Since it’s inception, this coastal inspired fragrance brand was sold B2B via retailers primarily on the east and west coast of the United States.  Our objective was to add the D2C channel, but the first challenge was to find a way for the consumer to smell and experience each of the fragrances. Then we needed a conversion plan to move from trial to purchase of full-size product.

 

What we created:

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• Sample kit with one of each fragrance vials in a stylish branded bag that fit with the brand aesthetic

• A beautiful marketing card with product details PLUS a coupon code offering $10 off the price of a full-size product when purchased within 30-days.

• Drip email campaign to consumers including a reminder 10-days prior to their coupon offer expiration date.

• Digital marketing activations such as paid social media, PPC, and free flash giveaways 

 

Results:

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23% conversion rate from trial to purchase of full-size product