Pure Encapsulations, Pattern

400% Revenue Growth

Pure Encapsulations grew their ecommerce business over 400% with Pattern's ecommerce business solutions. Read their case study!

Pure Encapsulations | Pattern Case Study

Pure Encapsulations manufactures hypoallergenic, research-based dietary supplements that are designed to deliver predictable and desired results. Pure is committed to sourcing pure, premium ingredients and working with experienced healthcare professionals to create safe and effective dietary supplements to help consumers achieve optimal health.

Pure Encapsulations ecommerce success case study, Pattern

Pure Encapsulations ecommerce growth and control, Pattern

Pure Encapsulations

“In 2012-2013, grey-market distribution and product diversion (especially on Amazon) was damaging brand integrity and relationships with our most valued health practitioner customers. Our brands were inaccurately represented, growing out of control, at ever increasing discount prices, and distributed by grey-market unauthorized resellers posing as HCPs, violating MAP policy.” — Adam Branfman, E-Business Director, Professional Brands at Atrium Innovations (Pure)

- Threatened brand integrity, as well as online discounting.
- Threatened relationships with trusted healthcare practitioner customers.

- Inaccurate product information spread from unauthorized sellers.
- Practitioner/consumer trust was compromised.

 - Unauthorized sellers were posing as healthcare practitioners.
 - Grey-market unauthorized sellers were disrupting prices.

 - Content, descriptions, and claims were incorrect.
 - Consumer safety, transparency, and accuracy were paramount in their industry.

Key Challenges

Our marketplace growth experts will walk you through our ecommerce business solutions for you as a Pattern partner. Discover what you've been missing from an ecommerce solutions company by chatting with us today.

Schedule Demo

Pure needed better insights and data into their ecommerce business, connections to help them gain control of their online channel, and a holistic ecommerce strategy to clean up, protect, and grow their brand online. By partnering with Pattern, Pure gained access to comprehensive ecommerce reporting through our Predict software. Then we connected them to counsel who created a legal framework to enforce against MAP violations, grey-market sales and unauthorized distribution.

Our Approach

Not only was Pattern able to help Pure gain back control of their online channel, but our Predict software and ecommerce best practices helped Pure grow revenue by 4x since 2016. Today, Pure's online channel is no longer a threat to their brand's continued growth and adoption by healthcare practitioners.

- Amazon revenue increased by 400% (4X) since January 2016.
- Product conversion increased 48% over 1 year.

- Units sold increased by 325.7% after one month of using our images and EBC.
- Pattern created new product images and optimized product listings.

- MAP compliance increased to 98%.
- Removal of 215 unauthorized sellers over 2 years.

- Our Predict software offers real-time insights on Pricing & Compliance, Ratings & Reviews, Advertising, and more. 

Results

Spectra Baby

1,250% Sales Rank Increase

Spectra Baby USA grew their ecommerce business with Pattern's ecommerce business solutions. Read the case study!

Spectra Baby | Pattern Case Study

Spectra Baby’s team of registered nurses, lactation consultants, and mothers offer breastfeeding products made for moms, by moms.

Spectra Baby USA ecommerce growth case study with pattern

Spectra Baby USA ecommerce growth case study with Pattern

Spectra Baby grew their ecommerce business on Amazon and other markets with Pattern

“We were selling directly to Amazon, which was a big mistake because then our pricing strategy went nowhere. Anyone who could fog a mirror was selling Spectra’s products too and from a wholesaler standpoint. We really needed the reporting, we needed the data, we needed a partner that understood the marketplace.” — Chris Mayhew, Spectra Baby USA Sales Executive

- Unauthorized sellers breaking MAP.
- Varied pricing on Amazon.

- Inconsistent product content listings.
- Inaccurate information spreading across sellers.


- Limited control and data on performance.
- No way to track unauthorized sellers.

- Amazon didn't care as much about Spectra Baby's problems as they did.

Our ecommerce growth experts will walk you through what a Pattern partnership looks like for you.

