very limited marketing budget.

First things first, the team needed to create some high-quality, valuable content for its intended audience. While they, of course, focused on creating instructional and informational content on topics like clock care and repair, they also created content on more tangential topics such as German culture and European travel, as well.

Having a limited marketing budget, they then aimed to promote their content and brand via organic means, such as guest posting and giving interviews to be published on related sites. This enabled the brand to gain some much-needed visibility on established websites with an engaged and relevant following.

The final piece of the puzzle came in the form of technical, on-site SEO. This involved optimizing the organizational structure of the site’s content, creating interlinks between blog posts, and enhancing site loading time.

Ecommerce case study: Bavarian Clockwords SEO case study

(Bavarian Clockworks progress graph)

The results speak for themselves: Bavarian Clockworks ended up hitting the 7-figure mark a mere three years from their humble beginnings .

Perhaps the main thing to take away from Bavarian Clockworks’ success story is that generating an enormous following via organic means is absolutely still possible.

While it’s not exactly easy to do so—and definitely won’t happen overnight—startups on a strict budget might want to consider focusing on building an organic following before diving into the world of paid advertising. Not only is it more cost-effective, but it also inherently allows you to build connections with more established brands that can help you grow well into the future.

That being the case, growing an audience via organic means isn’t an “if you build it, they will come” type deal. You’ll need to do a bit of legwork in order to gain traction.

As the team at Bavarian Clockworks did, this means:

  • Creating interesting, engaging, and evergreen content that your target audience will find incredibly valuable
  • Partnering with established companies and organizations to help promote your content to relevant audiences
  • Providing your new audience with numerous opportunities to engage further with your brand

[eCommerce case study #18] Build loyal engaged followers: Frank Body hit $20M in annual sales 

We’ve talked about Frank Body’s meteoric rise to success before —and with good reason.

After all, the beauty industry is already saturated as it is. So it’s pretty crazy to think that a newcomer to the niche would be able to crack $20 million in annual revenue in less than four years.

While (as we mention in our full-length case study) the brand has done a number of things to make this happen, it’s worth pointing out that all of their efforts circle around one main premise:

Creating a community of individuals who feel free to let their guard down, have some fun, and just be themselves.

Even their influencers get in on the action:

Ecommerce case study: Frank Body influencer

(Aviva's Instagram promoting Frank Body)

Now, this might not sound like that big of a deal; a lot of companies are falling back on the “be yourself” motif nowadays. 

But, remember: Frank Body is a beauty retailer. In that industry, the message behind most brands’ marketing campaigns is “use our product to look like a Hollywood star instead of plain ol’ you.”

Frank Body is all about allowing their customers to look how they want to look—not how they think they’re “supposed” to look. 

It’s this fundamental position that has allowed the brand to grow a following of over 600,000 people, and to reach well into the seven-figure mark in a mere four years

The main message to take away from Frank Body’s strategy, here, is to truly understand who your target customers really are before you build your brand around them.

While this piece of advice isn’t exactly some carefully-guarded secret or anything, the reality is that most brands think they’re marketing to their target audience, when really, they’re marketing to a caricature of them . 

In many cases, this is because brands simply follow the same path others in their niche have before them. While there’s nothing wrong with doing so if it works for your brand, there are other times where you’d be better off bucking the trend and going your own way. 

For Frank Body, this meant building a brand around a community of people who use beauty products to show off their natural selves, not hide them. While there’s no way of knowing for sure, it’s rather safe to say the company probably wouldn’t have experienced the same amount of success had it gone the typical marketing route most beauty companies typically do.  

While this piece isn’t exactly some carefully-guarded secret or anything, the reality is that most brands think they’re marketing to their target audience, when really they’re marketing to a caricature of them . 

[eCommerce case study #19] Be relevant to your customers: Society Socks improved survey response rate by 200%

We’ve mentioned a few times now the importance of engaging with your audience to gather feedback and make improvements to your products and services.

But the fact is, there’s no guarantee your customers will take it upon themselves to provide this feedback in the first place. Even if you actively reach out to them, the odds of them not responding are still greater than the chances of them getting back to you.

Knowing this, the team at Society Socks worked to develop a collection of user-friendly surveys targeting consumers at various stages of the sales funnel and buyer’s journey. Their goal was to ensure that each recipient received a survey that was 100% relevant to their experiences with the brand, and also that each survey was incredibly easy to complete.

Ecommerce case study: Society Socks and Feedier customer satisfaction survey

(Society Soda feedback)

As co-founder Filip Pejic explains:

"Our current campaigns are set up at various stages including Post-Purchase, Mid Subscription and at Cancellation. We’ve integrated the solution into our email system to send automated flows depending on our customers’ stage in the buying process. This allows us to gain a ton of feedback at every point in a customer’s journey and control the number of surveys they receive."

Society Socks also took a look at the more logistical aspects of survey delivery, such as delivery method and timing. This ensured that their audience would receive the surveys on the optimal channel (in this case, email) at a time in which they were most likely to respond.

The most obvious takeaway here, of course, is that you need to learn as much as you can about your customers’ expectations and experiences with your brand. 

As Feedier explains, this means defining or determining:

  • Your various customer personas and segments
  • The aspects of your products (and overall service) each persona values most
  • The aspects each persona wishes could be improved

As we’ve said before, gleaning this information (and more) from your audience will allow you to make improvements to your products and services that actually matter to the people who keep your company in business.

Schedule a Free Demo Today! 

Here’s what you can expect:

  • Walkthrough: An introduction to the Core dna platform. 
  • Access to a free trial: Free trial access to the platform to test all the features.  

Paul Savage

Hailing from Ireland, Paul is a fan of good food and coffee. For Core dna he’s responsible for Partnerships both with agencies and 3 rd  party integrators.  

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Consultingcase101

Tag: E-commerce online business

Case industry overview: online services and storage.

Industry Coverage: e-commerce, online business ; information technology (IT) .

(1) Overview of Online Services and Storage Industry

The online industry consists of companies that provide virtual-environment services and products, including data search, cloud data storage, social networking, big data analytics, music and video streaming, e-Stores (fashion, media, etc.), news and gaming.

INDUSTRY STRUCTURE:

— Total Revenues: ~$1.8Trillion — Industry Leader in Revenues: Google ($29.3 Billion)

COMPETITION

* Innovation: companies … Read the rest

Watchmaker Tissot to Resolve Sales Channel Conflict

Case Type: marketing strategy . Consulting Firm: ZS Associates final round full time job interview. Industry Coverage: e-commerce, online business ; retail .

Case Interview Question #01311: Your client Tissot is a Swiss watchmaker that manufactures and markets brand name watches in the $200 to $2,000 price range. The company was founded in 1853 by Charles-Felicien Tissot and his son Charles-Émile Tissot in the Swiss city of Le Locle. Tissot … Read the rest

Hugo Boss USA to Increase Profits by Going Online

Case Type: increase profits ; marketing, new sales channel . Consulting Firm: Samsung Global Strategy Group (GSG) first round full time job interview. Industry Coverage: retail ; apparel, clothing, textiles ; e-commerce, online business .

Case Interview Question #01285: The client Hugo Boss AG (FWB: BOSS) is a global apparel producing company and luxury fashion house. It was founded in 1924 by German fashion designer and businessman Hugo Boss and … Read the rest

Amazon Buys Video-game Streaming Site Twitch for $970M

Case Type: mergers and acquisitions (M&A) ; industry analysis . Consulting Firm: A.T. Kearney final round full time job interview. Industry Coverage: e-commerce, online business ; software, information technology (IT) .

Case Interview Question #01243: Twitch.tv is a live streaming video platform owned by Twitch Interactive Inc. Introduced in June 2011, the site primarily focuses on video game live streaming, including broadcasts of eSports competitions, in addition to creative content, … Read the rest

AutoTrader to Implement a Centralized IT System

Case Type: organizational behavior ; math problem . Consulting Firm: Capital One first round full time job interview. Industry Coverage: e-commerce, online business ; automotive, motor vehicles .

Case Interview Question #01145: Your client AutoTrader Inc. is an online automotive marketplace that enables dealers and individuals to buy and sell cars. Their website aggregates millions of new, used, and certified second-hand cars from thousands of car dealers and private sellers. … Read the rest

L.A. Supermarket Chain to Enter Internet Grocery Business

Case Type: new business . Consulting Firm: Corporate Executive Board (CEB) first round full time job interview. Industry Coverage: e-commerce & online business ; retail .

Case Interview Question #01071: Our client Company Alpha is a supermarket and grocery store chain that is currently one of the leaders in the grocery store market in the Los Angeles metropolitan area. It is currently considering whether it should enter the emerging Internet-based … Read the rest

Case Study Example 1:An eCommerce Company Evaluation

+ Click for more information

Why did we do this? A lot of interviews have a take-home case component. This is different than a lot of the prepping we provide because this is challenging you to think end-to-end, on what is probably a real business problem the organization you're interviewing for is facing.

How can I use this? We have provided the data (downloaded from Kaggle, thank you Kaggle!), a mock prompt (similar to ones experienced at top-tier companies), a potential presentation (which could be thought of as a solution), and the work we did to get to the solution. We hope that if you run into a similar scenario or want to extra practice, you can use our work to guide you in the right direction!

The data It was really hard to find a real dataset that we could use as a "practice case." We ended up finding data on Kaggle! You can download the data there, or you can visit the links below. We didn't use all of the data provided in this practice set by Kaggle, so below we only include ones we used to get to the solution.

  • Orders dataset : Provide information for each item ordered
  • Order items dataset : Information for items within each order and the cost to ship and price broken out for each item within an order.
  • Order payments dataset : Provides information regarding payments made on each order. Make sure you aggregate total payment for each order to get unique order price.
  • Product dataset : Provides information about the product.
  • Product category name translated dataset : This dataset is Brazilian, so all categories are in Portuguese, join category name on this table to get the translated category.
  • Order reviews dataset : This table has review information for each order.
  • Customers dataset dataset : This dataset has information regarding customer_id, which links directly to order_id in the orders dataset. However, to get the unique customer id for each order you need to link to this table.

You’re a Data Scientist / Business Analyst working for a new eCommerce company called A&B Co. (similar to Amazon) and you’ve been asked to prepare a presentation for the Vice President of Sales and the Vice President of Operations that summarizes sales and operations thus far. The summary should include (at a minimum) a summary of current state the business, current customer satisfaction, and a proposal of 2-3 areas where the company can improve. Here are some facts:

  • It’s currently September 2018 (e.g., you can ignore all data after September 2018)
  • The company’s inception was January 2017 (so you can ignore all data before January 2017)
  • Company is US-based, but launched in Brazil (which is why some information is in Portuguese)
  • You can assume all orders are delivered (so ignore the order state field)

Your presentation should not have more than 10 slides of content, and the presentation itself should only take ~15 minutes.

Note all data was provided by Kaggle . Feel free to read about each file on Kaggle (or by clicking the "Click for more infomation" button above), however you can download the data by clicking on each link below.

  • Orders dataset
  • Order items dataset
  • Order payments dataset
  • Product dataset
  • Product category name translated dataset
  • Order reviews dataset
  • Customers dataset dataset

This is a potential solution to address the problems outlined in the prompt. Note this is not the only solution, nor is it necessarily the best. The goal of providing you this is to give you an idea of how we would go about solving this problem and how we would present this to an interview pannel.

Below are the code from our iPython notebook, the work we did in Google Sheets (how we created most of the charts), and some thoughts we had on solving case.

Python notebook You can view the Jupyter notebook we used here.

Google sheets A link to the spreadsheet .

Most of the charts / quick side analysis I did was using Google sheets. Python charts are nice, but I find Google sheets generally quicker/more flexible for basic charts. For a case, you typically get 24-48 hours and you might end up spending a lot of time trying to make charts look "pretty". I found it's best to use Python for data aggregation/manipulation and use a spreadsheet software to make the more simple charts (unless otherwise specified in prompt).

Our thought process

Build a framework to answer the questions. If you’re not sure what the questions are, create questions for yourself to answer. It makes the process of digging for data so much easier. It’s hard to come up with an answer if you don’t know what the questions are. This point seems like a no-brainer, but it’s good to make sure that you’ve created a structure to answer the key points. If you’re not sure what the question at hand is, you might need to play with the data a bit to understand what seems to be the problem at hand. For this particular case the ask is really clear, we need to create a summary which includes current state the business, current customer satisfaction, and a proposal for an area where the company can improve. The questions we came up with (and some answers listed below) given the ask are:

What should be shown to reflect current state of business? (Probably something to do with product growth and amount of money)

Revenue → how much money are we making?

Volume of sales → how many orders are we getting?

Customer summary based on spend + behavior

How should we present customer satisfaction?

Is customer satisfaction a problem? Do initial analysis to figure it out?

Does customer satisfaction reflect our current business state? (e.g. if business is down, does customer satisfaction also go down?, if business is boomin’ is customer satisfaction higher?)

Should I focus on sales area of improvement or customer satisfaction area of improvement?

This depends on what bullet points 1 + 2 yield, also depends on customer churn

Questions don’t always have analytical answers, sometimes questions lead to more questions. This is of course a high-level framework, but the above should give you and idea of how we went through solving this! (the details of course are provided in the code/presentation material)

Have questions or want to contact us?

  • Code Snippets

© 2023 Data Interview Questions.

The Top 10 Ecommerce Interview Questions: What to Expect When Interviewing for a Job in Ecommerce

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By Courtney Grace Last updated on November 10, 2023

interview case study ecommerce

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Table of Contents

Applying and interviewing for jobs in the ecommerce industry

Who are these ecommerce interview questions for, top 10 ecommerce interview questions and answers, ecommerce job interview tips, how tools like marketerhire unlock ecommerce growth and success.

It’s no secret that the world of ecommerce is booming . While brick-and-mortar retail is going through challenging times due to the Covid-19 pandemic, some ecommerce categories are seeing a surge in sales , including food and beverage, personal care, and home fitness. 

With that success comes a slew of employment opportunities in the ecommerce space. 

Whether you’re interviewing for a job in ecommerce or you’re a recruiter conducting interviews for your next hire, it’s important to have a list of interview questions ready to ask and to answer. 

This is more important than ever before. 

After all, more than millions of people in the United States have filed for unemployment since the pandemic put the economy at a standstill. Moreover, the current state of hiring from home is a bit different from in-person interviews, where employers notice many traits at once.

For many, lives and careers have been upended and, while change is difficult, there is endless opportunity in new fields and roles, especially within companies that have seen massive booms during the pandemic. 

If you are looking to get into the ecommerce industry for the first time, flexibility and knowledge of the market are two crucial traits hiring managers are looking for all ecommerce teams. You’ll need a deep, fundamental understanding of the industry, the end customer, and the channels necessary to implement both short- and long-term strategies. 

Luckily, most of us are already online consumers. Even studying your own habits or providing suggestions on how you would make the experience better — based on your own experiences — is a great way to begin in this field. Whether you’re pulling from direct experience in ecommerce or as a consumer, if you can prove your experience is valuable, a fruitful career as an ecommerce manager, marketer, or any other related role is possible.

MarketerHire uses a set of questions to pre-vet top tier marketing talent across a variety of industries including those in the ecommerce space. The freelancers on our platform work with Outer, Quip, and hundreds of other ecommerce brands, with more than 98% of them maintaining freelance contracts with those ecommerce brands for more than 3 months. 

Before your next job interview (or if you’re a hiring manager looking for interview questions), take a look at these 10 expert-prepared interview questions. 

These ecommerce interview questions are for a variety of different roles including brand marketers, content marketers, and any type of strategic role that relates to attracting and retaining customers for an online brand. 

A lot of skills earned or learned in other industries can easily transfer to one or more positions. This means you have real skills to bring to the table, and an outsider’s perspective, which can be incredibly helpful for any brand — so don’t underestimate yourself or your experience. 

Whether you are a job seeker or a hiring manager, use the guide below to help identify the right roles based on responsibilities. 

Amazon marketer

Necessary skills include:

  • Optimization and A/B Testing
  • Paid advertising
  • SEO for Amazon
  • Promotion management

Ecommerce brand marketer

  • Brand strategy
  • Creating and managing marketing calendars
  • Analyzing customer data and insights
  • Developing content and campaigns
  • Knowing how to work cross-functionally with creatives

Chief marketing officer (CMO)

  • Brand position
  • Lead generation and management
  • Retention and engagement
  • Research and analytics
  • Budget management 

Content marketer

  • Copywriting
  • Journalistic-level research skills
  • Ability to collect and analyze data to tell a story
  • Project management
  • Inbound marketing expertise

Email marketer

Necessary skills include: 

  • A/B testing
  • Segmentation, automation and tool integration 
  • Customer journey expertise
  • Retention tools, analysis, and execution

Growth marketer

  • Data analysis
  • Quantitative modeling
  • Experimental process
  • Paid media expertise
  • Funnel optimization

Paid search or paid social marketer

  • Data analysis and trend management
  • Campaign planning and optimization
  • Retargeting
  • Research aptitude
  • Communication and collaboration skills

SEO Marketer

  • Web analytics and analysis 
  • Research and curiosity
  • Backlinking
  • Technical SEO

Social media marketer

  • Customer service and engagement
  • Basic design skills

Companies like MarketerHire pre-vet hundreds of freelance marketers for fast-growth brands. 

Over the years, the team has narrowed the questions down to a near science on what pulls through the best metrics and helps you really determine a marketer’s expertise. 

Questions such as these should be expected during the interview process — particularly when a brand is good at vetting their candidates.

1. What would you describe as the core features of ecommerce?

Your answer.

This question doesn’t necessarily have a right answer (though, it could have plenty wrong answers). The core features of ecommerce mean something different to every organization and every ecommerce professional. 

For this question, be prepared to provide your own commentary on the current state of ecommerce and how the landscape is changing.

This question might sound philosophical, but it’s important. Think through the core platform and all parts of the commerce marketing funnel, including:

  • Top-of-funnel marketing
  • Lead nurturing
  • Sales conversion
  • Shipping and fulfillment
  • Customer loyalty and retention 

That funnel is essential to ecommerce, and you’ll need to have tools you prefer and use for each.

2. What are some of the main differences between ecommerce and the more traditional commerce?

Break down a few distinctions between ecommerce and traditional commerce. Even better if you can relate it back to the company you’re interviewing with (e.g., if they have retail locations and an online store). To help you answer this question, think through:

  • What are the core differences between those two channels? 
  • Where do you have specific experience? 
  • How would you drive more sales through different channels?

Here are some additional points to think through:

  • Traditional commerce transactions are manually processed, where ecommerce transactions are automatically processed.
  • Traditional commerce is limited to specific hours of the day and a limited geographical scope of businesses, where ecommerce is available all day, every day, and their customer base can reach worldwide.
  • While traditional commerce is focused predominantly on the supply side, ecommerce is focused on the demand side.
  • Traditional commerce provides instant gratification in the delivery of goods, where ecommerce requires the customer to wait for orders to be delivered.

Being able to answer this question will demonstrate how much you know about ecommerce.

Naturally, an ecommerce professional knows that attracting and retaining customers for an ecommerce brand happens online, where traditional commerce sales take place in person. A hiring manager wants to know that you have a grasp on the fundamental differences between the two. That includes all of the opportunities, challenges, and distinctions that come with selling online versus brick and mortar. 

3. Can you mention and describe a few ecommerce models?

To help you answer this question, try filling in the blanks in this hypothetical statement: “I have [blank] years of experience in the [blank] industry doing [blank], but my personal experience as a consumer has compelled me to want to create better experiences for the DTC space. Here’s an example of that experience …”

Ecommerce hiring managers are asking this question to understand how well you understand the ecommerce industry. There are a ton of different models that they could be referring to, from omnichannel to direct-to-consumer (DTC) models . 

This is a great opportunity for you to speak to your experience, both professionally and what you’ve seen or read online.

Perhaps you have years of B2B SaaS experience , but you’re applying as an ecommerce marketer for a B2C online retailer. Help the hiring manager understand that you understand how marketing strategies differ in ecommerce.

4. What are some key metrics to track in any ecommerce model?

Pick a few metrics you’re familiar with and have experience measuring. For instance:

  • If you’re in social media marketing, talk to hitting numbers for reach, engagement, and CPC (cost per click). 
  • If you’re an email marketer , speak to optimizing email click-throughs, open rates, and list segmentation.

The more you can speak to metrics directly related to ecommerce, the better. These metrics include average order value (AOV), customer lifetime value (CLV), and repeat customer rate.

Ecommerce is still commerce, so selling product is the end goal — as it always has been. 

Especially when it comes to selling products online, sales can come from efforts across many channels (hence the popular term’“ omnichannel ’), so having basic to advanced knowledge of what those channel metrics are and how to set KPIs for each channel is imperative. 

In the ecommerce marketing role, some of those include:

  • Customer acquisition cost (CAC) 
  • ROAS (return on advertising spend)
  • Email / SMS open and click-through rates
  • Customer retention

5. What do you think are some of the disadvantages of ecommerce as a business model?

You can expect this question from a company who wants to see your thought process in solving some of the challenges of ecommerce. Some of the challenges include the option to interact with the product before purchasing; privacy and security concerns; and the inability to create a brand-centric, in-person buying experience.