Let's Talk About Partnership

Spectra Baby USA needed to clean up their Amazon channel. Their Brand Manager became their go-to Amazon expert, helping them use our data-backed, rules-based advertising and SEO campaigns to optimize content on all SKUs. Then we connected them with legal counsel for MAP policy creation and legal enforcement assistance. Finally, Pattern helped Spectra with real-time MAP compliance and growth data from our Predict software.

Through Pattern's Amazon experts, we helped Spectra Baby create winning strategies to streamline revenue growth, increase Buy Box ownership to 91%, optimize all listings, and gain back brand control. When we partnered with Spectra we went all-in to get great—not just good—results.

- 2X increase in revenue.
- Averaged a 73% revenue increase each month during their first year with us (between 2017 and 2018).

- Pattern currently controls 91% of the Buy Box for Spectra Baby products
- Buy Box ownership increased by 62%.

- 1,250% increase in sales rank.
- Spectra Baby is the #1 organic search result for “Breast Pump” on Amazon.

- MAP compliance increased to 90% in the first year, an increase of 30% from the previous year.
- Achieved 98.9% MAP compliance across all sellers.

Yogi Tea, Pattern

Top 10 Amazon Search Results

Yogi Tea grew their ecommerce business with Pattern's global ecommerce expertise. Read their case study here!

Yogi Tea | Pattern Case Study

Yogi blends over 140 spices and botanicals to make 40+ Herbal, Green, and Black wellness teas, each created with delicious flavor and healthy benefits in mind.

Yogi Tea ecommerce success story, Pattern

Yogi Tea's ecommerce growth case study with Pattern

Yogi Tea

Unauthorized seller activity online was resulting in poor customer experience, and Yogi wasn't able to consistently enforce quality controls and brand standards. Yogi needed the ability to control Amazon product listings to ensure accuracy. "We were challenged to meet the ever-changing and increasing demands of ecommerce retailers and shoppers while maintaining quality and brand equity." — Robin Gabel, National Account Manager, Yogi Tea

- Created a poor customer experience.
- Inability to consistently enforce quality controls and brand standards.

- Yogi needed the ability to more readily control Amazon product listings to ensure accuracy, supporting customers when shopping online.


First, Pattern's compliance monitoring software Predict identified unauthorized sellers and employed rules-based advertising tools. Then we connected Yogi to legal counsel for  assistance removing unauthorized sellers. Finally, a personal Brand Manager became an extension of Yogi's team, helping them enhance the customer experience, increase sales volume, and simplify supply chain, allowing Yogi to move strategic company employees to other key business objectives.

Through our Predict compliance software, over 90% of Yogi Tea sold on Amazon is now coming from Pattern, supporting the customer experience and upholding product quality standards. In addition, Pattern's SEO and Amazon strategies have upped Yogi sales and Yogi's ranking to the top 10 search results.


- Over 90% of Yogi Tea sold on Amazon is now coming from Pattern.
- Unauthorized sellers are down and listings are uniform.

- Pattern created 6-pack bundles of Yogi teas to introduce customers to different product lines and to provide a better introductory size.

- Within two months of launch, Yogi Tea bundles ranked in the Top 10 search results when searching the broad terms Tea, Herbal Tea, and Tea Variety Pack.
- Yogi controls the majority of the listings for the keyword “Yogi Tea.”

- Quick sales growth lead to bundles being featured on Amazon’s “Hot New Releases” page in the top 10 new releases.
- Variety Pack sales lead to incremental top line revenue growth, accounting for 14% of revenue in December 2019.

Thorne

Launched on 7 New Marketplaces

Thorne was able to grow their ecommerce business by partnering with Pattern. Learn more from their case study!

Thorne | Pattern Case Study

Thorne is a supplements and wellness brand dedicated to quality ingredient sourcing, clinical research, lab testing, and sustainable business practices.