In short, make ecommerce the hero of the story. 

So many brands, particularly in the DTC space as of late, have made their online-only platform work for them. For instance, Casper mattresses (back when they were 100% ecommerce-led) allowed customers a 100-night sleep test with a money-back guarantee. 

Pull from popular ecommerce brands as examples and showcase why ecommerce doesn’t have to feel like a simple transaction.

6. Can you mention any examples of ecommerce companies that inspire you? And why?

Here are some examples on how to answer this question. 

Example 1: “My guilty pleasure is Chipotle, and I love that the brand is focused on sustainable sourcing and partnering with small farms around the country. Recently, they released a merch line that was dyed with upcycled avocado pits. Now I don’t feel as bad about paying extra for my guac!”

Example 2: “I identify as female, but I admire how Hims has encouraged an open, honest conversation around men’s health and wellness. ‘Self care’ has always been a female-driven narrative, and Hims makes both curated products and information around them more accessible to the male population.”

Choose an online brand you love and explain why. 

Anyone who is an online consumer has found a brand or two they love and return to time and time again. They have also probably found a brand or two they can’t afford to purchase from (or don’t have any particular need to purchase from), but they admire what they do anyway.

Draw on personal examples and scour the news for relevant stories, too. 

This is a chance for the company to learn more about who you are as a person, and it helps them to better understand what you’re drawn to as a consumer, and then as a marketer. 

7. We notice that customer churn is on the rise, how would you boost repeat purchase rates and increase customer retention?

Now’s a good time to seed your experience on how to retain customers. Briefly walk them through the problem, the strategy, and the outcome. Be sure to state what KPIs you measured and the tools you used to succeed.

If you don’t have relevant experience in growing customer retention rates, that’s okay, too. Find an opportunity in their current marketing strategy and offer it up as a suggestion, such as creating a blog with articles related to the product and/or brand, or how you would improve the brand’s marketing emails.

Offering actionable ways you can help improve the brand’s marketing strategy can help show the hiring manager the value you can bring to the table. 

Ecommerce hiring managers want to see that you already have a plan for improving key metrics before you’ve even stepped in the door. Or, at least have a solid way to think through core problems and get things done to test and improve metrics. 

Does the plan have to be entirely successful? Of course not! But to land a job as an ecommerce professional, you need at least a basic understanding of the customer mindset. 

This involves knowing ways to scale the customer experience and leverage both new and existing channels to drive results.

8. What would you say are some technologies that have streamlined the ecommerce experience?

Here are a couple examples on how to best answer this question. 

Example 1: “While not particularly new or novel, I’ve loved the implementation of technologies like virtual try-ons to reduce the amount of returns and exchanges.”

Example 2: “SaaS platforms have done an incredible job of making ecommerce easier for the thousands of entrepreneurs, but they also make it harder from a competitive point of view for those entrepreneurs. So, tools like MarketerHire that help you find great marketing talent are incredibly helpful, or tools like Later that help you schedule Instagram posts all while being able to keep an eye on the grid view is fantastic. These kinds of things give brands the differentiation they need in the market, since so much of the technology has already been democratized.”

This question helps the hiring manager understand how much experience you have using and implementing technology. Having working knowledge of ecommerce platforms like Shopify and BigCommerce to marketing platforms like Facebook and AdWords is helpful here. 

If that’s not possible, you should know what these tools (and others) have done to change the online shopping game. 

9. How do you maintain a positive customer experience throughout an ecommerce business model?

Customers notice the smallest things, especially when they aren’t walking into a physical store. For example, Glossier sends every customer a sample of another product and a set of branded stickers. These additions cost pennies on the dollar to a company, but they mean more than their share to the customer on the other end.

Talk about ways to implement a better customer service experience like employing community management on customer reviews and social media sites.

As mentioned before, ecommerce is still commerce . Customers expect a personalized shopping experience that they won’t forget.

Maintaining a positive customer experience is embedded in the job description of every ecommerce professional. 

10. In your experience, what are some of the essential ecommerce third-party partnerships to a successful ecommerce business?

Speak on how to best optimize an online store and how certain third-party integrations and ecommerce solutions are essential when it comes to running an ecommerce business. 

For ecommerce, it’s all about creating an end-to-end ecommerce experience. With this question, the hiring manager is looking for your experience in working with ecommerce platforms like Shopify, BigCommerce, and Squarespace, to third-party logistics like ShipBob. 

Like any job interview, preparation is key. Being able to speak to industry trends and news, in addition to your own experience, will help you stand out from other candidates. 

Remember: Be succinct, direct, and confident. Here’s our checklist to tell if you’re ready.

1. Review the above questions before your interview

Can you fluently answer the above questions? Copy and paste the questions into a document and type out the answers in your own words. It can be wildly helpful to look at your experience from this lens.

2. Review old work or projects and draw on experiences

What can you learn from your old work? Remember that the hiring manager wasn’t a part of your previous experience. Be sure to walk them through a problem you faced, the steps you took to find a solution, and ultimately what the outcome was. Numbers and statistics are always appreciated.

3. Get to know the company

You should know about the company you’re interviewing with and not just what they do, but what their needs are and ways you can apply your experience to foster the solutions they are looking for.

4. Research ecommerce companies who are crushing it

Take the time to do your research on the top ecommerce companies and why they are the top. 

  • What marketing tools, channels, and strategies are they using? 
  • Are there any case studies that you can read and learn from? 

Present these as fodder for the hiring manager to chew on.

MarketerHire is no stranger to hiring ecommerce professionals. In fact, we do it on the daily — for startups all the way up to Fortune 500s.

Through a ruthless vetting system, only 5% of freelance applicants are accepted into the network. Once accepted, freelancers are matched with clients based on skill set and availability. 

It’s the crucial part of ecommerce marketing made easy. 

If you run an ecommerce brand and is currently looking to add an ecommerce expert to your team or on your next project? MarketerHire knows a few . 

There’s nothing but opportunity in ecommerce and there’s never been a better time to be a part of the world’s fastest-growing industry. Sure, things look a lot different these days, but a few truths remain:

  • Preparation is always, always, always key.
  • Have conviction in your answers and play to your strengths.
  • Form a habit of staying on top of trends and showcase your passion for ecommerce.

Whether you’re looking for roles in ecommerce growth , content management, social media strategy, or email marketing, this guide will ensure that you’re prepared to speak to your experience as it relates to the wild, wonderful world of ecommerce.

Written By:

Courtney Grace

Courtney Grace is a researcher and writer for MarketerHire , a marketplace for the fastest-growing brands to find top tier marketing talent in as little as 48 hours. She has also written for brands like Laffy Taffy, Bowflex, and iFLY Indoor Skydiving. When she isn’t writing and researching, you can find her trying new restaurants or trail hopping with her one-eyed Aussie, Poppy, in Austin, TX!

Read all posts written by Courtney Grace

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Top 40+ eCommerce Case Studies.

How hismile dominated millennials, the most wanted persona on the planet.

by King Kong

Aggressive testing using social media to find and confirm the right customer persona.

Worked with key influencers from micro to macro to penetrate their ideal customer persona

One of the best eCommerce case studies I've ever read!

$20 Million Skin care business in 2 years with no beauty experience

by Daily Mail

Launched with 100s of nano/micro influencers in one go. Took over instagram with models posting photos

Strong distribution network of influencers with a warm + very engaged audience

Picked up on trends - then amplify via influencers

Just one single instagram giveaway resulted in 41k emails + 37k new followers

by Vyper.ai

With less than $1000 to run this campaign, Coconut Bowls generated LOTS of new emails + followers.

This case study breaks down the exact steps that Coconut Bowls used to explode this giveaway that resulted in $$$

One of the best giveaway case studies I've ever read!

The growth story of Zara | how they turned into the iconic brand of today

by Contact Pigeon

We love this case study due to the story of where Zara originated from into the powerhouse brand of today

Highlights the key drives of growth that helped Zara turn into a Mulit-Million dollar brand

Really impressive stats!

Bootstrapping one of Australia’s most popular shopping brands to $80M ARR

by Business Insider

Growth hacked through community building in early days of facebook, creating modelling competition getting friends to tag each other

A very strong personal brand on instagram and brand partnership deals with macro influencers on instagram

Obsessive focus on customers and customer support.

The journey of 20k to $12M in one year | How Instagram exploded this Business' Growth

by Smart Company

Laser focus on customer persona allowed to double down on Instagram influencers, where they shipped the product to many influencers across the globe

Find and solve a pain point people are facing, the cost should be dwarfed by the value

“Sweet spot” between 200,000 &500,000 for influencers.

interview case study ecommerce

AutoCreate personalised outreach messages that get 80% open rates using AI

Build a $200m arr mattress company in 5 years.

Rapid testing between copy and video creatives to ensure their target audience is always entertained and the ads can drive conversation

Video marketing and entertaining story telling helped with product awareness and growth

Bringing tech & science to a very boring/old industry

$0 to $13M in 12 months - Amazing Case Study on Koala

by Web Profits

Koala offered an excellent product that adds significant value, and topped with off with next-to-none customer experience with their 4 hour delivery

Every content piece should have scroll stoppers and be very entertaining - the shock factor video pieces

One of the best case study breakdowns you will read!

$300M+ Valued company in 7 years | Top Case Study

by Beeketing

Amongst the first companies in the world to use influencer marketing truly at scale

Build long lasting relationships by being omnipresent on every social media channel where your customer is

Popup stores across the world a big success.

$0 to $72M in funding | Innovation in Eating or Ingenious Marketing?

by jconnelly.com

A strong story always sells, customers want to understand why this product was built + build a relationship

Packaging is everything, after they repackaged and branded their product the brand took off

Strong PR game, especially in food PR is everything

$163,633.50 Sales In 30 Days | Blendjet using AppSumo for growth

Disclaimer - more around Appsumo product as a case study for them but very interesting study + screenshots.

That revenue figure was from 3406 abandoned carts in 30 days. Incredible recovery!

3 Steps strategy section = powerful.

$0 to $100M within 2 years | amazing Case Study on Allbirds

by Gallantway

A very strong email marketing campaign for cold outreach as well as a brand consistent email strategy for onboarding

Sell the vision and the guarantee, cruelty feel materials, 30 day return and 1 click ease to shop collection

Leveraged their reviews in all their marketing messaging.

5 years to $700 Valuation | The rapid growth of Away

Take something boring, fix the boring problems and create a brand of fun and excitement around it

Their brand is around the obsession of travel not luggage, Aways marketing maven came in their branding, selling people the outcome of travel

Build something unique and identifiable

Viral Video to $1Billion Acquisition | The story of Dollar Shave Club

Customer centric brand that created relatability with their customers using humour

A beautiful and wholesome customer experience with branded boxing, custom unboxing and several personalised up-sell opportunities

Their entire website + UXis a pure sales funnel

The $600M Story in 4 years | A brand case study masterpiece

by Reign 23

Initial growth with door to door sales, theres no bad sales call - spoke to every customer under the sun

Branded partnerships with influencers on instagram to skyrocket their growth

Found many of his original customers at CrossFit gyms

Kickstarter to $300M Exit in 5 years | Growth Story of MVMT

by Alex Fedotoff

Crowd funded a real world problem people face with access to luxury products at reasonable prices

Leveraged small to medium influencers to create a “mvmt” online similar to how Daniel Wellington built their brand up

Used data and leveraged media that works for them - Pics!

Self Funding and disrupting a stagnant market | Story of snow

Influencer marketing with the right influencers matching your target audience

Customer case studies and proof of work will be the biggest upsell

Multiple upselling systems setup during product checkout flows

The story of spanx through using humour | PDF download

by Stanford

This article illustrates how humour played a big role in the launch of Spanx into the brand it is today

By using humour she managed to build a loyal and committed customer base and community

A quality case study which is different to others

How FasionNova has become one of the most searched fashion brands on google

Achieved amazing early traction success back in 2013 when they launched and sold out over a weekend

Relied heavily on working with influencers and growing their Instagram account which boasts over 18+ million

One of the best interviews-based case studies I've read

Rebranding a very personal topic into a Multi-million business

by Fast Company

The medicines aren’t novel but the marketing is made to feel relatable, at home and comforting

Educational content around how men should take care of themselves, showing tutorials and ways for self care

Building subtle humour into sensitive topics = success

$0 to $750M in 4 years | the journey of Casper serving 1 million customers

by Sleeknote

Transformed something as mundane as unboxing their product into a memorable, share-worthy experience

Curiosity reward gap, referral coefficient is high, each customer was a sales person

Such a good case study! One of the best I've read

One tactic YouFoodz used to skyrocket growth by 3000%

by Referral Candy

A big focus on churn and reactivating existing customers a big factor for huge growth

Additional focus on social proof with reviews + social media big levers for growth over time

Whilst more SaaS based, use many ecommerce tactics

$0 to $20 million by selling leftover coffee | amazing story or Frank Body

by Viral Loops

Big focus on growing Instagram organically and started Instagram marketing at the right time

Influencers actively using the product in photos = big social proof and created a referral engine

Beautiful UX of their product pages for CRO

From a $30 investment into $100K per month | growth strategies by Beardbrand

A wonderful case study by Sleeknote which dives in 13 detailed strategies that contributed to Beardbrand's growth

Detailed and curated content specific to each stage of the funnel a big success - promote popular stuff via FB ads

Drip email course to nurture warm audiences

From $0 to $1.2 Billion ecommerce powerhouse in just 5 years

by Growth Marketing Pro

In the early stages of growth they focused on generating "buzz" through PR and word of mouth strategies

Building a social mission as part of their strategy made helped them stand out to consumers

A big focus on PR helped them stand out

$10K to $1Million in just one year | Case Study By Appsumo

Had a unique brand story and products which stood out from competitors

Invested heavily into an ambassador and affiliate program to spur growth

Content + Email game was strong

Thr growth journey of Supreme | Case study by Sumo

Majority of their traffic sources comes from organic and direct

Celebrity influencer marketing a big core to their success (like many other ecommerce successes)

Content + Email massive for their success

How Mellow perfected a pre-launch strategy to achieve over $200k in orders

Reached out to reporters to get PR (doing things that don't scale) and a focus helped them a lot

They studied the most successful websites doing products and focused on what worked for them

They used referral candy as a tool to build referrals

Growing a Multi-million brand by building a content and community machine

Fomo-based marketing and authenticity major factors for growth success

Quality content though socials and leveraging influencers across all platforms

Influencers are more exclusive to the brand

from a vintage shop on ebay to an ecommerce site with $100 million in sales

by Growth Hackers

An amazing story on the journey of NastyGal using an existing platform to build brand to then going on their own

Leveraged social networks and eBay to reach their audience

Fostered word of mouth strategies and customer loyalty

The growth journey of building the world's Top Hot sauce brand

In the early stages focused on pop-up stores to get face to face with customers but had scaling issues

Leveraged the Shopify Fufillment network program in order to scale

Another fantastic interview styled case study

Built their brand over 3 years to 50,000 unique visits per month

by A Better Lemonade Stand

Large focus on social media and chatting to existing customers and photographers to generate WOM

Leveraged Creative Market and their audience to generate sales and reviews of Filtergrade

Focus on building a community, not just an online shop

Reverse Engineering a $400 million startup | harry's growth case study

This case study outlines 5 key growth strategies that you can steal and implement

Replicable Word-of-mouth engine & White Hat links sections are very impressive

Sleeknote case studies are always very good!

From $1000 investment to $10+ million | the growth journey of Man Crates

Focus on storytelling and content big factors for initial growth and referrals

"Tease the unboxing experience to reduce cart abandonment" (strategy #3) - very clever!

Product Reviews helped convert more customers

$0 to $800 million | Growth journey of rent the runway

A large focus on data and obsession on being more efficient with the customer experience

Collecting data also meant they could create really personable experiences to convert more customers

Stayed on trend when it came to trying new experiences

7 strong growth case studies for ecommerce | Bellroy success

Taking notes of the strategy of their Black Friday approach is fantastic - lots to take away!

One of the best when it comes to comverting traffic into sales from Display ads

One of the best study breakdown of strategy

Growth Study of Bonobos | The rise of an ecommerce contender

Pride themselves on their customer service which helped spur their word of mouth

Andy Dunn says making sure Bonobos got one thing right, then the rest can follow

A nice overview of their growth

Overview of a successful content marketing engine in a competitive market

"Customers are also the website builders" - big focus on UGC (User Generated Content) = social proof

Leveraging of social media to skyrocket content amplification - big followings on FB, Pinterest & IG

One of the Pinterest accounts for ecommerce I've seen

From $0 to $100+ million in revenue | Growth Study

Everlane sniffed out potential channels for acquisition - not applicable now but they used Tumblr with great success

They did some clever guerilla marketing tactics - Type in "Everlane and Postmates". Quite clever!

Focused on nailing an effective affiliate marketing strategy

$87k with a single email which then helped spur continuous growth

by Rejoiner

Provide value rather than going for the hard sell on the first touchpoint - focused on 3 points on joining the community

Multiple CTA's to content & quality & engaging explanations of new products helped conversions

Learn from their email marketing approach = very good!

by Marketing Strategy

A quality case study that breaks down strategies across digital and offline - with a deep dive into metrics

Spent a lot of budget on Podcast and YouTube sponsorships and saw great success

Direct Mail also played a big role for acquisition

Review of the Iconic's online marketing strategy

This case study was done back in 2014 but still has some amazing growth marketing strategies & tactics

Goes into great detail about the website, product pages and overall UX with heatmaps, etc = really good detail!

Despite date written, one of the best case studies I've read

The Growth strategy of UK's ecommerce Juggernaut

Great case study which goes into detail the key factors for ASOS' growth success

ASOS automated their international expansion strategy. Amazing section to read and research more into.

Tailored, personalised content key driver for conversions

From $24 in her bank account to 16 millions followers for her businesses | Gretta Van Riel

by Single Grain

Influencer marketing and Instagram a wonderful combination for her success with her brands

Used messenger bots as part of her growth engine to engage customers differently than just purely email

Read more into Gretta - she's very impressive!

Product Features

May 24, 2022 | 9 min read

7 E-Commerce Case Studies Every Marketer Can Learn From

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Whether you’re a newbie or a seasoned marketer, there’s always something you can learn from top e-commerce brands.

That’s why we are huge fans of e-commerce case studies here at Drip.

Every time we write one of our e-commerce growth guides , it fascinates us how simple tweaks in design and copy can make a huge difference for those brands (and for yours, too.)

From getting top-of-funnel (ToFu) leads to bolstering customer loyalty, we’ve gathered seven of our favorite marketing strategies from our e-commerce growth guide series.

The best part is, you can apply these ideas to your online store, even if you don’t have a marketing team or a big advertising budget.

Let’s get started.

7 E-Commerce Case Studies You Need to See

1. increase conversions with compelling copy, 2. build powerful backlinks to your online store, 3. create content for each stage of your funnel, 4. recover abandoned carts with a twist, 5. make the most of your customer reviews, 6. create an irresistible unboxing experience, 7. turn one-time shoppers into repeat customers.

Good e-commerce brands don’t rely on attention-grabbing visuals or big advertising budgets—they go above and beyond to write compelling copy that convinces users at every stage of their sales funnel .

Only with well-crafted and persuasive copy, can they position themselves as the best option in the market.

To follow the path of leading brands, start with your value proposition and answer the problems you’re solving with your products. 

Then, repurpose your value proposition across different channels, such as your site, social media content, email marketing , and paid ads.

While there’s no one-size-fits-all recipe for crafting a good value proposition, there’s one proven copywriting formula you can try: Problem, Agitation, Solution (PAS).

It’s as simple as it sounds:

  • You define a problem;
  • Agitate the reader’s emotions;
  • Offer a solution.

Take this example by Bellroy and how they use PAS in their value proposition:

Bellroy_s Value Proposition

Bellroy, first, introduces a common problem among their target audience: getting weighed down by baggage, bulk, stuff.

Then, they touch upon the results caused by this problem and agitate the reader’s responses: It can slow you down and narrow your view.

Finally, they relieve you by saying that it doesn’t need to be that way.

Because Bellroy’s products are the solution to your problems.

The PAS formula is easy to replicate for your brand, once you find the answers to the following questions:

  • What are your buyer persona’s typical problems?
  • How do these problems affect their lives?
  • How do you solve them with your products?

With a similar approach, you can promise to free your prospects from pain .

See how Bellroy positions their products as a solution that’ll save you from lots of trouble in their ads:

Bellroy Google Search Campaign

When you click the ad, this is what you see:

Bellroy Copy Fear

Bellroy makes it easy for you to relate to the problems they solve. And they promise to free you from problems, pain, and panic.

Use the PAS formula to address prospects’ fears and pain points, and offer your products as the best solution for them.

Further Reading

  • Bellroy Marketing: 7 Million-Dollar Growth Secrets of an E-Commerce Innovator (Case Study)

Even though most online stores rely on Google search for their organic traffic today, few e-commerce marketers know and appreciate the importance of e-commerce SEO .

And even fewer spend enough time and effort on link building.

Getting high authority sites to link to your online store will make your domain more powerful. And a powerful domain will help you outrank your competitors in search engine result pages (SERPs).

I’ll be honest—link building takes time and effort, but the results are worth it.

No matter if you’re selling men’s apparel, design furniture, children’s books, or personalized gifts—chances are, your e-commerce site specializes in something.

And there’s a greater chance that many publishers are already writing articles about the best products in your industry.

Here comes into play, what Sam calls, “The Best-Of Backlink Builder” strategy.

Simply put, you reach out to authority domains in your industry and ask to get featured in their “best-of” content.

MeUndies is a great example of this. You can see them on BuzzFeed under “21 Inexpensive Gifts For The Cool Guy In Your Life” …

BuzzFeed MeUndies

… as well as on smaller sites, like The Pearl Source :

MeUndies Featured in The Pearl Source

Getting backlinks from these “best-of” articles helps MeUndies rank for several competitive keywords, such as “boxer briefs”:

MeUndies SERP Results

(Note the number of backlinks they have.)

MeUndies also sponsors several podcasts, both to get high-quality links and to expand their reach to new audiences.

That’s why they create dedicated landing pages for each podcast they sponsor and offer their listeners a special discount:

MeUndies Bill Burr Landing Page

I don’t suggest reaching out to the biggest names in your industry and spend all your budget on sponsorships. However, this strategy is worth testing with small, niche-specific podcasts. You can also build strong links and expand your reach by sponsoring local events or awards.

  • 9 Strategies MeUndies Used to Grow 1,583% in 3 Years (Case Study)

Whether you’re a novice in your field or a seasoned marketer, it’s likely you know about the effectiveness of content.

E-commerce content marketing can help you acquire new leads and convert them into customers.

But no piece of content will work the same for different people.

Users at different stages of your sales funnel have different questions, concerns, and needs. That’s why you need to align your content marketing with the buyer’s journey .

This doesn’t mean that you need to write 5,000-word blog posts for different segments each week. It simply means that you need to find the questions in your prospects’ minds and answer them with your content.

Take Beardbrand as an example. 

The company’s ToFu prospects most likely have questions about how to grow a beard. And when they Google that term, they’ll see Beardbrand after featured snippets:

Beardbrand SERPs

Why does Beardbrand rank so well for that term? Well, beyond having a strong backlink profile, they have a highly-detailed guide about how to grow a beard:

Beardbrand ToFu Content

Once you learn that you need to take better care of your beard, you slowly become interested in Beardbrand products.

This means you then become a middle-of-funnel (MoFu) prospect for the company.

At this stage, Beardbrand has content to educate you while subtly promoting their products. So if you’re wondering what the difference is between beard oil and beard balm, you’ll most likely end up on another one of their blog posts:

Beardbrand MoFu Content

And in that blog post, you’ll see call-to-action (CTA) buttons to buy their products:

Beardbrand CTA

If blogging isn’t a part of your marketing strategy, try creating “how-to” videos to educate your target audience and subtly promote your products, just like Beardbrand does:

Beardbrand_s How-To Videos

Visit Reddit or Quora to understand what your prospects are discussing, then create content to answer their questions. Implement product marketing into your content strategy, without being salesy.

  • Beardbrand Marketing: How to Turn $30 into $100,000 MRR (Case Study)

Cart abandonment is every e-commerce marketer’s nightmare.

According to Baymard , the average cart abandonment rate for e-commerce is close to 70%. This means that most of your visitors will leave your site without buying the items in their basket.

While cart abandonment is inevitable, luckily there’s something you can do to minimize it.

With an optimized checkout and well-written abandoned cart emails , you can go beyond recovering the abandoned carts—and even sell more.

In the end, you’ll not only recover potential lost revenue but also increase the average order value (AOV).

Harry’s has a genius strategy to reclaim abandoned carts (with a twist.)

When you leave Harry’s’ site without starting your subscription, you receive an email that reminds you to complete the process.

At first, it looks like any other abandoned cart email:

Harry_s Abandoned Cart Email

In the first part of the email, Harry’s reminds you about the benefit of buying a subscription plan.

But in the second part, things get interesting.

Harry’s offers you a downsell, in case you’re not ready to commit to a subscription. 

But they don’t stop there.

When you follow the link and add the Truman Set to your cart, this time they upsell with a popup suggesting a mystery item.

Harry_s Upsell Popup

This way, they take you back to a higher price point, even if you’re not ready for committing to a subscription plan.

If you want to upsell a customer with an exclusive mystery item (or any item for that matter), you can create an onsite campaign with our SiteData condition and display the popup to visitors who exceed a certain basket value.

Sleeknote SiteData

  • Harry’s Marketing: What We Learned from Reverse Engineering a $400 Million Startup (Case Study)

When it comes to customer testimonials , there are two main challenges waiting for e-commerce marketers:

  • Collecting as many rich and insightful reviews as possible; and
  • Using those reviews in the best way possible to convince your prospects to buy from you.

How you’re asking for testimonials can have a huge impact on both the quantity and the quality of the reviews you collect.

Even if you convince your customers to leave a product review, most of the times they’re too generic and broad.

Casper finds a clever solution to this common problem. A few days after you become a customer, the company sends you this email asking for a product review:

Casper_s Review Email

When you click the CTA button, you land on a page where you can submit the following form and leave a review:

Casper Review Form

Casper invites you to answer some specific questions rather than leaving it completely open-ended. This way, it becomes easier for their customers to fill the form.

Plus, they get richer and more meaningful product reviews, like this:

Casper Review Example

How you display your reviews is as important as collecting them.

You can repurpose your customer testimonials across several channels: Use them in your emails, product pages, paid ads, and many more.

Take inspiration from Casper again. They both display customer reviews on a dedicated page…

Casper Reviews Page

… and use it in their email marketing as social proof :

Casper Social Proof in Email Marketing

  • Casper Marketing: How a Mattress Company Went from Zero to $750 Million in 4 Years (Case Study)

With the rise of user-generated content and electronic word-of-mouth, the phenomenon of unboxing made a quick entrance into our lives.

It’s not a coincidence that today a YouTube channel on unboxing has over 14 million subscribers.

Both consumers and marketers love unboxing videos. Because they help consumers get a detailed overview of the products they’re interested in. And they mean social proof and more reach for marketers. 

In order to create an irresistible unboxing experience for your customers, you need to set their expectations from the start.

Man Crates does that well by teasing the unboxing experience. When you enter your zip code on one of their product pages , the company gives you an estimated delivery date:

Man Crates Estimate Delivery Date

Plus, they give you more information about how your delivery will ship:

Man Crates How It Ships

During checkout, they also let you write a gift note and enhance the gift recipient’s unboxing experience.

And even better, they suggest some fun pre-written notes to choose from:

Man Crates Gift Note

Their crates don’t only come with a fun note …

Man Crates Unboxing Experience Instructions

… but also with a message that encourages you to record and share your unboxing experience.

If you want even more people to take action, you can offer your customers a special discount on their next order, in return for sharing their unboxing moments.

  • Man Crates Marketing: How to Turn $1,000 into $10+ Million (Case Study)

Many e-commerce marketers focus too much on getting ToFu leads and converting them into new customers. While doing that, they fail to use the full potential of their existing customers.

In fact, repeat customers spend around 67% more than your new customers.

But without the right incentive, your customers will have little reason to return to your store.

With an attractive customer loyalty program , you can turn one-time purchases into repeat buyers and increase your revenue dramatically.

Knowing this well, Sunski has a unique customer loyalty program that rewards their customers for different actions they take.

Going beyond shopping points, they offer you many other ways to earn credit:

Sunski Earn Credit

As part of their customer loyalty program, the company also uses referral marketing .

All you need to do is to write your friend’s email address and Sunski takes care of the rest for you.

Sunski Refer a Friend

Your friend receives the following email and you both get a nice $10 discount on Sunski products.

Sunski Referral Email

This way, you don’t only retain your existing customers, but also let them bring you more customers.

The best part is, you don’t need to create a loyalty program from scratch to use referrals. You can easily set up a Shopify app or use a third-party tool to start a referral program.

  • How Two Surfers Turned a Pair of Vintage Sunglasses into a Two-Million Dollar Business (Case Study)

These were the key takeaways we had while writing e-commerce case studies on our blog.

No matter how many employees you have or what kind of products you’re selling, I’m sure you’ll find something valuable in them for your online store.

You can implement some of these strategies already today and test them out for yourself.

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Seray Keskin

Seray is a Product Marketing Manager at Drip. When she’s not busy creating content for Drip, she can be found trying to crack the Danish language and watching Back to the Future for the hundredth time.

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The best ecommerce case studies (63+ success examples).

The Best Ecommerce Case Studies (63+ Success Examples)

In this article

One of the best ways to learn how to grow your ecommerce business is to model those who have done it.

The problem?

Without the right connections, it's hard to get insider information on how these ecommerce sites became so successful.

You may want to know the details about marketing strategy , search engine optimization, conversion rate optimization, and best customer service practices that these ecommerce businesses use to explode their sales.

You can now peer into the minds of these ecommerce businesses, right from the comfort of your own home.

Through detailed case studies of successful ecommerce companies.

That’s why we have done the hard work of sorting out the BEST real-life examples there are, complete with insight on everything from their marketing campaigns to their chosen ecommerce platform .

Take a peek into what these ecommerce stores are doing to succeed and see what you can apply to your online store.

(Oh, before you jump in, perhaps you'd like to hear from some ecommerce experts. If so, check out our post on the best ecommerce podcasts ).

The Best ecommerce Case Studies and Business Success Stories

1. how mellow made $200,000+ in preorder sales in less than a month.

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Mellow is a company that makes a magical kitchen robot that syncs with your smartphone to cook for you at your convenience. The founder, Ze Pinto Ferreira was interning at Braun when he realized everything he knew (mechanical engineering, food, product design) could intersect to create impactful work.

He knew the sous-vide he wanted to create should change home cooking dramatically, but he also knew he couldn’t do it alone.

That’s when he set off to find a co-founder, Catarina who was working as a freelance designer.

He managed to convince her to use her talents on a potentially groundbreaking company and the two of them built Mellow together.

What They Did To Succeed

Using Trycelery.com as their pre-order platform, Mellow was launched to great success. They collected a total of $64,000 in pre-orders in ONLY 3 days and eventually made $200,000+ in less than a month.

Key Takeaway

In the case study, Ferreira mentioned how he marketed Mellow by reaching out directly to 100+ reporters. Given the background of both Ferreira and Catarina, though, PR seemed to be out of their reach.

This is where the classic Paul Graham business strategy comes into play. To get your startup off the ground, you have to do things that don’t scale. Don’t know how to do PR? Teach yourself, reach out to reporters, and get your product or service in publications like TechCrunch and TheNextWeb.

That's exactly what the founders of Mellow did, a process that earned them six figures within the first month of launching.

2. SumoJerky - The Results Of The 24-Hour Business Challenge

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Noah Kagan is known for starting multiple companies and growing all of them to 7- and 8-figures in revenue (including the budgeting startup Mint.com). As part of a 24-Hour Business challenge to prove to anyone that they can start a business today, Noah asked his followers which business he should start so he could show he would make $1,000 a day.

The end result?

A beef jerky subscription company that made more than $1,000 in 24 hours.

What He Did To Succeed

Noah made $3,030 in total revenue in 24 hours.

  • Made a basic budget so he could work backwards to find out how much he needed to sell to make $1000.
  • Created a customer avatar so he knew who he should target
  • Started reaching out to people who he thought fit the customer avatar

Not only did he complete the challenge, but he also exceeded it (not after downing 4 cups of coffee though.)

Create a customer avatar to know who your target audience is. It’s astounding how many businesses do not know who their ideal customer is. Find out who is already buying your product or service and then reach out to more people like them. This is at the core of Noah's business process and what makes him such a notable success story.

3. How Two Friends Turned Up The Heat And Sold $170K Worth Of Spicy Honey in 10 Months

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Honey? Yes!

Chilli peppers? Yes!

Together? Um.. what?

If you’re confused, don’t be. Spicy honey is the brainchild of MixedMade, a company that makes delicious products by mixing unexpected ingredients together.

Their first ever product – Bees Knees Spicy Honey – combines raw honey with a special blend of chilli peppers to create a balance of sweet mellowness and spicy intensity.

(Yum… Now I want some for myself!)

Their first $1,000 came from emailing their personal contacts and posting to their own personal Facebook pages.

Then, they made a list of potential press targets and aggressively pursued them.

This worked to great success.

A few modest mentions on smaller sites like Huckberry later grew into features on Uncrate, The Kitchn, CNBC, the Today Show, Bon Appetite, Esquire and Vanity Fair.

End result?

The press coverage exploded their business, making them the ultimate success story.

Everyone loves being featured on national media, but the press begins from the smaller guys.

In Trust Me, I’m Lying, media genius Ryan Holiday discusses the concept of “trading up the chain”, where larger publications often take content from smaller publications.

Start by getting yourself featured on smaller blogs and publications, and slowly “trade up the chain” to bigger features on national media. The return on investment of this particular marketing strategy is tenfold.

4. How Opena Case Hit 189% Of Their $15,000 Kickstarter Target And Built A Million Dollar Business

interview case study ecommerce

Pretty iPhone cases are aplenty, but truly useful and practical iPhone cases..?

That’s rare.

Meet Opena. Opena is an iPhone case with a slide-out bottle opener.

If you’ve ever fumbled at a party looking for a bottle opener, or wondered if your teeth were strong enough to crack that bottle of Heineken open…

Opena is the solution.

Opena launched on Kickstarter in June 2011 and successfully raised $28,303 (surpassing their initial $15,000 target.)

How did they do it?

They built a tribe of early adopters before they even launched the campaign. When they launched the campaign, they rewarded the early backers with early bird rewards, who then gleefully spread the word for them.

Within half an hour of going live, the early bird backers were all sold out.

The takeaway I want to highlight here has nothing to do with Opena’s excellent customer acquisition tactics. It does, however, have to do with the founder Chris Peters.

Just take a look at his bio:

  • Studied Industrial Design right out of high school.
  • Spent 4 years working at a large firm that specialized in medical machines. He was involved in industrial design work, prototyping and graphic interfaces.
  • Then worked at various design consultancies.
  • Took a year off to wakeboard.
  • Worked for a much smaller design consultancy, which helped him get a sense of what it’s like to run a small business.
  • Sold software for a year to learn how to do sales.
  • Ran his own design consultancy for 3 years.

This means that he had at least a decade of experience before even founding the company. This also means that he had deep expertise – both to identify a problem worth solving and developing a solution to fix the problem.

The biggest business problem we see is that most people make the jump to entrepreneurship without understanding that many successful entrepreneurs had built up deep domain expertise in their fields before starting a company. This makes it difficult to identify your strengths and weaknesses as an entrepreneur, which is an essential ability to have when launching a business.

5. #TheGreatBuild Project

interview case study ecommerce

Richard Lazazzera was part of Shopify ’s Growth Team, where he helped the platform grow from 60,000 to 200,000 merchants. A Better Lemonade Stand is his blog, where he shares comprehensive guides on how to build and grow eCommerce businesses.

#TheGreatBuild was a project he undertook to inspire others to build their own eCommerce sites. He built an eCommerce company – Finch Goods Co. – and detailed the entire journey on #TheGreatBuild (14 chapters long!)

Although Richard withheld his sales reports (so we don’t know how much he actually made), he did write a case study with an incredibly detailed step-by-step guide on how to start, brand and build your own eCommerce store.

Richard considers these 6 elements crucial to your business strategy for your eCommerce store — and he addressed it by introducing several apps:

  • Up-Selling at Checkout
  • Email Capture/Newsletter Signup
  • Abandon Cart Emails
  • Referrals ( Download ReferralCandy for your Shopify store here .)
  • Exit Intent Offer
  • Retargeting

The 6 elements that Richard mentioned in his post are fantastic. There are usually some holes that eCommerce entrepreneurs miss out in their rush to build their store and sell quickly, which Richard has kindly pointed out here.

Fix those areas and you should see your sales soar.

BONUS: How to Setup a Referral Program For Your Shopify Store

6 . Social Media Marketing: How A Small E-Commerce Site Attracted 293,000 Facebook Fans

interview case study ecommerce

Diamond Candles is a company that offers scented, soy-based candles that have a ring at the bottom. This has resulted in their customers spreading word-of-mouth about them due to the excitement of potentially winning the prize.

Instead of purchasing ads online to drive sales to their business, their predominant marketing strategy has been to utilize referrals and social media.

The key strategy behind their success has been user-generated content by its customer base.

Without spending a single cent on ads, these photos grew the company’s Facebook Fan Page to 469,661 fans while also boosting their product page conversion rate by 13%.

Knowing that more customer-contributed photos essentially made them more successful, they then created an environment of encouraging their customers to share more photos.

Here’s what they did:

  • A call-to-action found on the candle urging customers to take a photo with the ring and share it on social media, exposing their brand to even more potential customers (for free)
  • Giveaways that encourage customers to create and share images for a chance to win free products, developing customer loyalty
  • Share all the photos gathered on social media, creating an impression that it is normal to share Diamond Candle-related photos

Your customers are your greatest ambassadors. Find a way to incentivize them to spread word-of-mouth for you (or use ReferralCandy ). This not only increases your reach to potential customers but also improves customer loyalty.

7 . How To Create a $4,000 Per Month Muse In 5 Days

interview case study ecommerce

It’s Noah again! (Told you he’s famous.)

In this case study, Noah retells how he helped Daniel Bliss, a postal worker, turn his hobby into a real eCommerce business making $4,000 a month. The purpose? Help Daniel quit his day-job.

Daniel started his business by solving his own problem — neck pain while belaying.

Prior to meeting Noah, Daniel had already sourced a manufacturer and set up his own website to sell his shades. He was also off to a good start – having sold 12 pairs of shades to people in his climbing group.

But here’s the best part:

After meeting Noah, he HIT his goal.

Noah taught him the same thing he did for his SumoJerky business (detailed above):

  • Reverse-engineer the number of sales you need
  • Try different tactics to make it work

The purpose of this was to help Daniel figure out what marketing tactics work… and double down on them. In just 5 days, Daniel and Noah tried at least 10+ tactics and found his most successful channel.

The result:

Daniel received a message from a large online site, who placed an order of $4,200!

This marketing case study is less about the specific marketing strategy so much as it's about the entire business process. You will never know what will work for your business. Reverse-engineer the number of sales you need, try different tactics, review them and double down on those that worked for you.

8. How We Built an Ecommerce Business from Scratch and Generated $922.16 in Revenue in 3 Days

Do you need a long time to build an eCommerce business?

Some people believe so. After all, there are a lot of logistics to handle – domain, hosting, website content, pricing, supplier sourcing, launching, branding...

...not to mention the effort of reaching your potential customers with content marketing (and then analyzing it all on Google Analytics).

But WHAT IF you challenged yourself to set something up in 3 days?

Could it be done?

Apparently so.

Richard Lazazzera took up the challenge and proceeded to do everything (from determining what to sell to actually making sales)… in only 3 days.

In total, Richard made $922.16 in total revenue from this little experiment.

He went down every single possible marketing channel one-by-one, tried it and see what results it delivered. In fact, in only 3 days, he tested channels like Reddit, Product Hunt, personal outreach, Facebook, Instagram, Pinterest and Twitter.

How’s that for fast?

Building an eCommerce store (in fact, any business) is a culmination of multiple small decisions. Make those decisions fast and push forward. You will never discover the results through thinking, only by testing.

9. How To Build A Menswear Brand - An Interview With Owen & Fred

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Owen & Fred was a company founded by Mike Arnot after he realised that high-quality yet affordable American-made men’s accessories were not available in the market.

Make your own.

Mike then went on to create an e-commerce business that curates great products and help others like him do the same.

Repeat orders make up 35% of Owen & Fred’s revenue. In their industry, that’s incredible. Almost unbelievable.

That’s because of Owen & Fred values and prizes their customers. They made their products, their marketing campaigns and the entire customer experience amazing.

They even received a compliment from one of their customers: “never purchased from a company that actually delivered a product that amazing.”

Even if you’re an e-commerce store that does drop-shipping or product curation, you still have to ensure that your product(s) is amazing.

An amazing product makes marketing easier (because even great marketing can’t save bad products).

10. E-commerce: Moving beyond shopping cart abandonment nets 65% more checkout conversions

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If you thought there were only several kinds of envelopes available, you would be wrong.

(Though I wouldn’t fault you, because I didn’t know myself either.)

Envelopes.com is an eCommerce business that sells almost any type of envelope you can imagine. White, brown, and green are common sights at this online marketplace specifically created for selling envelopes.

Remember what Richard Lazazzera said above in his marketing foundations?

One of them was Abandonment Cart Emails.

Envelopes.com discovered that a significant number of their website visitors visit multiple times before buying. They decided that these groups of visitors were the opportunity to help increase their online sales.