Thorne case study with Pattern's ecommerce solutions

Thorne grew their ecommerce business with Pattern's global ecommerce expertise

Thorne needed more bandwidth to expand their ecommerce presence. They wanted to grow to new marketplaces, but needed a partner to get there. Not only that, but MAP compliance issues from various online sellers were creating problems for their pricing and profitability. Finally, a lack of a uniform customer experience across marketplaces brought them to Pattern.

- Lacking bandwidth to expand ecommerce presence to new markets.
- Wanted to go international and to new marketplaces but needed help.

- MAP compliance issues from online sellers.
- Prices and profitability decreased.

- No uniform customer brand experience on all marketplaces.
- Wanted to create a seamless customer journey.

- Thorne's content on listings was not the same across different marketplaces.

From the beginning, we partnered Thorne with a personal Brand Manager to maintain a close relationship with Thorne's production and operations team. Then we attacked all of their problems head on together: Our creative team revamped their A+ content and made full 360 product renders, we gave Thorne compliance tools through our Predict software, and Pattern's digital advertising and marketing experts grew sales. Lastly, our international marketplace experts took Thorne to China and beyond.

Through their Pattern partnership, Thorne was able to expand to 7 new marketplaces and countries including Walmart.com, Tmall, MercadoLibre, Jet, and Amazon China, CA, and EU. Their brand control has never been better, and all their listings are optimized for sales growth.

- Sales growth of 50% over one year.
- Increased Subscribe and Save customers by 50% YoY.

- Enhanced SEO for titles, headlines, back-end search terms, etc., as well as A+ Content implementation.
- New image stacks, 360 bottle renders, and videos from the Pattern creative team.

- MAP compliance has averaged 99% over the last 6 months.
- Listings are uniform.


- Thorne has expanded to Walmart.com, Tmall, MercadoLibre, Jet, and Amazon China, CA, and EU.

Feetures

Revenue Up 67% in 1st Year

Feetures grew their ecommerce business with Pattern's ecommerce business solutions. Find out more here!

Feetures | Pattern Case Study

Founded by runners and innovators, Feetures are engineered to have a custom-like fit that solve conventional sock problems.

Feetures Pattern case study

How Feetures grew their ecommerce business with Pattern

Feetures faced damaged brand equity due to price erosion on Amazon and multiple unauthorized sellers. They also were challenged by the high cost of optimizing images and content on their ecommerce channels. This led to an inconsistent brand message throughout content and across sellers.

- Damaged brand equity due to price erosion on Amazon.
- Multiple unauthorized sellers.

- High cost of optimizing images and content.
- Little bandwidth and budget to optimize creative.

- Inconsistent brand message throughout content and across sellers.
- Listings were not up to par with their brand.

- Needed better data and reporting about their Amazon listings and unauthorized sellers.

With Pattern's ecommerce knowledge and expertise, we were able to give Feetures the resources they needed to empower them to uphold MAP, including our Predict software to to identify unauthorized sellers and connection to legal counsel to remove them. Lastly, Feetures' access to Pattern’s digital marketing team of creatives, advertisers, and marketplace experts helped them optimize images and content on all their Amazon listings.

Pattern and Feetures' combined efforts led Feetures to experience increased brand equity online, regain control of their online channel with 99% MAP compliance, and grow revenue nearly 70% in their first year partnering with us.

- Optimized images and content.
- Maintained a consistent brand message across all marketplace and Amazon listings.

- Revenue grew 67% from 2017 to 2018.
- Feetures revenue grew 20% YoY from 2018 to 2019.

- Marketplace expansion to sell and monitor products on 3 marketplaces.

- Regained control from unauthorized sellers and improved conversion rates.
- Feetures achieved 98% MAP compliance in their first year and now average 99% MAP compliance overall.

Sylvania Ecommerce Reviews Case Study | Pattern

100% Positive Reviews

Sylvania Automotive experienced success on Amazon and other marketplaces with Pattern's ecommerce expertise. Read the case study!

Sylvania Automotive | Pattern Case Study

Sylvania is the leading automotive supplier and long-time brick-and-mortar brand of high performance lighting products.

Sylvania Case Study, Pattern

Sylvania Ecommerce success story, Pattern

Sylvania

Sylvania was challenged with gaining control over their presence on ecommerce. It was essential to their ecommerce strategy that Sylvania was able to maintain their brand image on marketplaces to stay ahead of competitors.

- Sylvania had trouble controlling their presence on ecommerce.

- Maintaining Sylvania's brand image on marketplaces to stay ahead of competitors was difficult.

Pattern helped Sylvania gain control through our Predict software to identify unauthorized sellers and MAP violators, as well as connected Sylvania to legal counsel to assist Sylvania in removing unauthorized sellers. Then Pattern’s creative team produced optimized Amazon images for a consistent brand image across marketplaces. Lastly, our marketplace experts and Brand Managers went above and beyond to help Sylvania diversify their ecommerce portfolio by creating an eBay storefront, optimize product variations for search rankings, clean ecommerce channels for a consistent customer experience, and keep Sylvania's Amazon storefront updated.

Not only did Pattern help Sylvania with their intial goals of brand control and consistent brand imagery, we helped them grow sales by nearly 100%, increase compliance, optimize images to increase conversion, and our customer service team even helped them achieve 100% positive customer feedback on eBay.

- 97% sales revenue growth YoY from Nov. 2018 to Nov. 2019.
- 151% unit sales growth YoY from Nov. 2018 to Nov. 2019.

- Sylvania’s compliance reached 90% in their first 6 months with Pattern.
- Monthly compliance on Amazon did not fall below 95% in 2019.

- Optimized images increased conversion on individual products by as much as 12%.


- Sylvania’s eBay business has 100% positive customer feedback.

Owlet

Amazon Live Ups Sales

Owlet had a successful Amazon Live event thanks to their partnership with Pattern. Read their Amazon Live event case study here!

Owlet Amazon Live | Pattern Case Study

Owlet is dedicated to providing innovative baby monitor products that can track a baby's vital signs, giving parents peace of mind.

Owlet Live Case Study, Pattern

Owlet success story on Amazon, Pattern

Owlet: Amazon Live Event

Owlet wanted to raise awareness about their products and brand, and so Pattern decided to host an Amazon Live event that would feature Owlet products in use. That way, Owlet could demonstrate the efficacy of their baby monitoring products.

- Owlet wanted to demonstrate their product functions.

- Without Pattern, Owlet had limited resources to dedicate to an Amazon Live event.

- Owlet needed Pattern's creative team to create a great Amazon Live environment.

We used Amazon Live to kick off a sale with Owlet. Pattern’s creative team set up a studio at our Lehi headquarters complete with a baby crib, two hosts, and Owlet products ready to display. After the event took place, Pattern's digital marketing experts measured the success of the event to see how it impacted overall sales.

During the event, Owlet sales, page views, and sessions all spiked. Owlet's sales increased by over 10% during the week of their Amazon Live event and sale, and Owlet's Best Seller Ranking improved too—their sock monitor going up some 70% and their camera by some 69% during that week. [Read more about Owlet's Amazon Live event on our blog.](https://pattern.com/blog/we-tried-out-amazon-live-heres-how-it-influenced-sales/)

- Owlet sales, page views, and sessions all spiked during the Amazon Live event.

- Owlet increased sales by approximately 9-16% throughout the whole week of the Live event and sale.

- Owlet’s Best Seller Ranking for their sock monitor improved by 70% during the week of their Amazon Live event and sale.

- Owlet’s Best Seller Ranking for their camera improved by 69% during the week of their Amazon Live event and sale.

Integrative Therapeutics, Pattern

Revenue Up 39%

Integrative Therapeutics experienced growth on ecommerce thanks to Pattern's ecommerce experts. Read their case study here!

Integrative Therapeutics | Pattern Case Study

Integrative Therapeutics is a nutritional supplements brand focusing on a wellness-driven approach to nutrition together with practitioners.