To do this, they sent emails to encourage these visitors to return, which reduced their abandonment rate and improved their conversions.

There are many touchpoints your customers will have with your business. Optimize these touchpoints and improve your sales.

11. How a Small Menswear Brand Utilized Word-of-Mouth to Get Over $420,000 On Kickstarter

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Think space tech is cool?

How about something cooler? How about… integrating your clothes with space tech?

Fascinated now..?

That’s what Ministry of Supply did. Ministry of Supply is a menswear apparel brand that infuses fashion with space tech.

Their first-ever product, the Apollo features Phase-Changing Materials adapted from NASA spacesuits that help regulate your body temperature.

Trading up the chain.

Instead of directly approaching massive tech blogs like TechCrunch, Ministry of Supply started small. They pitched 150+ product-relevant blogs with customized emails, and got themselves featured, raising $30,000 in 5 days for their Kickstarter campaign.

Of course, as the above example of MixedMade shows, trading up the chain means bigger publications will follow the trail of smaller publications.

And naturally… that happened for MoS.

TechCrunch and Forbes later featured them — and that skyrocketed their Kickstarter funding to $400,000.

Find a unique angle to your product that everyone can easily remember — which will encourage your customers to “remark” about your product to their friends.

Their first product, Apollo was remarkable because it was clothes infused with space tech.

Their second product, a pressure-mapping sock, was eventually re-positioned to be “coffee socks” because everyone remembered they used coffee beans to remove the odours in the socks.

Make it easy to share, and people will.

12. How I Built an Online T-Shirt Business and Made $1,248.90 in 3 Weeks

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Shopify’s core value on their blog is “do something, tell people.” (And of course, promote their own platform.)

That’s why it’s in their interest to show how easy it is to set up an eCommerce store in minutes and get sales in as little as 3 days (as seen in example #8.) But it’s also to our delight that we get to see firsthand how to build something from scratch.

(By the way, it's also as easy to set up ReferralCandy for your Shopify store .)

This time around, Shopify staff Tucker Schreiber took on the challenge of building a T-shirt business in a month.

In less than a month, ThinkPup, the store they set up generated $1,248.90 in revenue. Not fantastic, but a great start for a new store.

Tucker tried a variety of online marketing channels to acquire customers and found that he got the most sales from Reddit and Instagram.

This shows that you don’t have to overthink your marketing channels. Sometimes posting to free places like Reddit (where people already gather) will help you get sales.

Always test new marketing channels for your product. While you may think that [insert your niche’s favourite channel] is the way to go because that’s how people have done it, you will actually never know which channel will be profitable for you.

13. How An Ex-Con Turned His Life Around And Built an $80k per Month Ecommerce Business

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As Robert himself mentions in this case study, the odds seemed stacked against him.

He was an ex-felon, he didn’t have a lot of experience in sales and marketing and he wasn’t in a great financial position.

However, something about being an ex-felon drove him to want to be different and stand out. And that’s how he eventually created National Parks Depot, an eCommerce business that sells outdoor adventure gears and apparels.

Facebook Ads.

Starting with a small ad budget of $60, he got a return of nearly $1,000 in sales. He then doubled the ad spend and got back double his ROI. He eventually scaled up his ad spend and hit $80,000 in sales.

Don’t be afraid to spend money to promote your products. Even without much money, Robert was willing to invest to test if Facebook Ads would work for his business.

Invest money to get more sales, so test to see if paid advertising can work for your business.

14. How I Imported Gaming Glasses With Alibaba and Made $2,416.51 In 5 Weeks

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This is the another Shopify challenge Shopify employees took on. In Example #8, we saw how they started a matcha green tea company from scratch in ONLY 3 days. In Example #13, we saw how they began selling t-shirts online in LESS than a month.

This time around, another Shopify employee Corey Ferreira took on the challenge and decided to set up an online eCommerce store selling blue-light blocking glasses for gamers.

The result this time?

$2,416.51 in 5 weeks.

Similar to the rest of the guys who took up challenges at Shopify, he ran through multiple marketing channels pretty quickly.

The one that generated the most sales for him was setting up affiliate commissions and getting influencers to help promote his product.

( Pro-Tip: Supercharge your influencer marketing, and get more word-of-mouth sales with ReferralCandy .)

Are there people who command massive audiences in your niche? Reach out to them and propose an affiliate deal, and get them to promote your product to their audience.

15. How One Ecommerce Entrepreneur Explored New Sales Channels – And Took Revenues From $8K to $96K per Month

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Eating healthily is kind of a chore.

We all know we need to eat healthier, sleep more and work out, but we do none of that. Because we’re too busy.

Enter Raw Generation.

Raw Generation is a company that makes drinking raw, unpasteurized juice from fresh fruits and vegetables more convenient.

Deal sites.

After initially promoting on social media and getting no traction, Jessica, the founder was introduced to Lifebooker, a deal site.

After promoting on Lifebooker, they hit a home run.

Majority of Raw Generation’s sales come from deal sites like Groupon, Gilt and Rue La La. (They are no longer using Gilt or Rue La La.)

Once you discover a marketing channel that is working for you, don’t go seeking new marketing channels. Double down on it and make it work for you over and over again.

16. 80/20 Validation: The Cheap And Fast Way To Prove A Business

[caption id="attachment_22471" align="aligncenter" width="600"]

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Image: Kettle and Fire [/caption]

What the bleep is bone broth? Well, It is a broth simmered from bones -- and it has been touted as a superfood by the paleo community.

It’s not easily accessible online.

Well, at least until Kettle & Fire came onto the scene.

Kettle & Fire became the first-ever company to make a unique shelf-stable beef bone broth. This particular bone broth need not be frozen until it is opened.

By making sure the product was something people wanted.

Yes, bone broth was growing in popularity.

But the bigger entrepreneur question is not about popularity, but “will anyone put money down for this product?”

Justin and Nick made sure of that by throwing up a landing page and driving Bing traffic to it (classic Four Hour Work Week-style.) The end result? A simple experiment like this netted them $500 in sales, which confirmed their entire business model.

Never assume your product is something the market will want. Always test to find out (be it through messaging people, sending paid traffic etc.)

Bonus #1: ReferralCandy Case Studies

We (ReferralCandy) have been accumulating case studies from eCommerce entrepreneurs from multiple industries to show you how they have succeeded.

Here’s the list of case studies we’ve done for you:

  • Ecommerce Interviews
  • Powder City
  • BlissLights
  • Magical Butter
  • 1950 Collective

Bonus #2: BigCommerce Case Studies

Our aim here in this blog post is to create the most comprehensive resource you can refer to when you want to be inspired or simply to understand how successful eCommerce entrepreneurs think.

Caveat: These case studies mostly include promoting BigCommerce’s services… but look past that and you’ll discover gems.

  • BombTech Golf
  • Spearmint LOVE
  • Exxel Outdoors
  • Bohemian Traders
  • Silk Road Teas
  • Bulk Apothecary
  • The Pink Lily Boutique
  • Di Bruno Bros
  • Sportbike Track Gear
  • Twirly Girl
  • US Patriot Tactical
  • Con Olio Oils & Vinegars
  • Raven and Lily
  • LaQuan Smith
  • Flash Tattoos
  • Pappy & Company

Bonus #3: Reddit Case Studies

Reddit is an under-utilized resource for learning about successful eCommerce case studies.

In fact, hidden in the subreddit r/entrepreneur are countless “unknown” yet successful entrepreneurs who are more than willing to share their wins and lessons with a larger audience. Here are some of the most popular posts on Reddit that detailed step-by-step of how they succeeded:

  • The Inner Workings Of A Subscription Box Company. From A 4K Site Purchase On Reddit to Close To $100,000 In Revenue In Less than 6 months. How We Did It, And What’s Next!
  • I created DicksByMail.com, went viral, and sold the company before even shipping out my second round of orders. AMA
  • How I literally started an Amazon business in about 1 month for about $1K
  • 516 days ago at 20 years old I quit my job, dropped out of school, and founded an online hippie shop. This is how it turned out.
  • Beardbrand's guide to building a brand

As previously said, we aim to make this list the most comprehensive eCommerce case studies list found on the Internet.

That being said…

Did we miss out on any? Which case study do you think we should include?

Let us know in the comments!

P.S. If you enjoyed reading this, subscribe to our newsletter where we share our latest articles and helpful resources .

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Si Quan is ReferralCandy's Content Marketing Manager. He is also the co-founder of BreakDance Decoded , an online breakdance training company. He loves standup comedy, and has a dream to visit at least 100 countries in his lifetime.

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Ecommerce: 10 mini case studies of successful marketing for online shopping

Ecommerce: 10 mini case studies of successful marketing for online shopping

This article was originally published in the MarketingSherpa email newsletter .

While ecommerce has been growing rapidly, it still only comprised a small percentage of overall retail sales. For example, in the U.S., on an adjusted basis, ecommerce accounted for 11.8% of all retail sales in the first quarter of 2020, according to the U.S. Census Bureau .

That was for Q1. Then in Q2, the number jumped to 16.1% – a 44.5% change from the same quarter a year ago. To put that number in perspective, Q2 2019 grew “only” 13.8% over Q2 2018.

What changed? The COVID-19 pandemic, of course. Even with ecommerce’s double-digit growth over the years, brick-and-mortar retail still had many advantages over ecommerce. Some products (like groceries) are hard to ship and easier and less expensive to buy in person. Brick-and-mortar retail has an experiential draw that ecommerce can’t match – from trying on a shirt to being wowed by an in-store (and Instagram-worthy) display. The ability to make a human connection and learn about a product or service.

Suddenly everything changed. That human connection became a detriment. And a no-touch version of goods and even services was preferable if not essential.

And that’s where we are in 2020 folks. A sad statement on human existence, yes. But as marketers, we must answer a practical question. How do we ensure our companies can continue to create value for customers in this changed world? Ecommerce can play a critical role. To help spark ideas for improving your company’s ecommerce efforts, here are specific examples from your peers in a wide range of industries.

Mini Case Study #1: Adding credibility generates a 46% increase in conversion for mattress company

A mid-sized furniture company selling organic latex mattresses engaged with MECLABS Institute to increase the overall number of mattress purchases (MECLABS is the parent organization of MarketingSherpa). It is one of only a few mattresses that is GreenGuard Gold certified.

The team conducted an experiment to determine which credibility approach would produce the highest rate of mattress purchases and ran an A/B split test.

The control landing page mentioned the certification, but it was de-emphasized.

Creative Sample #1: Control landing page for organic latex mattress

Creative Sample #1: Control landing page for organic latex mattress

The treatment landing page added a section entitled “What is the GreenGuard Gold Seal?”

Creative Sample #2: Treatment landing page for organic latex mattress

Creative Sample #2: Treatment landing page for organic latex mattress

The treatment landing page generated a 46% increase in conversion in the A/B test. The tangible value created by the additional copy helped the customer determine that the mattress was worth purchasing.

You can learn more about this experiment, and see other ecommerce experiments, in Optimizing Ecommerce Experiences: 25 valid ecommerce experiments to ideate your next A/B test from MarketingExperiments (MarketingSherpa’s sister publication).

Mini Case Study #2: Dunkin’ increases gift card sales 300% by quickly tapping into changing customer motivations

The way customers perceive your products and service can change over time. The COVID-19 pandemic is a great example. For most companies, if they just treated customers the same way they did before the pandemic, they would have overlooked customers’ changing motivations. And those changing motivations affect how potential customers perceive your offer.

Dunkin’ is an example of a company that moved swiftly to tap into new customer motivations. “As COVID-19 struck, Americans wanted to find ways to help and to show support for the frontline heroes. Dunkin’ wanted to give people a way to do so, even without being able to leave home,” said Justin Unger, Director, Strategic Partnerships, Dunkin'.

Created in just days, the DunkinCoffeeBreak.com ecommerce site gave customers a way to show appreciation by sending a virtual coffee break in the form of a Dunkin’ e-gift card. Dunkin’ donated $1 (up to $100,000) for every card purchased at this site to the Dunkin’ Joy in Childhood Foundation emergency funds, specifically for non-profits helping families affected by COVID-19.

“Since the initial launch, Dunkin’ has used the site for multiple moments that matter to people, such as Teacher Appreciation Week, National Nurses Week, and Mother’s Day,” Unger said.

The site is driving incremental digital gift card sales and has generated a 300% increase in year-over-year gift card sales for certain events.

“ I think ecommerce, especially in the gift card space, is a key [you can use to] unlock growth. We saw a tremendous lift in online gift card sales with the addition of DunkinCoffeeBreak.com without any cannibalization to our existing online gift card program. It allowed us to reach new guests and tap into the wealth of information and targeting in the digital world, which you just cannot do with plastic gift cards hanging on pegs ,” Unger said.

“Online and mobile shopping surged when social distancing was introduced…based on Blackhawk Network’s partners’ sales data, gift cards sales made directly from a restaurant’s or merchant’s website since mid-March are up 92% from last year,” said Brett Narlinger, Head of Global Commerce, Blackhawk Network , Dunkin’s gift card program partner.

Mini Case Study #3: Home décor company generates $734.40 in sales from “penny campaigns”

“Throughout my ecommerce career I have successfully implemented what I call ‘penny campaigns’ within numerous Google Ad accounts for a large number of different businesses,” said Patrick Connelly, co-founder, Stellar Villa .

Most businesses focus their ad spend on a select few products or services that account for the majority of the company’s revenue, he says. The idea with a penny campaign is to go deeper into your product set and offer very low bids for the ads.

“Penny campaigns can work with both text ads and Google Product Shopping ads, although I prefer Product ads,” Connelly said. Once you have the products added to a campaign, simply set a very low bid. While this can vary by industry, Connelly typically sets bids between five and twenty cents and uses broad match for a larger reach if targeting keywords.

For example, from May through July the wall art company ran a Shopping campaign with Product Listing Ads) for its “Nursery Wall Art” collection. The team set a maximum cost-per-click of $0.20 with a daily budget of $100. “We knew we wouldn't spend close to that, but I like to let Google know we're willing to pay for as many clicks at $0.20 or less as they can give us,” Connelly said.

Over the course of three months the ad produced 354 clicks at a cost of $60.18. The ad generated $743.40 in sales.

“The penny campaign strategy can be implemented on more platforms than just Google Ads. It also works great with Amazon Advertising,” Connelly said.

Mini Case Study #4: Vegan blog grows traffic to 50,000 monthly visits with more diverse SEO outreach strategy

Thrive Cuisine had more than 25,000 backlinks but was plateauing at about 30,000 monthly unique visits.

The team was building links and publishing content on the same schedule as before and wasn’t sure why they weren’t seeing more traffic and conversions.

George Pitchkhadze, CMO, Thrive Cuisine tried a new approach. Instead of focusing on getting more backlinks he decided the site need a bigger variety of backlinks. Pitchkhadze stopped outreach efforts that were targeting the same kind of website over and over again and spent two months creating a completely new link-building and outreach strategy. This time, the team specifically focused on websites in adjacent niches instead of the vegan blog’s own niche. They started the outreach effort in May after spending two months creating more diverse content to link back to.

The new out outreach targeting more diverse websites increased the number of referring domains by more than 50%. This resulted in traffic going from about 30,000 to more than 50,000 monthly visits from unique visitors and increased “traffic value” by more than $10,000.

“If you’re looking to get ecommerce traffic, focus on backlink variety and quality; not only quantity. This will massively improve your results. Where possible, create new content on your own website to really showcase your own expertise across diverse subjects,” Pitchkhadze said.

Mini Case Study #5: Footwear store increases conversion 21.5% with clearer communication on website

KURU Footwear places a high emphasis on customer service and ease of experience by offering free shipping, free exchanges, and free returns. While this messaging did exist on the footwear brand’s website in various places, the team launched a test exploring four options that inserted those value messages higher in the customer experience.

Creative Sample #3: Control homepage for footwear brand

Creative Sample #3: Control homepage for footwear brand

The top-performing treatment had a black bar with simple white text at the top of nearly all pages outside of the checkout funnel. It increased conversion 21.5%.

Creative Sample #4: Top-performing treatment for footwear website

Creative Sample #4: Top-performing treatment for footwear website

Other treatments that included the customer service message but added in a message to reassure customers that Kuru was open and operating during COVID-19 did not perform as well. “We found simplicity performed best,” said Kelly Stanze, Manager, Marketing & Communications, Kuru.

Creative Sample #5: Lower-performing treatment for footwear website

Creative Sample #5: Lower-performing treatment for footwear website

“Making sure potential new customers know just how much we prioritize customer satisfaction can be difficult. While the proof is in the shoes, we're constantly seeking ways to elevate just how passionate about our customers we are as a company. This was just one step in that never-ending effort,” Stanze said.

Mini Case Study #6: Facebook Live show quadruples online orders for gourmet deli and marketplace

Big Bottom Market is a gourmet deli and marketplace in the heart of Sonoma Wine Country. In addition to its retail presence, the team also manages an Etsy Shop where they sell Big Bottom Market-branded products and the work of local artisans.

“We've been in the e-commerce game since 2016 when we were designated one of Oprah's Favorite Things and had to use the Amazon platform for national sales,” said Michael Volpatt, owner, Big Bottom Market. “From orders and shipping to returns and everything in between, Amazon was a great partner at the time. That changed when our sales volume slowed down so we crunched the numbers and realized that Etsy would be a better partner as we ramped up our growing product line with items that we created or partnered with someone to create for us…My point in this is that being flexible at all points in your e-commerce journey is important.”

Volpatt would be forced to be flexible once again. On March 18 th , the county of Sonoma locked down due to the COVID-19 pandemic and the in-person retail market closed. All of a sudden, ecommerce became a much more important component of Big Bottom Market’s sales

“As a chef and cookbook author, I decided to continue engaging with our customers and launched a Facebook Live cooking show called Cooking In Place,” Volpatt said.

Volpatt cooked and showcased local wines for fans along with other products that the market sells, encouraging viewers to buy them online.

In addition, after each show he posted the video replay across all of its social media channels and shared recipes and details about the food he cooked and wine he tasted on the show.” I would broadcast on Facebook Live and save the video feed. Then I would repost a link to the video on my personal page, on Instagram TV, and then also on YouTube,” he said.

Creative Sample #6: Facebook Live cooking show from gourmet deli and marketplace

Creative Sample #6: Facebook Live cooking show from gourmet deli and marketplace

In addition to customer engagement and increasing social media followers, the goal was to drive ecommerce sales as a way to augment lost revenue from in-store foot traffic.

“We used to see three to five orders per month in our Etsy shop. In the first week of doing the show we saw three to five per week and that increased to five to ten orders per week. To some, those numbers may seem low, but for a small business located in a tourist town, these numbers were great. Our sales ended up paying for our monthly fixed expenses, which was very helpful for a business that relies on foot traffic,” Volpatt said.

Mini Case Study #7: Retail company increases revenue 311% with website redesign

The Barbecues Galore website had a low conversion rate due to technical, usability and value communication issues. For example, when a product was added in different product categories the URL slug of the product itself would change. “This presented us with issues we needed to address immediately, as a product that constantly changes in URL is not SEO friendly and would present with unwanted 301 redirects and in some cases 404s,” said Andres Aguero, Senior SEO Specialist, Barbecues Galore.

The new site fixed those technical issues, and also did a better job of communicating value to the customer. For example, the product listing page on the old website had very few pictures and did not prominently feature reviews.

Creative sample #7: Previous product listing page on retailer’s original website

Creative sample #7: Previous product listing page on retailer's original website

“We ended up figuring out that when people are making a large purchase online they want to feel safe and secure that their money is being well spent,” Aguero said.

The team invested in adding additional photos to the product listing and reached out to previous customers from both the online and brick-and-mortar locations to request a product review.

Creative sample #8: Product listing page on retailer’s new website

Creative sample #8: Product listing page on retailer's new website

Due to unforeseen circumstances, the team had to push the live date of the website to April 2020. “This was a big risk at the time as we were at the peak of COVID-19 and all of our brick-and-mortar locations had been closed. Our only source of income at that time was our online revenue,” Aguero said.

The redesign paid off. Revenue from April to August 2020 increased 311% compared to the same time frame in the previous year and revenue from organic traffic increased 172%. (Much of that increase likely has to do with the site improvements, however this reporter questions if increased demand for backyard products due to COVID-19 lockdowns may have also played a role in the revenue increase.)

“My advice for other marketers would be to focus on your website’s existing traffic first before you make any other investments. Our PPC specialist was spending a crazy amount of money on a monthly basis only to see low conversion rates. If your conversion rate is low then try to figure out why. Take a look at your competitors and see what they are doing. After you’ve done that, then you can start making investments into PPC or SEO,” Aguero advised.

Mini Case Study #8: 3D models platform increases clickthrough 12% with A/B testing

Sketchfab operate a 3D content marketplace where people can buy and sell 3D models. It features some of these designs on its landing pages. The team decided to test the effect of different background designs for the header block, which contains a search bar and other navigation menus.

The background of the landing pages consisted of colorful, contrasted 3D models of animals and characters.

Creative Sample #9: Control landing page for 3D content models platform

Creative Sample #9: Control landing page for 3D content models platform

The team tested less prominent backgrounds to provide more emphasis to the search bar and rest of the page’s user interface. Here is the highest-performing treatment, which produced a 5.3% increase in page engagement and 12.4% increase in clickthrough rates when compared to the original version.

Creative Sample #10: Treatment landing page for 3D content models platform

Creative Sample #10: Treatment landing page for 3D content models platform

“Backgrounds [with] a low contrast image that blends with the rest of the page tend to perform much better than vivid, more contrasted ones. In our case, rather than wowing customers with a spectacular image or video, having a more modest graphic allowed them to take action and flow to other internal pages,” said Guillermo Sainz, Digital Marketing, Sketchfab.

Mini Case Study #9: Automating organic Pinterest postings generates $56,000 per month for women’s clothing store

This next example may not work for every company, but it was successful for a niche brand with a very visual product.

“We used to post manually on Pinterest every now and then and didn't attract any customers/visitors to our ecommerce portal. A few months ago, we installed a Shopify plugin to automatically push product images to Pinterest,” said Akram Tariq Khan, CTO, YourLibaas .

Creative Sample #11: Automated Pinterest post from women’s clothing store

Creative Sample #11: Automated Pinterest post from women’s clothing store

“The results were unexpected,” Khan said.

The women’s clothing store now has about 930,000 monthly Pinterest viewers with 26,000 followers and average monthly sales directly attributable to Pinterest of $56,000 within the last quarter without spending a penny on Pinterest.

YourLibaas is based in India and offers international shipping. Most of the Pinterest customers are located internationally, primarily within the US, UK and Canada with a sizeable number in the Middle East and North Africa (MENA) region.

“The majority of our international orders are customers who discovered our brand through Pinterest. We have a significant presence on Instagram and Facebook too, but the user base at these platforms is primarily located domestically within India,” Khan said.

Mini Case Study #10: Female wellness product overcomes ad ban with SEO-focused content creation and attracts 9,248 organic visitors in latest month

As digital advertising platforms work to improve their image by banning industries and products deemed harmful, some less nefarious brands are getting caught as well.

For example, Chiavaye sells an all-natural, vegan personal moisturizer. Kaylyn Easton started the company because she has endometriosis.

The company was making approximately $14,000 per month in revenue by promoting the product with paid ads. However, about two years ago its ad account was shut down for “adult content.”

“Paid ads was a strategy that worked well for us until it didn’t. Meaning, the moment we got shut down, we lost more than 90% of our monthly revenue,” said Kaylyn Easton, CEO & Founder, Chiavaye.

At the time, organic traffic from Google was only about 20 visitors per month, and 98% of its was branded searches like “Chiavaye lube.”

The company decided to pursue a strategy of SEO-focused content creation. “We wanted to implement a strategy that would build our brand long-term so that after we turn off the investment, it could still bring in value. If we were to stop writing SEO articles today, we’d still get the benefits from what we’ve done for years to come. Versus, if we turn off a paid ads strategy, we immediately see a huge negative impact,” Easton said.

The primary focus of the content is not the promotion of the product, but instead helping the target audience overcome key pain points.

“We've been creating four SEO-focused pieces of content per month targeting endometriosis-related queries. Things like ‘endometriosis diet grocery list.’ We found that women with endo are craving any type of information to help them. And, if the info is good, they'll trust that person – and even buy their products,” said Joey Randazzo, Founder and CEO, Portland SEO Growth .

After 18 months of creating four pieces of content per month, the site went from about 20 visitors per month to, in the most recent month, 9,248 organic visitors.

Every piece of content has two CTAs (calls to action). The first is to buy the product. The second CTA is for a free e-book, which is generating 250 downloads per month – building the email list.

Creative Sample #12: Email signup form for e-book from female wellness product company

Creative Sample #12: Email signup form for e-book from female wellness product company

“We discovered that [competitors] have salesy email campaigns – every other email is a 30% off coupon. [Chiavaye's] is designed around adding value more than anything,” Randazzo said.

The team discovered the top burning questions the target audience is asking around endometriosis, like “is dairy okay to eat with endo?” Easton answers these questions in text and video in a clear, straightforward way. The email body is succinct in answering the question linking to articles on the company’s website for more information.

“Figure out who your target audience is and then create content that adds value to them and their lives. We’ve discovered that 95% of the content we create should be adding value to the reader. The final 5% should pitch us as a solution. It builds trust and entices them to opt in for our free e-book, which consequently builds a super valuable email list for us,” Easton said.

Related resources

Research-based Ecommerce Swipe File

Ecommerce Marketing Research: To be truly successful, you must step out of the ecommerce bubble

Ecommerce Research Chart: What makes customers more likely to buy online?

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21 High Quality eCommerce Case Studies

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1. Allbirds

Gallantway does some amazing eCommerce case studies and this is certainly one of the best articles I’ve read on this blog.

This case study goes into a very detailed breakdown of some of the existing strategies that Allbirds uses to acquire new customers including social ads, SEO, email marketing, design, user experience and much more.

Another cool thing I liked about this case study is the listing of Allbirds current tools stack. This certainly helps evaluate which tools eCommerce founders are using and where they fit into the overall growth strategy

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2. Coconut Bowls

This e commerce case study by Vyper is an awesome example of the power of nailing social-driven competitions.

Coconut Bowls achieved over 200k pageviews, 37k+ followers and over 40k new emails. The cost? Less than $1000. Amazing result.

The great thing about this case study too is that it shares an incredible amount of detail.. Almost step-by-step which is awesome value for any marketer or founder reading this.

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The team at Web Profits are very impressive when it comes to writing amazing growth studies as I’ve shared in within the case studies for SaaS Companies.

For those outside of Australia, you may not know who Koala is but by all means, that’s no reason why you shouldn’t read this case study. It’s amazing!

In just 12 months, Koala grew from $0 to $13 million. They had the perfect mix of everything from the Offer, Website, Landing pages, Facebook Ads and so much more. The offer especially is what really helped catapult Koala into a juggernaut in such a short period of time.

Not only was executing these channels so well, it was their creative strategy and creative marketing/design that really helped them form a captivated and engaged customer audience.

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4. Gymshark

The story of GymShark and Founder Ben Francis is phenomenal - incredible growth for a company founded over 7 years ago to become a $1.3 Billion brand .

Whilst the $1.3 Billion brand of today is a great result (and only going to continue to grow), it was their year-on-year revenue growth and traction which really caught my eye in this case study by Beeketing. 193% according to this case study from 2013 - 2016.

This case study goes into deep detail about GymShark’s traffic sources, influencer/ambassador programs (biggest key to their success), social media networks connecting with their fans + more.

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I love the MVMT brand so much, in fact I’m wearing one of their watches right now as I write this. Both Jake and Kramer built an incredible brand at 22 years old with $20,000 in debt, only to exit 5 years later for $300 Million. This is a case study worth reading.

This growth study goes into detail about their social media marketing strategy and channels (They nailed their Instagram page I can say that for sure - That’s how I discovered them in the first place), Paid Marketing across Facebook Ads and Google Ads as well as SEO (awesome detail).

The level of detail + screenshots of examples across their channels is highly valuable.

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This isn’t a highly detailed case study in terms of length, but incredibly valuable for a branding lessons and how great branding and creative can unlock growth.

I absolutely love the branding of RXBar - such a simple concept, yet so much cut through. So much it was a big part of their strategy that helped them achieve $600 Million in the space of four years. Impressive.

The story of the early stages of RXbar is what I most admire though - pure hustle and doing the things that don’t scale. Great story.

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7. Frank Body

A brand that nails UGC Instagram that spurred them into a hypergrowth phase was Frank Body. Their Instagram, content & social is second to none. A leader in the eCommerce space in my opinion.

Frank Body used UGC in their early stages of growth as their core focus, which was very deliberate from day 1 according to a quote by the founder Jess in Forbes.

One thing not taken into account with their Instagram dominance was Instagram’s lighter API + pay to play/reach wasn’t as low for organic posts as what it is now. It’s not a fact that this helped Frank Body by any means, but they were one of the early brands that nailed UGC and Instagram.

Their Email Marketing and Website UX really is one to seek inspiration from for any eCommerce founder or marketer.

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8. Princess Polly

Here’s another awesome case study by Gallantway on Princess Polly’s customer acquisition strategy. Definitely read this if you work in fashion eCommerce.

Princess Polly is an Australian-brand which has experienced huge growth which has used influencer marketing, social media organic, Facebook Ads, TikTok Ads, Email Marketing and an amazing UX for its users.

The case study also includes awesome visuals and examples of what Princess Polly does in their key marketing channels. I particularly like the evolution of their website design and UX from 2010 to 2020.

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9. Beardbrand

There’s quite a few case studies and posts on BeardBrand’s growth, but this article by Sleeknote tops the rest.

Love the breakdown of 13 of Beardbrand’s key strategies that grew their online store. Lots of easy wins for eCommerce founders and marketers to pick up, run with and test to see if these strategies work for their brand.

A key channel that absolutely did an amazing job with (and still do an amazing job), is their YouTube Channel. They even have over 1.6 Million subscribers now.

Another amazing case study with fantastic imagery to highlight the examples.

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10. Warby Parker

Another beautiful eCommerce brand that experienced huge growth in a matter of a few years is Warby Parker.

Whilst Warby Parker has raised a lot of money to grow the brand, learning from their early day marketing strategies is worth noting.

Press in the early days was a core strategy to get the name of the brand into the market, fast. However, it was the social good element that played a key role in getting traction, with press being a way of quick amplification.

PR can be expensive if not done right, especially in the early days of a brand, but Warby Parker nailed this. Worth looking into the PR campaigns they did in their first couple of years of existence.

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11. Filtergrade

I thought this was timely to share, especially the rise in people selling digital products through Twitter or through their community/following. This is an interesting business many of you may have not heard before, and it’s not your traditional eCommerce type of company. Filtergrade sells Digital Products, such as photo filters, video filters and more.

Filtergrade in this case study doesn’t have huge numbers in terms of monthly visitors (only 50k per month) 150,000 page views, but they sell digital products that have very high margin.

It’s highlighted that the main channels for their success is through social media, influencers and email marketing.

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12. Huckberry

Content, content, content. We know it’s so important for so many brands to stand out and engage consumers, but how many do it right? Huckberry in this case do it well. Their content game is strong across all channels from social to email marketing.

Another amazing article by the Sumo team who go into great detail and a detailed analysis backed up with graphics showing the specific examples Huckberry has used with their key marketing tactics.

Huckberry nailed their ambassador/affiliate program to gain faster WOM and generate more referrals and brand engagement.

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13. Brooklinen

The Brooklinen journey from being founded to where they are today is pretty awesome. After smashing their Kickstarter original target of $50k to receive nearly 5x ($237k to be accurate), they’re on track to do over $100 million in 2020. Amazing growth in such a short journey of the company.

This case study illustrates that Brooklinen focused on a lean growth strategy that kept costs low, focusing on whatever it took to achieve more WOM + referrals.

A key strategy they engaged in to spearhead this lean strategy is using micro-influencers to achieve faster WOM and also generate UGC. They would then use this UGC content to then fuel all brand advertising. You can see this worked for them with the % breakdowns by Similarweb, with ~33% direct and ~44% search.

Brooklinen’s Facebook Ads and Email Marketing game are pretty good too!

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Mecca is an incredible brand I’ve only come to learn more about (probably only learnt of this recently since I’m not a primary customer haha).

Mecca’s growth is very interesting and have looked into more myself, especially with their Facebook Groups strategy (which isn’t mentioned in this amazing case study - worth looking into separately).

This case study goes into granular detail of Mecca’s website, content, paid search, paid social, email marketing & much more. The visuals and screenshots of Mecca using these strategies in practice makes it another epic case study by the Web Profits team.

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I’m not 100% sure the trend of mattress companies growing so fast in revenue (just like Koala), but nonetheless definitely a lot we can learn from these two companies.

Similar to Koala in some respect, Purple nailed Social Media and Video. Quick rapid fire testing between creative and copy is what helped them turn into a $200 million ARR company in just 5 years.

Looking at their Facebook Ads and past video ads, I can see once got budget behind them, they convert and engage audiences quickly.

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16. Nasty Gal

Nasty Girl built an amazing growth engine to turn it into a $100million+ business per year.

The brand nailed their value proposition for their target market, whilst leveraging social networks and platforms such as eBay.

In addition, they managed to execute strong WOM fast and a loyal customer following. 

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Here we go… another Mattress company that does great marketing and overall product and customer experience. Lots we can learn from :)

Sleeknote does amazing growth case studies of some of the biggest eCommerce brands. In this post they go into detail 5 key strategies that Casper used as part of it’s core growth engine; nailing the customer experience, creating content for every stage of the funnel, amazing link building strategy, Google Ads and referrals.

The link building strategy they used to land some big publications that provide a Do-follow and high DA, is really good to read. Definitely sparks some ideas for link building for some of the brands I’m involved in.

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18. Supreme

Another amazing case study by Chris Von Wilpert who’s also done other amazing case studies on SaaS companies.

Great detailed analysis of Supreme’s growth which has helped them achieve a huge spike of growth in revenue and social following, whilst building a “cult-like” following with their audience.

This is one of my favourite eCommerce studies just due to the fact of the amazing imagery and screenshots to highlight the exact strategies and tactics used by Supreme. Love it!

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19. Dollar Shave Club

This case study on Dollar Shave club is dated back to 2015 but very well worth the read.

This growth study goes into detail the UX of their product onboarding process and email marketing, viral messaging, social media examples + more.

Dollar Shave Club in my opinion was they nailed the customer experience - everything from the boxes customers receive to then their email marketing and videos. Great brand.

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20. Harry's

Harry’s a great brand to learn about eCommerce marketing done right and no better company to write this growth case study other than Sleeknote (not affiliated with them at all, they just do really amazing content).

This study goes in-depth on 5 key marketing strategies Harry adopted in their marketing efforts including SEO (backlinks, link-building, etc), word of mouth/referrals, ad strategies + more. Strategy #5 is pretty clever.

Throughout the article it’s evident that Harry nailed their messaging + storytelling across all their channels. Great copy + stories make great brands stand out.

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21. Bellroy

Another great case study by Sleeknote with this one on focus on Bellroy, one of Australia’s top success stories.

Really good content that goes in-depth across 7 growth marketing strategies that have contributed to Bellroy’s growth success.

I definitely recommend reading strategy #3 “The marketer magnet method”. Bellroy nails their above the fold + page experience across key product pages.

Hacking The Case Interview

Hacking the Case Interview

Case interview examples

We’ve compiled 50 case interview examples and organized them by industry, function, and consulting firm to give you the best, free case interview practice. Use these case interview examples for practice as you prepare for your consulting interviews.

If you’re looking for a step-by-step shortcut to learn case interviews quickly, enroll in our case interview course . These insider strategies from a former Bain interviewer helped 30,000+ land consulting offers while saving hundreds of hours of prep time.

Case Interview Examples Organized by Industry

Below, we’ve linked all of the case interview examples we could find from consulting firm websites and YouTube videos and organized them by industry. This will be helpful for your case interview practice if there is a specific consulting industry role that you are interviewing for that you need more practice in.

Aerospace, Defense, & Government Case Interview Examples

  • Agency V (Deloitte)
  • The Agency (Deloitte)
  • Federal Finance Agency (Deloitte)
  • Federal Civil Cargo Protection Bureau (Deloitte)

Consumer Products & Retail Case Interview Examples

  • Electro-light (McKinsey)
  • Beautify (McKinsey)
  • Shops Corporation (McKinsey)
  • Climate Case (BCG)
  • Foods Inc. (BCG) *scroll to bottom of page
  • Chateau Boomerang (BCG) *written case interview
  • PrintCo (Bain)
  • Coffee Co. (Bain)
  • Fashion Co. (Bain)
  • Recreation Unlimited (Deloitte)
  • Footlose (Deloitte)
  • National Grocery and Drug Store (Kearney)
  • Whisky Co. (OC&C)
  • Dry Cleaners (Accenture) *scroll to page 15
  • UK Grocery Retail (Strategy&) *scroll to page 24
  • Ice Cream Co. (Capital One)

Healthcare & Life Sciences Case Interview Examples

  • GlobaPharm (McKinsey)
  • GenCo (BCG) *scroll to middle of page
  • PrevenT (BCG)
  • MedX (Deloitte)
  • Medical Consumables (LEK)
  • Medicine Company (HackingTheCaseInterview)
  • Pharma Company (Indian Institute of Management)

Manufacturing & Production Case Interview Examples

  • Aqualine (Oliver Wyman)
  • 3D Printed Hip Implants (Roland Berger)
  • Talbot Trucks (McKinsey)
  • Playworks (Yale School of Management)

Social & Non-Profit Case Interview Examples

  • Diconsa (McKinsey)
  • National Education (McKinsey)
  • Conservation Forever (McKinsey)
  • Federal Health Agency (Deloitte)
  • Robinson Philanthropy (Bridgespan)
  • Home Nurses for New Families (Bridgespan)
  • Reach for the Stars (Bridgespan)
  • Venture Philanthropy (Bridgespan)

Technology, Media, & Telecom Case Interview Examples

  • NextGen Tech (Bain)
  • Smart Phone Introduction (Simon-Kucher)
  • MicroTechnos (HackingTheCaseInterview)

Transportation Case Interview Examples

  • Low Cost Carrier Airline (BCG)
  • Transit Oriented Development (Roland Berger)
  • Northeast Airlines (HackingTheCaseInterview)
  • A+ Airline Co. (Yale School of Management)
  • Ryder (HackingTheCaseInterview)

Travel & Entertainment Case Interview Examples

  • Wumbleworld (Oliver Wyman)
  • Theater Co. (LEK)
  • Hotel and Casino Co. (OC&C)

Case Interview Examples Organized by Function

Below, we’ve taken the same cases listed in the “Case Interview Examples Organized by Industry” section and organized them by function instead. This will be helpful for your case interview practice if there is a specific type of case interview that you need more practice with.

Profitability Case Interview Examples

To learn how to solve profitability case interviews, check out our video below:

Market Entry Case Interview Examples

Merger & acquisition case interview examples.

Growth Strategy Case Interview Examples

Pricing case interview examples.

New Product Launch Case Interview Examples

Market sizing case interview examples.

To learn how to solve market sizing case interviews, check out our video below:

Operations Case Interview Examples

Other case interview examples.

These are cases that don’t quite fit into any of the above categories. These cases are the more unusual, atypical, and nontraditional cases out there.

Case Interview Examples Organized by Consulting Firm

Below, we’ve taken the same cases listed previously and organized them by company instead. This will be helpful for your case interview practice if there is a specific company that you are interviewing with.

McKinsey Case Interview Examples

BCG Case Interview Examples

Bain Case Interview Examples

Deloitte Case Interview Examples

Lek case interview examples, kearney case interview examples, oliver wyman case interview examples, roland berger case interview examples, oc&c case interview  examples, bridgespan case interview examples, strategy& case interview examples, accenture case interview examples, simon kutcher case interview examples, capital one case interview examples, case interview examples from mba casebooks.

For more case interview examples, check out our article on 23 MBA consulting casebooks with 700+ free practice cases . There additional cases created by MBA consulting clubs that make for great case interview practice. For your convenience, we’ve listed some of the best MBA consulting casebooks below:

  • Australian Graduate School of Management (2002)
  • Booth (2005)
  • Columbia (2007)
  • Darden (2019)
  • ESADE (2011)
  • Fuqua (2018)
  • Goizueta (2006)
  • Haas (2019)
  • Harvard Business School (2012)
  • Illinois (2015)
  • INSEAD (2011)
  • Johnson (2003)
  • Kellogg (2012)
  • London Business School (2013)
  • McCombs (2018)
  • Notre Dame (2017)
  • Queens (2019)
  • Ross (2010)
  • Sloan (2015)
  • Stern (2018)
  • Tuck (2009)
  • Wharton (2017)
  • Yale (2013)

Consulting casebooks are documents that MBA consulting clubs put together to help their members prepare for consulting case interviews. Consulting casebooks provide some case interview strategies and tips, but they mostly contain case interview practice cases.

While consulting casebooks contain tons of practice cases, there is quite a bit of variety in the sources and formats of these cases.

Some practice cases are taken from actual consulting interviews given by consulting firms. These are the best types of cases to practice with because they closely simulate the length and difficulty of an actual case interview. Other practice cases may be written by the consulting club’s officers. These cases are less realistic, but can still offer great practice.

The formats of the practice cases in consulting casebooks also vary significantly.

Some practice cases are written in a question and answer format. This type of format makes it easy to practice the case by yourself, without a case partner. Other practices cases are written in a dialogue format. These cases are better for practicing with a case interview partner.

MBA consulting casebooks can be a great resource because they are free and provide tons of practice cases to hone your case interview skills. However, there are several caveats that you should be aware of.

  • Similarity to real case interviews : Some cases in MBA consulting casebooks are not representative of actual case interviews because they are written by consulting club officers instead of interviewers from consulting firms
  • Quality of sample answers : While consulting casebooks provide sample solutions, these answers are often not the best or highest quality answers
  • Ease of use : Consulting casebooks are all written in different formats and by different people. Therefore, it can be challenging to find cases that you can consistently use to practice cases by yourself or with a partner

Therefore, we recommend that you first use the case interview examples listed in this article and wait until you’ve exhausted all of them before using MBA consulting casebooks.

Case Interview Examples from HackingTheCaseInterview

Below, we've pulled together several of our very own case interview examples. You can use these case interview examples for your case interview practice.

1. Tech retailer profitability case interview

2. Airline profitability case interview

3. Ride sharing app market entry

4. Increasing Drug Adoption

How to Use Case Interview Examples to Practice Case Interviews

To get the most out of these case interview examples and maximize your time spent on case interview practice, follow these three steps.

1. Understand the case interview structure beforehand

If case interviews are something new to you, we recommend watching the following video to learn the basics of case interviews in under 30 minutes.

Know that there are seven major steps of a case interview.

  • Understanding the case background : Take note while the interviewer gives you the case background information. Afterwards, provide a concise synthesis to confirm your understanding of the situation and objective
  • Asking clarifying questions : Ask questions to better understand the case background and objective
  • Structuring a framework : Lay out a framework of what areas you want to look into in order to answer or solve the case
  • Kicking off the case : Propose an area of your framework that you would like to dive deeper into 
  • Solving quantitative problems : Solve a variety of different quantitative problems, such as market sizing questions and profitability questions. You may also be given charts and graphs to analyze or interpret
  • Answering qualitative questions : You may be asked to brainstorm ideas or be asked to give your business opinion on a particular issue or topic
  • Delivering a recommendation : Summarize the key takeaways from the case to deliver a firm and concise recommendation

2. Learn how to practice case interviews by yourself 

There are 6 steps to practice case interviews by yourself. The goal of these steps is to simulate a real case interview as closely as you can so that you practice the same skills and techniques that you are going to use in a real case interview.

  • Synthesize the case background information out loud : Start the practice case interview by reading the case background information. Then, just as you would do in a live case interview, summarize the case background information out loud
  • Ask clarifying questions out loud : Just as you would do in a live case interview, ask clarifying questions out loud. Although you do not have a case partner that can answer your questions, it is important to practice identifying the critical questions that need to be asked to fully understand the case
  • Structure a framework and present it out loud : Pretend that you are in an actual interview in which you’ll only have a few minutes to put together a comprehensive and coherent framework. Replicate the stress that you will feel in an interview when you are practicing case interviews on your own by giving yourself time pressure.

When you have finished creating your framework, turn your paper around to face an imaginary interviewer and walk through the framework out loud. You will need to get good at presenting your framework concisely and in an easy to understand way.

  • Propose an area to start the case : Propose an area of your framework to start the case. Make sure to say out loud the reasons why you want to start with that particular area
  • Answer each case question out loud : If the question is a quantitative problem, create a structure and walk the interviewer through how you would solve the problem. When doing math, do your calculations out loud and explain the steps that you are taking.

If the question is qualitative, structure your thinking and then brainstorm your ideas out loud. Walk the interviewer through your ideas and opinions.

  • Deliver a recommendation out loud : Just as you would do in a real case interview, ask for a brief moment to collect your thoughts and review your notes. Once you have decided on a recommendation, present your recommendation to the interviewer.

3. Follow best practices while practicing case interviews :    

You’ll most likely be watching, reading, or working through these case interview examples by yourself. To get the most practice and learnings out of each case interview example, follow these tips: 

  • Don’t have notes or a calculator out when you are practicing since you won’t have these in your actual interview
  • Don’t take breaks in the middle of a mock case interview
  • Don’t read the case answer until you completely finish answering each question
  • Talk through everything out loud as if there were an interviewer in the room
  • Occasionally record yourself to understand what you look like and sound like when you speak

4. Identify improvement areas to work on

When the case is completed, review your framework and answers and compare them to the model answers that the case provides. Reflect on how you could have made your framework or answers stronger.

Also, take the time to reflect on what parts of the case you could have done better. Could your case synthesis be more concise? Was your framework mutually exclusive and collectively exhaustive? Could your math calculations be done more smoothly? Was your recommendation structured enough?

This is the most important part of practicing case interviews by yourself. Since you have no partner to provide you feedback, you will need to be introspective and identify your own improvement areas.

At the end of each practice case interview, you should have a list of new things that you have learned and a list of improvement areas to work on in future practice cases. You’ll continue to work on your improvement areas in future practice cases either by yourself or with a partner.

5. Eventually find a case partner to practice with

You can only do so many practice case interviews by yourself before your learning will start to plateau. Eventually, you should be practicing case interviews with a case partner.

Practicing with a case partner is the best way to simulate a real case interview. There are many aspects of case interviews that you won’t be able to improve on unless you practice live with a partner:

  • Driving the direction of the case
  • Asking for more information
  • Collaborating to get the right approach or structure
  • Answering follow-up questions

If you are practicing with a case partner, decide who is going to be giving the case and who is going to be receiving the case.

If you are giving the case, read the entire case information carefully. It may be helpful to read through everything twice so that you are familiar with all of the information and can answer any question that your partner asks you to clarify.

As the person giving the case, you need to be the case expert.

You should become familiar with the overall direction of the case. In other words, you should know what the major questions of the case are and what the major areas of investigation are. This will help you run the mock case interview more smoothly.  

Depending on whether you want the case interview to be interviewer-led or candidate-led, you will need to decide how much you want to steer the direction of the case.

If your partner gets stuck and is taking a long time, you may need to step in and provide suggestions or hints. If your partner is proceeding down a wrong direction, you will need to direct them towards the right direction.

Where to Find More Case Interview Examples

To find more case interview examples, you can use a variety of different case interview prep books, online courses, and coaching. We'll cover each of these different categories of resources for more case interview practice in more detail.

Case Interview Prep Books

Case interview prep books are great resources to use because they are fairly inexpensive, only costing $20 to $30. They contain a tremendous amount of information that you can read, digest, and re-read at your own pace.

Based on our comprehensive review of the 12 popular case interview prep books , we ranked nearly all of the case prep books in the market.

The three case interview prep books we recommend using are:

  • Hacking the Case Interview : In this book, learn exactly what to do and what to say in every step of the case interview. This is the perfect book for beginners that are looking to learn the basics of case interviews quickly.
  • The Ultimate Case Interview Workbook : In this book, hone your case interview skills through 65+ problems tailored towards each type of question asked in case interviews and 15 full-length practice cases. This book is great for intermediates looking to get quality practice.
  • Case Interview Secrets : This book provides great explanations of essential case interview concepts and fundamentals. The stories and anecdotes that the author provides are entertaining and help paint a clear picture of what to expect in a case interview, what interviewers are looking for, and how to solve a case interview.

Case Interview Courses

Case interview courses are more expensive to use than case interview prep books, but offer more efficient and effective learning. You’ll learn much more quickly from watching someone teach you the material, provide examples, and then walk through practice problems than from reading a book by yourself.

Courses typically cost anywhere between $200 to $400.

If you are looking for a single resource to learn the best case interview strategies in the most efficient way possible, enroll in our comprehensive case interview course .

Through 70+ concise video lessons and 20 full-length practice cases based on real interviews from top-tier consulting firms, you’ll learn step-by-step how to crush your case interview.

We’ve had students pass their consulting first round interview with just a week of preparation, but know that your success depends on the amount of effort you put in and your starting capabilities.

Case Interview Coaching

With case interview coaching, you’ll pay anywhere between $100 to $300 for a 40- to 60-minute mock case interview session with a case coach. Typically, case coaches are former consultants or interviewers that have worked at top-tier consulting firms.

Although very expensive, case interview coaching can provide you with high quality feedback that can significantly improve your case interview performance. By working with a case coach, you will be practicing high quality cases with an expert. You’ll get detailed feedback that ordinary case interview partners are not able to provide.

Know that you do not need to purchase case interview coaching to receive a consulting job offer. The vast majority of candidates that receive offers from top firms did not purchase case interview coaching. By purchasing case interview coaching, you are essentially purchasing convenience and learning efficiency.

Case interview coaching is best for those that have already learned as much as they can about case interviews on their own and feel that they have reached a plateau in their learning. For case interview beginners and intermediates, it may be a better use of their money to first purchase a case interview course or case interview prep book before purchasing expensive coaching sessions.

If you do decide to eventually use a case interview coach, consider using our case coaching service .

There is a wide range of quality among coaches, so ensure that you are working with someone that is invested in your development and success. If possible, ask for reviews from previous candidates that your coach has worked with.

Summary of the Best Case Interview Resources

To prepare for consulting case interviews, we recommend the following resources to find more case interview examples and practice:

  • Comprehensive Case Interview Course (our #1 recommendation): The only resource you need. Whether you have no business background, rusty math skills, or are short on time, this step-by-step course will transform you into a top 1% caser that lands multiple consulting offers.
  • Hacking the Case Interview Book   (available on Amazon): Perfect for beginners that are short on time. Transform yourself from a stressed-out case interview newbie to a confident intermediate in under a week. Some readers finish this book in a day and can already tackle tough cases.
  • The Ultimate Case Interview Workbook (available on Amazon): Perfect for intermediates struggling with frameworks, case math, or generating business insights. No need to find a case partner – these drills, practice problems, and full-length cases can all be done by yourself.
  • Case Interview Coaching : Personalized, one-on-one coaching with former consulting interviewers
  • Behavioral & Fit Interview Course : Be prepared for 98% of behavioral and fit questions in just a few hours. We'll teach you exactly how to draft answers that will impress your interviewer
  • Resume Review & Editing : Transform your resume into one that will get you multiple interviews

Land Multiple Consulting Offers

Complete, step-by-step case interview course. 30,000+ happy customers.

The 24 Best eCommerce Retail Case Studies Worth Reading

retail-case-studies

In the fast-paced world of retail and eCommerce, staying ahead of the game is not just a goal; it’s the lifeline of our industry. For seasoned retail executives, inspiration often comes from the experiences and successes of industry giants who paved the way with their innovative thinking and managed to thrive through thick and thin. That’s why we’re excited to bring you an exclusive collection of the 30 best eCommerce case studies meticulously curated to provide you with a wealth of insights and ideas to fuel your strategies. These case studies are more than just success stories; they are beacons of guidance for retail professionals navigating the ever-changing landscape of our industry.

In this article, we delve deep into the journeys of retail giants who have not only weathered the storms of disruption but have emerged as trailblazers in eCommerce. From adapting to shifting consumer behaviors to mastering the art of online engagement, this compilation offers a treasure trove of wisdom for the modern retail executive. 

Table of Contents

  • > Case studies for grocery/wholesale eCommerce retailers
  • > Case studies for fashion eCommerce retailers
  • > Case Studies for home & furniture eCommerce retailers
  • > Case Studies for health & beauty eCommerce retailers
  • > Case studies for electronics and tools eCommerce retailers
  • > Case Studies for toys and leisure eCommerce retailers

Case studies for grocery/wholesale eCommerce retailers

Retail case study #1: tesco .

interview case study ecommerce

Industry : Grocery stores

Why worth reading: 

  • Historical evolution: Understanding Tesco’s rise from a group of market stalls to a retail giant provides valuable lessons on growth and adaptation to market changes​.
  • Customer service focus: Tesco’s long-term emphasis on customer service, which is consistent across their physical and online platforms, showcases the importance of customer-centric strategies.
  • Innovation in eCommerce: The case study covers Tesco’s pioneering of the world’s first virtual grocery store in South Korea, a testament to its innovative approach to digital retailing.
  • Crisis management: Insights into how Tesco handled the Horse Meat Scandal, including efforts to tighten its supply chain, contributing to its logistical success​.
  • Financial integrity: The study discusses the Accounting Scandal, offering a sobering look at financial transparency and the repercussions of financial misreporting.

Read the full Tesco case study here .

Retail case study #2: Walmart 

walmart-case-study

Industry : Discount department and grocery stores

  • Data-driven success: The case study provides a wealth of data, showcasing Walmart’s remarkable achievements. With an annual revenue of almost $570 billion, a global presence in 24 countries, and a customer base exceeding 230 million weekly, it’s a testament to the effectiveness of their strategies.
  • Marketing strategies: The case study delves deep into Walmart’s marketing strategies. It highlights their focus on catering to low to middle-class demographics, the introduction of the Walmart Rewards loyalty program, and their commitment to environmental sustainability, all of which have contributed to their success.
  • eCommerce transformation: As eCommerce continues to reshape the retail landscape, this case study details how Walmart shifted significantly towards omnichannel retail. Readers can learn about their innovative technologies and approaches, such as personalized shopping experiences and augmented reality, that have helped them adapt to changing consumer behavior.
  • Supply chain innovation: Walmart’s proficiency in supply chain management is a crucial takeaway for retail executives. Their decentralized distribution center model , in-house deliveries, and data-driven optimization exemplify the importance of efficient logistics in maintaining a competitive edge.

Read the full Walmart case study here .

Retail case study #3: Sainsbury’s 

sainsburys-case-study

Industry : Grocery stores

  • Omnichannel success amidst pandemic challenges: With the fastest growth in online shopping among major retailers, the study illustrates how Sainsbury’s adapted and thrived during unprecedented times.
  • Dynamic brand positioning: The analysis delves into Sainsbury’s strategic shift in brand positioning, demonstrating a keen responsiveness to changing consumer preferences. This shift showcases the brand’s agility in aligning with contemporary health-conscious consumer trends, supported by relevant data and market insights.
  • Supply chain and quality assurance: The study highlights Sainsbury’s commitment to a stellar supply chain, emphasizing the correlation between high product quality, ethical sourcing, and customer loyalty. With data-backed insights into the extensive distribution network and sourcing standards, retail executives can glean valuable lessons in maintaining a competitive edge through a robust supply chain.
  • Innovative technological integration: Sainsbury’s implementation of cutting-edge technologies, such as Amazon’s “Just Walk Out” and Pay@Browse, demonstrates a commitment to providing customers with a seamless and convenient shopping experience. 
  • Diversification beyond grocery: The case study unveils Sainsbury’s strategic partnerships with companies like Amazon, Carluccio’s, Itsu, Leon, and Wasabi, showcasing the brand’s versatility beyond traditional grocery retail. 

Read the full Sainsbury’s case study here .

Retail case study #4: Ocado 

ocado-case-study

  • From startup to industry leader: The Ocado case study presents a remarkable journey from a three-employee startup in 2000 to becoming the UK’s largest online grocery platform.  
  • Omnichannel excellence: The study emphasizes Ocado’s success in implementing an omnichannel approach, particularly its early adoption of smartphone technology for customer engagement. 
  • Operational efficiency: From automated warehouses with machine learning-driven robots to digital twins for simulating order selection and delivery processes, the data-rich content sheds light on how technology can be leveraged for operational efficiency. 
  • Navigating challenges through innovation: Ocado’s strategic response to challenges, particularly its shift from primarily a grocery delivery service to a technology-driven company, showcases the power of innovative thinking. The case study details how Ocado tackled complexities associated with grocery deliveries and embraced technology partnerships to stay ahead.  
  • Strategic partnerships: The study sheds light on Ocado’s strategic partnerships with grocery chains and companies like CitrusAd for advertising opportunities on its platform. 

Read the full Ocado case study here .

Retail case study #5: Lidl

lidl-case-study

Industry : Discount supermarkets

  • Longevity and evolution: The article provides a detailed overview of Lidl’s origins and evolution, offering insights into how the brand transformed from a local fruit wholesaler to a global retail powerhouse. Understanding this journey can inspire retail executives to explore innovative strategies in their own companies.
  • Global success: Retail executives can draw lessons from Lidl’s international expansion strategy, identifying key factors that contributed to its success and applying similar principles to their global ventures.
  • Awards and recognitions: The numerous awards and accomplishments earned by Lidl underscore the effectiveness of its marketing strategy. Marketers and eCommerce professionals can learn from Lidl’s approach to quality, innovation, and customer satisfaction. 
  • Comprehensive marketing components: The article breaks down Lidl’s marketing strategy into key components, such as pricing strategy, product diversification, and target audience focus. Readers can analyze these components and consider incorporating similar holistic approaches in their businesses to achieve well-rounded success.
  • Omnichannel transformation: The discussion on Lidl’s transformation to an omnichannel strategy is particularly relevant in the current digital age. This information can guide executives in adopting and optimizing similar omnichannel strategies to enhance customer experiences and drive sales.

Read the full Lidl case study here .

Retail case study #6: ALDI

aldi-case-study

Industry : FMCG

  • Omnichannel approach: Aldi’s growth is attributed to a robust omnichannel strategy that seamlessly integrates online and offline channels. The case study delves into how Aldi effectively implemented services that can overcome the intricacies of a successful omnichannel approach in today’s dynamic retail landscape.
  • Target market positioning: Aldi’s strategic positioning as the most cost-effective retail store for the middle-income group is explored in detail. The case study elucidates how Aldi’s pricing strategy, emphasizing the lowest possible prices and no-frills discounts, resonates with a wide audience. 
  • Transparency: Aldi’s commitment to transparency in its supply chain is a distinctive feature discussed in the case study. For retail executives, understanding the importance of transparent supply chain practices and their impact on brand perception is crucial in building consumer trust.
  • Differentiation: Aldi’s successful “Good Different” brand positioning, which communicates that low prices result from conscientious business practices, is a key focus of the case study. Effective differentiation through brand messaging contributes to customer trust and loyalty, especially when combined with ethical business practices.
  • CSR Initiatives: The case study highlights Aldi’s emphasis on social responsibility to meet the expectations of millennial and Gen-Z shoppers. By consistently communicating its CSR efforts, such as sustainable sourcing of products, Aldi creates a positive brand image that resonates with socially conscious consumers and builds brand reputation.

Read the full Aldi case study here .

Retail case study #7: ASDA

asda-case-study

Industry : Supermarket chain

  • Omnichannel implementation: The case study details how ASDA seamlessly integrates physical and virtual channels, offering customers a diverse shopping experience through in-store, digital checkouts, Click & Collect services, and a dedicated mobile app. 
  • Market segmentation strategies: The incorporation of partnerships with young British designers and influencer collaborations, coupled with socially progressive messaging, reflects a strategic shift that can inspire marketers looking to revitalize product lines.
  • Crisis management and ethical branding: The study highlights ASDA’s strong response to the COVID-19 crisis, with ASDA’s actions showcasing a combination of crisis management and ethical business practices. This section provides valuable insights for executives seeking to align their brand with social responsibility during challenging times.
  • Product and format diversification: ASDA’s product categories extend beyond groceries, including clothing, home goods, mobile products, and even insurance. The case study explores how ASDA continues to explore opportunities for cross-promotion and integration.
  • Website analysis and improvement recommendations: The detailed analysis of ASDA’s eCommerce website provides actionable insights for professionals in the online retail space. This section is particularly beneficial for eCommerce professionals aiming to enhance user experience and design.

Read the full ASDA case study here .

Case studies for fashion eCommerce retailers

farfetch-case-study

Retail case study #8: Farfetch

Industry : Fashion retail

  • Effective SEO strategies: The Farfetch case study offers a detailed analysis of the company’s search engine optimization (SEO) strategies, revealing how it attracted over 4 million monthly visitors. The data presented underscores the importance of patient and dedicated SEO efforts, emphasizing the significance of detailed page structuring, optimized content, and strategic backlinking.
  • Paid search advertising wisdom and cost considerations: The study delves into Farfetch’s paid search advertising approach, shedding light on its intelligent optimization tools and the nuances of running localized advertisements. Moreover, it discusses the higher cost of visitor acquisition through paid search compared to organic methods, providing valuable insights for marketers navigating the paid advertising landscape.
  • Innovative LinkedIn advertising for talent acquisition: Farfetch’s unique use of LinkedIn advertising to attract talent is a standout feature of the case study and highlights the significance of proactive recruitment efforts and employer branding through social media channels. 
  • Strategic use of social media platforms: Exploring the brand’s highly consistent organic marketing across various social media channels, with a focus on visual content, highlights Farfetch’s innovative use of Instagram’s IGTV to promote luxury brands. The emphasis on social media engagement numbers serves as a testament to the effectiveness of visual content in the eCommerce and fashion sectors.
  • Website design and conversion optimization insights:   A significant portion of the case study is dedicated to analyzing Farfetch’s eCommerce website, providing valuable insights for professionals aiming to enhance their online platforms. By identifying strengths and areas for improvement in the website’s design, marketers, and eCommerce professionals can draw actionable insights for their platforms.

Read the full Farfetch case study here .

Retail case study #9: ASOS

ASOS case study

Industry : Fashion eCommerce retail

  • Mobile shopping success: eCommerce executives can draw inspiration from ASOS’s commitment to enhancing the mobile shopping experience, including features such as notifications for sale items and easy payment methods using smartphone cameras.
  • Customer-centric mentality: ASOS emphasizes the importance of engaging customers on a personal level, gathering feedback through surveys, and using data for continuous improvement. This approach has contributed to the brand’s strong base of loyal customers.
  • Inclusive marketing: ASOS’s adoption of an ‘all-inclusive approach’ by embracing genderless fashion and featuring ‘real’ people as models reflects an understanding of evolving consumer preferences. Marketers can learn from ASOS’s bold approach to inclusivity, adapting their strategies to align with the latest trends and values embraced by their target audience.
  • Investment in technology and innovation: The case study provides data on ASOS’s substantial investment in technology, including visual search, voice search, and artificial intelligence (AI). eCommerce professionals can gain insights into staying at the forefront of innovation by partnering with technology startups.
  • Efficient global presence: ASOS’s success in offering a wide range of brands with same and next-day shipping globally is attributed to its strategic investment in technology for warehouse automation. This highlights the importance of operational efficiency through technology, ensuring a seamless customer experience and reduced warehouse costs.

Read the full ASOS case study here .

Retail case study #10: Tommy Hilfiger 

tommy hilfiger case study

Industry : High-end fashion retail

  • Worldwide brand awareness: The data presented highlights Tommy Hilfiger’s remarkable journey from a men’s clothing line in 1985 to a global lifestyle brand with 2,000 stores in 100 countries, generating $4.7 billion in revenue in 2021. This strategic evolution, exemplified by awards and recognitions, showcases the brand’s adaptability and enduring relevance in the ever-changing fashion landscape.
  • Adaptation and flexibility to changing market trends: The discussion on how the brand navigates changing trends and overcame market saturation, particularly in the US, provides practical insights for professionals seeking to navigate the challenges of evolving consumer preferences.
  • Successful omnichannel marketing: Tommy Hilfiger’s success is attributed to a brand-focused, digitally-led approach. The analysis of the brand’s omnichannel marketing strategy serves as a map for effective promotion and engagement across various channels. 
  • Decision-making and customer engagement: The case study emphasizes the brand’s commitment to data-driven decision-making with insights into customer behavior, leveraging data for effective customer engagement.

Read the full Tommy Hilfiger case study here .

Tommy Hilfiger Banner

Retail case study #11: Gap

gap case study

  • Overcoming challenges: The case study provides a comprehensive look at Gap Inc.’s financial performance, and growth despite the challenges. These insights can offer valuable takeaways into effective financial management and strategies for sustained success.
  • Strong branding: Gap’s journey from a single store to a global fashion retailer reveals the importance of strategic brand positioning. Understanding how Gap targeted different market segments with unique brand identities, can inspire retail executives looking to diversify and expand their brand portfolios.
  • Omnichannel adaptation: The case study delves into Gap’s omnichannel strategy, illustrating how the company seamlessly integrates online and offline experiences.
  • Unique use of technology: By exploring the technologies Gap employs, such as Optimizely and New Relic, retail executives can learn about cutting-edge tools for A/B testing, personalization, and real-time user experience monitoring. This insight is crucial for staying competitive in the digital retail landscape.
  • Inspiring solutions: The case study highlights challenges faced by Gap, including logistical, technological, financial, and human resource challenges. 

Read the full Gap case study here .

Retail case study #12: Superdry

Superdry ecommerce case study

  • Success story: The case study emphasizes SUPERDRY’s successful transition to an omnichannel retail strategy, with in-depth insights into their adaptation to online platforms and the integration of technologies like the Fynd app. 
  • Mobile-first and social-first strategies: As mobile internet usage continues to rise, understanding how SUPERDRY leverages videos and social media to engage customers can offer valuable takeaways for optimizing digital strategies.
  • Sustainable fashion focus: Executives looking to appeal to environmentally conscious consumers can gain insights into how SUPERDRY navigated the shift towards sustainable practices and became a leader in eco-friendly fashion. 
  • Data-driven marketing strategies: The case study delves into SUPERDRY’s social media marketing strategies, showcasing how the company uses targeted campaigns, influencers, and seasonal keywords. 
  • Global market understanding: By exploring SUPERDRY’s experience in the Chinese market and its decision to exit when faced with challenges, the case study offers valuable insights into global market dynamics. 

Read the full SUPERDRY case study here .

Retail case study #13: New Look 

new look case study

Industry : Fast-fashion retail

  • Strategic pivots for profitability: A decade of revenue contraction led New Look to adopt transformative measures, from restructuring credits to withdrawing from non-profitable markets.
  • Omnichannel strategy: Marketers and eCommerce professionals can study New Look’s journey, understanding how the integration of physical stores and online platforms enhances customer experience, reduces costs, and improves profitability.
  • Social media mastery: The case study underscores the pivotal role of social media in engaging audiences, showcasing how New Look leverages user-generated content to build brand loyalty and maintain a positive brand perception. 
  • Effective partnerships for growth: New Look strategically partners with major eCommerce platforms like eBay & Next to expand its brand presence, and tap into new audiences and markets.

Read the full New Look case study here .

Retail case study #14: Zara

zara case study

  • Rapid international expansion through innovative strategies: Zara’s unique approach to continuous innovation and quick adaptation to fashion trends fueled its global success. Marketers can learn how to build brand narratives that resonate across diverse markets, and eCommerce professionals can glean strategies for seamless international expansion.
  • Revolutionary eCommerce tactics: The case study provides a deep dive into Zara’s eCommerce strategy, emphasizing the importance of agility and responsiveness. The brand can be a bright example of implementing supply chain strategies for a swift market adapting to rapid fashion cycles. 
  • Visionary leadership: Amancio Ortega’s low-profile persona and visionary leadership style are explored in the case study, aiding retail executives to learn about leadership strategies that prioritize customer-centric business models. 
  • Omnichannel marketing and integrated stock management: Zara’s successful integration of automated marketing and stock management systems is a focal point in the case study. With insights into implementing integrated stock management systems to meet the demands of both online and offline channels, Zara can inspire professionals to improve their operations.
  • Co-creation with the masses: Zara’s innovative use of customer feedback as a driving force for fashion trends is a key takeaway. Marketers can learn about the power of customer co-creation in shaping brand identity, and eCommerce professionals can implement similar models for product launches and updates.

Read the full Zara case study here .

Case Studies for home & furniture eCommerce retailers

Retail case study #15: john lewis.

john lewis case study

Industry : Homeware and clothing retail

  • Omnichannel perspective: The data-driven approach, especially in tracking orders and customer behavior, serves as a blueprint for any retail business aiming to enhance its omnichannel experience.
  • Strategic growth factors: This case study offers concrete data on the strategies that contributed to the company’s sustained success, inspiring similar endeavors. 
  • Innovative customer engagement: John Lewis’s take on customer engagement showcases the brand’s agility and responsiveness to evolving consumer needs, supported by data on the effectiveness of these initiatives.
  • eCommerce best practices and pitfalls: The analysis of John Lewis’s eCommerce website provides a data-backed evaluation of what works and what could be improved. The critique is grounded in data, making it a valuable resource for those looking to optimize their online platforms.

Read the full John Lewis case study here .

Retail case study #16: Argos 

interview case study ecommerce

Industry : Homeware catalog retail

  • Adaptation to the changing retail landscape: Argos’s journey from a catalog retailer to a retail giant demonstrates its ability to successfully adapt to the evolving retail landscape. 
  • Omnichannel success story: The case study provides a detailed analysis of Argos’s omnichannel strategy, showcasing how the company effectively integrated online and offline channels to achieve a seamless shopping experience across multiple touchpoints.
  • Market share and financial performance: The inclusion of data on Argos’s market share and financial performance offers retail executives concrete metrics to evaluate the success of the marketing strategy. Understanding how Argos maintained a robust market share despite challenges provides actionable insights.
  • Technological advancements: The case study delves into the technologies employed by Argos, such as Adobe Marketing Cloud, New Relic, and ForeSee. 
  • Overcoming obstacles: By examining the challenges faced by Argos, including logistical, technological, financial, and human resources challenges, retail executives can gain a realistic understanding of potential obstacles in implementing omnichannel strategies. 

Read the full Argos case study here .

Retail case study #17: IKEA

ikea case study

Industry : Home & furniture retail

  • Data-driven evolution: This detailed case study offers a data-rich narrative, illuminating the brand’s evolution into a leader in omnichannel retail.
  • Pandemic response: This exploration delves into the integration of eCommerce strategies, online expansions, and the balance between physical and digital customer experiences.
  • Advanced mobile apps and AR integration: A deep dive into IKEA’s innovative applications, notably the AR app “IKEA Place,” showcases how the brand leverages technology for a seamless customer experience.
  • Democratic design approach: The study meticulously breaks down IKEA’s success factors, emphasizing the brand’s holistic approach through the lens of “Democratic Design.” 
  • DIY mentality and demographic targeting: A detailed analysis of how IKEA’s affordability is intertwined with a Do-It-Yourself (DIY) mentality. The case study explores how IKEA strategically tapped into a shift in consumer behavior, particularly among younger demographics, influencing not only purchasing patterns but also reshaping industry norms.

Read the full IKEA case study here .

Retail case study #18: Marks & Spencer

marks & spencer case study

Industry : Clothing and home products retail

  • Valuable lessons in eCommerce: The Marks & Spencer eCommerce case study offers a profound exploration of the brand’s journey from a latecomer to the online scene to a digital-first retailer.
  • Real-world application of effective solutions: By diving into the history of Marks & Spencer, the case study provides tangible examples of how a retail giant faced setbacks and strategically pivoted to revitalize its eCommerce platform. 
  • Data-driven analysis of eCommerce failures: The case study meticulously analyzes the pitfalls Marks & Spencer encountered during its eCommerce journey, offering a data-driven examination of the repercussions of a poorly executed website relaunch. 
  • Multichannel customer experience: Marks & Spencer’s shift towards a multichannel customer experience is dissected in the case study, emphasizing the significance of a seamless user journey for increased customer satisfaction and loyalty.
  • Embracing technology: Exploring Marks & Spencer’s technological innovations, such as the introduction of an intelligent virtual assistant can enhance the customer shopping journey, foster engagement, and contribute to revenue growth.

Read the full Marks & Spencer case study here .

Retail case study #19: Macy’s 

macy's case study

Industry : Clothing and homeware retail

  • Resilience and adaptability: The case study showcases Macy’s ability to navigate and triumph over obstacles, especially evident during the COVID-19 pandemic. Despite hardships, Macy’s not only survived but thrived, achieving $24.4 billion in net sales for 2022.
  • Omnichannel innovation: Macy’s successful transition to omnichannel retailing is a standout feature. The case study delves into Macy’s implementation of a seamless omnichannel strategy, emphasizing the integration of physical and digital retail channels. 
  • Private label strategy: The introduction of new private brands and the emphasis on increasing the contribution of private brands to sales by 2025 provides a strategic lesson. Retailers can learn from Macy’s approach to enhancing control over production and distribution by investing in private brands, ultimately aiming for a more significant share of profits.
  • Groundbreaking retail media strategy: Macy’s innovative approach to retail media and digital marketing is another compelling aspect. For marketers, this presents a case study on how to leverage proprietary shopper data for effective advertising, including entry into connected TV (CTV).
  • Community engagement and social responsibility: The case study explores Macy’s “Mission Every One” initiative, highlighting its commitment to corporate citizenship and societal impact, integrating values into business strategies.

Read the full Macy’s case study here .

Case Studies for health & beauty eCommerce retailers

Retail case study #20: the body shop .

the body shop case study

Industry : Beauty, health, and cosmetics

  • Activism and ethical values: The Body Shop has pioneered promoting eco-friendly, sustainable, and cruelty-free products. The brand’s mission is to empower women and girls worldwide to be their best, natural selves. This strong ethical foundation has been integral to its identity.
  • Recycling, community fair trade, and sustainability: The Body Shop initiated a recycling program early on, which turned into a pioneering strategy. It collaborates with organizations to create sustainable solutions for recycling, such as the Community Trade recycled plastic initiative in partnership with Plastics for Change.
  • Product diversity: The Body Shop’s target demographic primarily focuses on women, but it has expanded some product lines to include men. Its products include skincare, hair and body treatments, makeup, and fragrances for both men and women.
  • Omnichannel strategy, technology, and eCommerce best practices: The Body Shop has embraced an omnichannel approach that incorporates personalization, customer data and analytics, and loyalty programs. The Body Shop utilizes technology, including ContactPigeon, for omnichannel customer engagement, personalization, and data-driven decision-making.

Read the full The Body Shop case study here .

Retail case study #21: Boots

Boots ecommerce case study

Industry : Pharmacy retail

  • Long-term success: Boots’ rich history serves as a testament to the effectiveness of the brand’s strategies over time, offering valuable insights into building a brand that withstands the test of time.
  • Strategic omnichannel approach: The Boots case study provides a deep dive into the marketing strategy that propelled the brand to success, with valuable insights into crafting effective omnichannel growth. 
  • Impactful loyalty program: Marketers can glean insights into designing loyalty programs that resonate with customers, fostering brand allegiance. 
  • Corporate Social Responsibility (CSR) as a pillar: The case study sheds light on how Boots addresses critical issues like youth unemployment and climate change, showcasing how a socially responsible approach can positively impact brand perception.
  • Adaptive strategies during crises: Boots’ proactive role during the COVID-19 pandemic, offering vaccination services and supporting the National Health Service (NHS), demonstrates the brand’s agility during crises. 

Read the full Boots case study here .

Retail case study #22: Sephora

sephora case study

Industry : Cosmetics

  • Authentic customer experience-focused mentality: Backed by an impressive array of data, the case study meticulously outlines how Sephora transforms its in-store spaces into digital playgrounds, leveraging mobile technologies, screens, and augmented reality to enhance the customer shopping experience. 
  • Exceptional omnichannel business plan: The early adoption of an omnichannel strategy has been pivotal to Sephora’s ascendancy. The case study delves into the mobile app’s central role, acting as a comprehensive beauty hub with data-driven insights that drive the success of groundbreaking technologies. 
  • Omnichannel company culture: The case study illuminates this by detailing how this amalgamation allows a holistic view of the customer journey, blurring the lines between online and in-store interactions. This unique approach positions Sephora as a global leader in turning omnichannel thinking into a robust business strategy.
  • Turning data into growth: Sephora’s adept utilization of mobile technologies to harness customer insights is a beacon for retailers in an era where data reigns supreme. The case study dissects how a surge in digital ad-driven sales, showcases the power of data-driven decision-making.

Read the full Sephora case study here .

Case studies for electronics and tools eCommerce retailers

Retail case study #23: screwfix.

screwfix case study

Industry : Tools and hardware retail

  • Innovative omnichannel approach: The case study highlights how the company strategically implemented online ordering with in-store pickup, creating a seamless shopping experience that contributed to a significant sales growth of 27.9% in just one year.
  • Customer-centric strategies: Marketers can gain insights from Screwfix’s emphasis on customer experience. By studying customer feedback and incorporating personalized shopping experiences, Screwfix achieved success in the competitive home improvement sector. 
  • Supply chain management for rapid growth: The company strategically opened distribution centers to keep up with demand, ensuring efficient inventory management for both online and in-store orders.
  • Mobile-first approach for trade professionals: With a customer base primarily consisting of trade professionals, the company’s mobile app allows for easy inventory search, order placement, and quick pickups, catering to the needs of time-sensitive projects.
  • Commitment to employee well-being and community: Retail executives and marketers can draw inspiration from Screwfix’s commitment to building a positive workplace culture.

Read the full Screwfix case study here .

Case Studies for toys and leisure eCommerce retailers

Retail case study #24: lego.

Lego ecommerce case study

Industry : Toys and leisure retail

  • Global reach strategies: LEGO’s case study meticulously outlines LEGO’s focused approach, investing in flagship stores and understanding the local market nuances.
  • Diversification and licensing brilliance: LEGO’s commitment to diversification through licensing and merchandising emerges as a beacon for marketers. The collaboration with well-established brands, the creation of movie franchises, and themed playsets not only elevate brand visibility but also contribute significantly to sales. 
  • Social media takeover: The case study unveils LEGO’s unparalleled success on social media platforms, boasting over 13 million Facebook followers and 10.04 billion views on YouTube. LEGO’s adept utilization of Facebook, Instagram, and YouTube showcases the power of social media in engaging customers. 
  • User-generated content (UGC) as a cornerstone: LEGO’s innovative use of digital platforms to foster a community around user-generated content is a masterclass in customer engagement. This abundance of UGC not only strengthens brand loyalty but also serves as an authentic testament to LEGO’s positive impact on users’ lives.
  • Education as a marketing pillar: LEGO’s unwavering commitment to education, exemplified by its partnerships and $24 million commitment to educational aid, positions the brand as more than just a toy. Aligning brand values with social causes and leveraging educational initiatives, builds trust and credibility.
  • Cutting-edge mobile strategy: Sephora’s foresight into the mobile revolution is dissected in the case study, presenting a playbook for retailers aiming to capitalize on the mobile landscape.

Read the full LEGO case study here .

Tons of eCommerce retail inspiration, in one place

In the realm of business, success stories are not just tales of triumph but blueprints for aspiring executives to carve their paths to growth. The case studies explored here underscore a common theme: a mindset poised for evolution, a commitment to experimentation, and an embrace of emerging trends and technologies are the catalysts for unparalleled growth.

For any executive eager to script their growth story, these narratives serve as beacons illuminating the way forward. The dynamic world of retail beckons those ready to challenge the status quo, adopting the strategies and technologies that promise scalability. The key lies in constant optimization, mirroring the agility demonstrated by industry leaders.

As you embark on your growth journey, consider the invaluable lessons embedded in these success stories. Now is the time to experiment boldly, adopting new trends and technologies that align with your brand’s ethos. If you seek personalized guidance on navigating the intricate landscape of growth, our omnichannel retail experts at ContactPigeon are here to assist. Book a free consultation call to explore how our customer engagement platform can be the linchpin of your growth strategy. Remember, the path to scaling growth begins with a willingness to innovate, and your unwritten success story awaits its chapter of transformation.

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47 case interview examples (from McKinsey, BCG, Bain, etc.)

Case interview examples - McKinsey, BCG, Bain, etc.

One of the best ways to prepare for   case interviews  at firms like McKinsey, BCG, or Bain, is by studying case interview examples. 

There are a lot of free sample cases out there, but it's really hard to know where to start. So in this article, we have listed all the best free case examples available, in one place.

The below list of resources includes interactive case interview samples provided by consulting firms, video case interview demonstrations, case books, and materials developed by the team here at IGotAnOffer. Let's continue to the list.

  • McKinsey examples
  • BCG examples
  • Bain examples
  • Deloitte examples
  • Other firms' examples
  • Case books from consulting clubs
  • Case interview preparation

Click here to practise 1-on-1 with MBB ex-interviewers

1. mckinsey case interview examples.

  • Beautify case interview (McKinsey website)
  • Diconsa case interview (McKinsey website)
  • Electro-light case interview (McKinsey website)
  • GlobaPharm case interview (McKinsey website)
  • National Education case interview (McKinsey website)
  • Talbot Trucks case interview (McKinsey website)
  • Shops Corporation case interview (McKinsey website)
  • Conservation Forever case interview (McKinsey website)
  • McKinsey case interview guide (by IGotAnOffer)
  • McKinsey live case interview extract (by IGotAnOffer) - See below

2. BCG case interview examples

  • Foods Inc and GenCo case samples  (BCG website)
  • Chateau Boomerang written case interview  (BCG website)
  • BCG case interview guide (by IGotAnOffer)
  • Written cases guide (by IGotAnOffer)
  • BCG live case interview with notes (by IGotAnOffer)
  • BCG mock case interview with ex-BCG associate director - Public sector case (by IGotAnOffer)
  • BCG mock case interview: Revenue problem case (by IGotAnOffer) - See below

3. Bain case interview examples

  • CoffeeCo practice case (Bain website)
  • FashionCo practice case (Bain website)
  • Associate Consultant mock interview video (Bain website)
  • Consultant mock interview video (Bain website)
  • Written case interview tips (Bain website)
  • Bain case interview guide   (by IGotAnOffer)
  • Bain case mock interview with ex-Bain manager (below)

4. Deloitte case interview examples

  • Engagement Strategy practice case (Deloitte website)
  • Recreation Unlimited practice case (Deloitte website)
  • Strategic Vision practice case (Deloitte website)
  • Retail Strategy practice case  (Deloitte website)
  • Finance Strategy practice case  (Deloitte website)
  • Talent Management practice case (Deloitte website)
  • Enterprise Resource Management practice case (Deloitte website)
  • Footloose written case  (by Deloitte)
  • Deloitte case interview guide (by IGotAnOffer)

5. Accenture case interview examples

  • Case interview workbook (by Accenture)
  • Accenture case interview guide (by IGotAnOffer)

6. OC&C case interview examples

  • Leisure Club case example (by OC&C)
  • Imported Spirits case example (by OC&C)

7. Oliver Wyman case interview examples

  • Wumbleworld case sample (Oliver Wyman website)
  • Aqualine case sample (Oliver Wyman website)
  • Oliver Wyman case interview guide (by IGotAnOffer)

8. A.T. Kearney case interview examples

  • Promotion planning case question (A.T. Kearney website)
  • Consulting case book and examples (by A.T. Kearney)
  • AT Kearney case interview guide (by IGotAnOffer)

9. Strategy& / PWC case interview examples

  • Presentation overview with sample questions (by Strategy& / PWC)
  • Strategy& / PWC case interview guide (by IGotAnOffer)

10. L.E.K. Consulting case interview examples

  • Case interview example video walkthrough   (L.E.K. website)
  • Market sizing case example video walkthrough  (L.E.K. website)

11. Roland Berger case interview examples

  • Transit oriented development case webinar part 1  (Roland Berger website)
  • Transit oriented development case webinar part 2   (Roland Berger website)
  • 3D printed hip implants case webinar part 1   (Roland Berger website)
  • 3D printed hip implants case webinar part 2   (Roland Berger website)
  • Roland Berger case interview guide   (by IGotAnOffer)

12. Capital One case interview examples

  • Case interview example video walkthrough  (Capital One website)
  • Capital One case interview guide (by IGotAnOffer)

13. Consulting clubs case interview examples

  • Berkeley case book (2006)
  • Columbia case book (2006)
  • Darden case book (2012)
  • Darden case book (2018)
  • Duke case book (2010)
  • Duke case book (2014)
  • ESADE case book (2011)
  • Goizueta case book (2006)
  • Illinois case book (2015)
  • LBS case book (2006)
  • MIT case book (2001)
  • Notre Dame case book (2017)
  • Ross case book (2010)
  • Wharton case book (2010)

Practice with experts

Using case interview examples is a key part of your interview preparation, but it isn’t enough.

At some point you’ll want to practise with friends or family who can give some useful feedback. However, if you really want the best possible preparation for your case interview, you'll also want to work with ex-consultants who have experience running interviews at McKinsey, Bain, BCG, etc.

If you know anyone who fits that description, fantastic! But for most of us, it's tough to find the right connections to make this happen. And it might also be difficult to practice multiple hours with that person unless you know them really well.

Here's the good news. We've already made the connections for you. We’ve created a coaching service where you can do mock case interviews 1-on-1 with ex-interviewers from MBB firms . Start scheduling sessions today!

The IGotAnOffer team

Interview coach and candidate conduct a video call

14 Ecommerce Case Studies to Inspire You

14 Ecommerce Case Studies to Inspire You

We’ve spent hundreds of hours analyzing the world’s most successful DTC companies, including Sephora, Dollar Shave Club, Casper, Warby Parker, and Allbirds, to create ecommerce case studies you can use as inspiration for your own online store.

Today, we’ll share with you the 14 best ecommerce case studies that you can use to help drive more visitors to your website and convert more customers.

Let’s get right into it!

Shortcuts ✂️

  • The Farmer’s Dog marketing strategy: 6 tactics that you can apply in your own business
  • The secret behind the Care/of marketing strategy
  • Dollar Shave Club marketing success
  • How Casper took the mattress industry by storm and reached a $1.1 billion valuation
  • How Glossier became a $1.2 billion company
  • How Happy Box 10x-ed their online store revenue during Covid
  • How Warby Parker reached a $3 billion valuation and became an ecommerce giant
  • 4 steps for growing your brand organically using ColourPop’s marketing strategy
  • Replicate Urban Outfitters’ marketing strategy with these 4 tips
  • How Gymshark bulked up into a $1 billion+ brand
  • How Allbirds went from a small startup to a billion-dollar sneaker brand in 4 years
  • How Lunya achieved $25M revenue
  • 6+1 tips from Rituals to create meaningful moments online
  • 13 solid tips for mastering the art of personalization like Sephora

1. The Farmer’s Dog marketing strategy: 6 tactics that you can apply in your own business

The Farmer's Dog e-commerce case study

The Farmer’s Dog was founded in 2014 by two dog lovers. 6 years later, they’re delivering millions of meals monthly. 

How did they do it?

We analyzed their sales funnel and boiled it down to 6 lessons you can apply in your own business to generate more sales.

Read the full The Farmer’s Dog case study .

2. The secret behind the Care/of marketing strategy

Care/of e-commerce case study

Every small ecommerce site owner dreams about a success story like Care/of’s. They achieved a $225 million valuation and were acquired by Bayer in just 6 years.

In this case study, we analyze the marketing strategies that Care/of used, including:

  • Quiz funnel
  • Content marketing
  • Social media
  • Paid advertising

Get inspired by these strategies to grow your own online sales. 

Read the full Care/of case study .

3. Dollar Shave Club marketing success

Dollar Shave Club e-commerce case study

Dollar Shave Club is one of the most talked-about DTC brands, and with good reason. Their famous “our blades are f***ing great” video went viral in just a few days. The video went on to collect 4.75 million views in the first 3 months and has over 27 million views today.

This launch video gave them a killer head start, and their witty brand voice, strong content marketing campaigns, and direct-to-consumer business model enabled them to grow further. They were so successful that Unilever bought the company in a billion-dollar cash acquisition in 2016.

In this case study, we cover everything you need to know about Dollar Shave Club’s marketing game plan to build your own billion-dollar empire.

Read the full Dollar Shave Club case study .

4. How Casper took the mattress industry by storm and reached a $1.1 billion valuation

Casper e-commerce case study

In this case study, you’ll get a sneak peek into how Casper was able to build unprecedented trust and convince people to purchase mattresses online.

We look at their well-rounded content marketing strategy, which covers topics of interest for visitors at every stage of the buyer’s journey.

We also discuss how they utilize social proof to build trust, their unbeatable guarantee, and their referral marketing strategies . Don’t miss this one!

Read the full Casper case study .

5. How Glossier became a $1.2 billion company

Glossier e-commerce case study

Glossier is one of our favorite ecommerce case studies. If you have a beauty brand, you’ll want to read it.

We’ve studied Glossier’s entire customer experience to find 5 lessons you can use for your own brand:

  • Know your target audience and build relationships with them
  • Use (micro-) influencer marketing
  • Focus on branding
  • Publish engaging content
  • Provide an amazing user experience

Click the link below for all the juicy details.

Read the full Glossier case study .

6. How Happy Box 10x-ed their online store revenue during Covid

Happy Box e-commerce case study

Happy Box is not as well-known as some of the other ecommerce stores on this list, but its growth is bound to inspire you. The company started as a side project and grew into a full-time ecommerce business during the Covid pandemic. In fact, they were able to achieve a 10x growth rate in 2021!

In this case study, we look at the marketing blueprint behind their astounding success.

Read the full Happy Box case study .

7. How Warby Parker reached a $3 billion valuation and became an ecommerce giant

Warby Parker ecommerce case study

The idea of buying eyeglasses online was uncharted territory for consumers a decade ago. But Warby Parker’s phenomenal marketing helped to overcome that challenge.

Their website crashed just after its official launch, their top 15 most popular styles sold out within 4 weeks, and they collected a waitlist of 20,000 customers during that time.

In this post, we share the key strategy Warby Parker used to reach its target audience so quickly and went on to become the $3-billion giant everyone knows.

Read the full Warby Parker case study .

8. 4 steps for growing your brand organically using ColourPop’s marketing strategy

ColourPop ecommerce case study

In this case study, we share 4 key takeaways from ColourPop’s winning social media strategy:

  • Give freebies in exchange for authentic reviews
  • Build meaningful relationships with your influencers
  • Get your hashtag trending
  • Host Instagram giveaways

Check out the tips that you can easily copy for your own ecommerce company.

Read the full ColourPop case study .

9. Replicate Urban Outfitters’ marketing strategy with these 4 tips

Urban Outfitters ecommerce case study

Urban Outfitters is different from a lot of the ecommerce brands on this list because they didn’t start online and grow into a global retail giant… instead, they started as a brick-and-mortar business (back in 1970) and managed to make the successful transition to online sales.

It’s worth talking about them because they’re fantastic at keeping in touch with their target audience (Millennials and Gen Z). They also succeed in strengthening customer loyalty with a rewards program.

Check out this case study to learn how you can do the same with your business to drive sales.

Read the full Urban Outfitters case study .

10. How Gymshark bulked up into a $1 billion+ brand

Gymshark ecommerce case study

Gymshark is well known for its influencer marketing strategy. In fact, the company was one of the early adopters of influencer marketing.

In this case study, we cover how Gymshark managed to build its fan base, and we spill the beans on what they’re still doing today to delight customers. Check out our 6 key takeaways below!

Read the full Gymshark case study .

11. How Allbirds went from a small startup to a billion-dollar sneaker brand in 4 years

Allbirds' great success story

Allbirds is among the most popular ecommerce businesses, especially among circles of professionals in Silicon Valley, including Google co-founder Larry Page. The company differentiates itself from competitors by focusing on three important principles: 

  • Simple design
  • Sustainable shoes, made from nature

Check out this case study to learn how they fight with their competitors, how they use PR campaigns and word-of-mouth marketing to get people talking about the brand, and more.

Read the full Allbirds case study .

12. How Lunya achieved $25M revenue

Lunya's great success story

Lunya was able to disrupt the women’s sleepwear industry quickly by creating products that bridge the gap between style and sensibility. According to Lunya co-founder Ashley Merrill, the brand was able to grow by putting customers first and never losing sight of the customer’s perspective.

We analyzed the steps Lunya took to build their brand and create a successful customer-centric strategy.

Read the full Lunya case study .

13. 6+1 tips from Rituals to create meaningful moments online

Rituals' success stories

Rituals, founded in 2000, has an impressive product line including skincare, body care, makeup, and scented candles.

They really care about their customers and focus on creating an engaging customer experience online. We wanted to find out how they do it, so in this case study, we explore 6+1 tips from the marketing masters at Rituals.

Read the full Rituals case study .

14. 13 solid tips for mastering the art of personalization like Sephora

Sephora's success stories

Sephora is a cosmetic behemoth that we can all learn from. What’s the secret behind their worldwide success?

In this case study, we share 13 tips they use to delight customers and create loyalty, including:

  • Driving sales through personalization
  • Helping customers make informed purchasing decisions
  • Using YouTube to drive conversions
  • Nurturing long-term customer relationships

Read the full Sephora case study .

Final thoughts

Well, that’s it—these are the best ecommerce case studies we’ve found during our extensive research! Hopefully you’ve found plenty of inspiration on this list.

No matter how big (or small) your company is or what industry you’re in, you can use tips and strategies from these case studies in your own store.

Which case study is your favorite? Let us know!

Nikolett Lorincz

Nikolett Lorincz

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Even if you’ve read our tips on how to create stronger, more effective product pages , shopping carts , and everything else that goes into an ecommerce site , you may be wondering how you can pull all of those separate elements together. What does it look like to consider UX from the jump, and create a site that helps visitors along their journey, while also generating more sales?

We scoured one award-winning ecommerce site for with the intent of demonstrating exactly that. Keep reading to see best practices in action for every step of a potential purchaser’s journey, from browsing to buying.

A well-designed ecommerce site: Heyday skincare

Heyday is a self-described “one-stop skincare shop where knowledgeable experts, customized facials, and powerful products come together to help you put your best face forward.”

The site is a fusion of service-plus-product. Visitors can book an appointment with a licensed esthetician in New York or Los Angeles. They can also buy “products our therapists love and use” in the other half of the site, an online shop. This framing bakes social proof into the site from the very beginning. After all, if professional estheticians use the products, they must be good.

interview case study ecommerce

Connecting with customers

When visitors land on Heyday’s site, they’re greeted with a video in the “hero image” space. Using video in this space is a terrific way to capture visitor attention immediately. The hero video cycles between several different people using skincare products.

What makes this video so strong is that it appeals to a customer persona quite different from the persona typically associated with, or expected from, skincare companies. Heyday makes it clear from the beginning that their products (and services) aren’t gendered. Men who click into the site immediately know that Heyday considers them a potential customer, and don’t have to ask if they’re in the right place.

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Keeping it simple

Aside from the hero video, the simplicity of the options offered above the fold is immediately obvious.

The CTA buttons just below the value proposition show visitors there are two primary actions they can take on the site. They can book an appointment, or they can shop products. Those same options show up in the main menu (top right corner of the page) for visitors who look there first. Heyday’s more complex navigation menu is hidden behind the hamburger icon (top left corner of the page). This keeps visitors from becoming overwhelmed when they first land on the homepage.

When a visitor clicks on the hamburger menu, here’s what they see:

Example of ecommerce menu designed with UX best practices

User-focused navigation

Initially, it might seem that there’s a lot happening here. But when you look closer, you’ll observe that Heyday offers more options in order to make navigating simpler (meaning: fewer clicks) for its visitors. There are four primary categories on the left side of the menu, in orange text so as to stand out:

For visitors who are looking to browse the company’s selection, Heyday offers two options under “Products”: “All” and “Bestsellers.” The right side of the main menu is for visitors who know what they’re looking for. Those visitors can shop by product, brand, or skin condition.

“Skin Focus,” by the way, is a filter we don’t see often enough. It’s a brilliant—and empathetic—way to make UX easier on visitors who have arrived on the site in a frustrated or concerned state. They may initially have no idea what products to look at, but the navigation guides them there.

In other words, Heyday offers a navigation menu that caters to two types of prospects:

  • Those who don’t know the company or the industry well and are in “discovery” or “browsing” mode
  • Those who arrive on the site with a clearer intention and don’t want to click through Heyday’s categories to find what they’re looking for

In creating their menu, Heyday is keeping their whole range of users in mind.

Since we’ve never been here before, we clicked on “All” in the “Products” category. Here’s what we saw next:

Example of ecommerce landing page with bestselling products at top

Note that, for visitors who click on “All” products, Heyday groups its offerings by type. These visitors probably aren’t looking for specific brands or for particular skin conditions. Otherwise, they’d have clicked into those menu items.

On this landing page, types are listed in the horizontal menu beneath the hero image. Those categories are displayed in the same order when a user scrolls down. Naturally, Heyday puts their bestsellers at the top.

Remember, we’ve identified ourselves as “browsers” based on what we clicked into from the homepage. We’re probably not committed to a purchase yet, so offering these “hot items” first might capture our attention more quickly. It also continues to provide social proof and simplifies the shopping experience for first-time users.

Persuasive product pages

We clicked into the After Sun Soothing Aloe Mist:

interview case study ecommerce

Heyday’s product pages do a lot of things right:

Strong product photography

Granted, it doesn’t follow the best practices we laid out in our Ecommerce Product Photography Guidebook . (A great reminder that “best practices” are only that—they’re not law!) For example, the shadows that fall in the upper-right hand corner and to the left of the product are not a best practice. Even so, those shadows and the line where the table meets the wall frame the product rather than distract from it. It’s an interesting decision on the photographer’s part and it works well. Most importantly, both the product and the copy on its label are clear.

Easy-to-find “Add to Cart” button

It’s the second most-visible thing above the fold. Remember, your ongoing question when thinking about UX should be: Does the user know where to go next from here? Heyday ensures they do.

That space above the fold is entirely clear of visual clutter. Users see the product, note the price, choose the size they want (the price auto-updates when a new selection is made), and click the CTA. Indeed, our only recommendation for the company would be to stick with convention and have the button read “Add to Cart.” A button that says “$12” doesn’t exactly tell us what’ll happen when we click on it. Users should always know precisely what clicking on a button will do.

“Heyday tips” and “Pro tips”

What we love about this decision is that it affirms the company is as interested in educating its market as it is in selling to them: Prospects feel they’re being seen and heard rather than capitalized on. Indeed, these “tips” aren’t even specific to Heyday’s product. They’re true of all aloe vera products, and they’ll benefit the target market no matter who they buy their aloe from.

Product education

This continues further down the page (check out the headings “We Recommend This For,” “How We Use It,” “What to Expect”). Heyday doesn’t leave a stone unturned—or a question unanswered—here: When would I use this? What’s the best way to use it? What will it do to/for me? And of course: What, exactly, is in it?

Social proof

Heyday offers social proof from the demographic prospects most want to hear it from—professional estheticians. Remember, everything that’s sold on Heyday’s online shop is already recommended by the pros; but putting faces and names to those recommendations humanizes the endorsement, making it even easier for prospects to trust the product and the company.

All of this occurs on a remarkably clutter-free and easy-to-scan product page.

Clean cart & checkout design

We won’t linger too long on Heyday’s add-to-cart and checkout processes, but it’s worth noting a few things in that portion of the buyer’s journey. For one, a series of microinteractions occurs when a user clicks the “Add to Cart” CTA.

Three things happen at once:

  • The color of the button changes
  • The copy on the button changes
  • The cart icon in the top-right corner is updated to reflect the addition

These microinteractions instill confidence in the user and signal that the website registered the action they took.

We’d have loved both a more conspicuous route to checkout and a CTA to keep shopping at this point (you should always give users both options on your cart page !). However, Heyday leaves us to figure out our next steps on our own. So we click into the cart page and move through a pretty standard checkout process after that.

Checkout and order confirmation

Here’s what the shopping cart looks like:

interview case study ecommerce

Notice that Heyday displays a product image along with some details (product name and size), and gives prospects the option of increasing or decreasing order size. To remove an item from the cart altogether, users must click the “—” icon until the number hits zero. This took us a second to figure out; most users expect an “X” for this.

On the checkout page, Heyday offers both PayPal and Amazon Pay for express checkout. They also offer guest checkout as a default, but give returning users the option to sign in. There’s no forcing account creation , which we love. What we don’t love is that we weren’t given the cost with tax until this page. And we won’t be given the total cost with shipping until the next page:

interview case study ecommerce

By the time we completed checkout (not shown), our total cost had nearly doubled from the listed price (from $12.00 to $22.87), so Heyday doesn’t get points for total-cost transparency here. But the UX up until these final pages was remarkably good.

Clear order confirmation and specific next steps

The company redeemed itself when, after some more browsing, we ended up purchasing a product after all. Here’s what we saw on the confirmation page:

interview case study ecommerce

And here’s the email we received just moments after hitting the “Purchase” CTA:

interview case study ecommerce

Heyday does a few things really well here. For one, their confirmation page shows us exactly what we purchased, what we paid for it, where it’s being shipped to on the map, and what next steps are. A confirmation email is coming, so we’ll be on the lookout for it. We also know that we can expect shipping and delivery updates by email. But, if we prefer, we can click that CTA to get them by text instead.

In the confirmation email, we’re given more next steps (look out for the tracking number). We’re also given a few options:

  • “Giftify” our purchase
  • View our order
  • Start shopping again (“Visit our store”)
  • Look for their hashtag on social media
  • And, perhaps, use the hashtag in our own social posts when the product arrives

Not bad for what’s essentially a two-sentence email!

Your UX homework:

Here’s what you should learn from looking at Heyday’s design:

  • Make it immediately obvious who your ideal customers are on your homepage
  • Keep your navigation options simple and user-focused
  • Make good use of social proof
  • Show visitors that you’re interested in helping them improve their lives and get the most from your products
  • When a visitor takes an action, make it very clear that they’ve taken an action

Last but not least: On every page of your site, does the user know where to go next from here? If not, what do you need to change to do that?

Even if that’s the only UX principle you keep in mind while building your ecommerce site, it will serve you (and your business) well.

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Lauren Shufran

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ORIGINAL RESEARCH article

Free play and pedagogical play: a multiple-case study of teachers’ views of play in chinese early learning centers provisionally accepted.

  • 1 Guangzhou University, China

The final, formatted version of the article will be published soon.

Grounded in theories of globalization, this qualitative case study aimed to explore the understanding of play among Chinese teachers in private, for-profit Western style early learning centers. The study encompassed 16 Chinese teachers working in four Western-style early learning centers. Data were gathered through semi-structured interviews. Following separate thematic analyses of each case, a cross-case analysis was conducted to compare and contrast the emerging themes, elucidating both commonalities and distinctions across the four cases. The findings from all four cases revealed a categorization of play into two main types: “play in class'” and “play out of class”. “Play out of class” was characterized as unstructured, enjoyable, and creative, emphasizing child autonomy and spontaneous learning. In contrast, “play in class” pertained to play-based curricula that were thoughtfully designed to align with specific teaching goals and learning objectives. It was seen as a structured method for fostering learning, highlighting the developmental appropriateness of such approaches. These findings underscore the educators’ recognition of the significance of play; however, it also illustrates that their perceptions have been shaped by the prevailing emphasis on children’s achievements in Chinese society.

Keywords: Multiple-case study, Early childhood educator, Teacher, Play, Globalization

Received: 22 Dec 2023; Accepted: 11 Mar 2024.

Copyright: © 2024 Wang, Ye and Qiao. This is an open-access article distributed under the terms of the Creative Commons Attribution License (CC BY) . The use, distribution or reproduction in other forums is permitted, provided the original author(s) or licensor are credited and that the original publication in this journal is cited, in accordance with accepted academic practice. No use, distribution or reproduction is permitted which does not comply with these terms.

* Correspondence: Dr. Xinxin Wang, Guangzhou University, Guangzhou, China Ms. Tianqi Qiao, Guangzhou University, Guangzhou, China

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