Integrative therapeutics case study, Pattern

Integrative therapeutics success story, Pattern

Integrative Therapeutics

Integrative was facing channel conflict. Because Integrative’s products were also available on Amazon, their practitioners became upset with the different pricing and availability of products. Additionally, Integrative’s brand wasn't being represented well on Amazon because of inconsistent listings and content. Lastly, unauthorized sellers created problems among Integrative’s various distribution channels.

- Integrative’s practitioners were upset because products were also available on Amazon.
- Pricing and availability across channels were different.

- Integrative’s brand wasn't being represented well on Amazon.
- Inconsistent listings and content spread.

- Unauthorized sellers were creating problems among Integrative’s various distribution channels and product integrity.

- Because of unauthorized sellers and inconsistent content, Integrative's sales growth slowed down.

As a Pattern partner, we helped Integrative develop a winning advertising strategy focused on defending share and maximizing brand penetration to outpace category growth. Then we got them in control of content to provide a consistent brand message that assured shoppers received the right information. Finally, Pattern's customer service engaged with consumers to ensure a positive brand experience beyond the transaction.

"Prior to Pattern, we had two individuals spending a lot of time and not making much progress. Going to the next step of making Pattern our sole Amazon reseller was critical to achieve the control we ultimately needed and have been able to maintain. They treat our brand as if it was their own. We trust them with our brand." — Mandy Kraynik, Integrative VP of Innovation

- Compound revenue growth from Jan. 2018 to Jan. 2020 is 39%.

- Having one authorized seller (Pattern) helped their brand be represented with integrity on Amazon and the other platforms.

- Expanded Integrative's product offering to Google Shopping.

- Through our Predict software, Integrative can monitor key metrics to get an advantage.

Google

Google European Retail Research

Pattern conducted a European retail research project to identify customer experience best practice among the continent's retailers for Google.

Google European Retail Research for Ecommerce | Pattern Case Study

Google European Retail Research | Pattern Case Study

Google is the world’s most-used search engine and is one of the four top-ranking companies worldwide. Following from the success of our first European retail research project done with Google, Pattern worked with the company on a second piece of benchmarking research to identify customer experience best practice among the continent's retailers.

- Google wanted to evaluate the customer experience across their retailers in Europe.

- Google wanted to conduct research in the European market to evaluate their customer experience.

In 2019, Pattern evaluated the customer experience delivered by 223 retailers across 10 European countries, namely: Belgium, Denmark, Finland, France, Germany, the Netherlands, Norway, Spain, Sweden, and the United Kingdom. A scoring methodology for the European retail research was jointly agreed between Pattern and Google to assess key aspects of the retail experience such as customer service, mobile website usability, and store visits. Retailers were grouped into four categories based on their score: Leaders, Followers, Majority, and Latecomers. During the course of the 136-day long project, Pattern proofed almost 28,000 data points, spent 1,113 minutes on the phone with customer services and walked 308 km during store visits.

Less than 20% of retailers were scored as Leaders, with the UK, France, and the Netherlands coming out on top. Spain and Norway had the most amount of Latecomers. Key criteria, such as the inter-channel shopper journey, in-store technology, and a clear click-and-collect proposition were identified as vital things retailers must do to ensure they deliver a great customer experience. The information from this European retail research was shared with retailers individually and was also presented at Google events in London and Amsterdam. These conclusions have also been published on the [Think With Google blog](https://www.thinkwithgoogle.com/intl/en-gb/5-ways-to-exceed-your-customers-expectations-what-you-can-learn-from-europes-top-retailers/).

- Pattern's research for Google was also published on their blog, Think With Google.

- The information gathered by Pattern was shared at Google events in London and Amsterdam.

- Inter-channel shopper journey, in-store technology, and a clear click-and-collect proposition identified as essential to create a great customer experience.

- 20% of Retailers were scored as Leaders. The UK, France, and the Netherlands came out on top in customer experience.

Converse 01

AU Channel Review Roadmap

In Australia and New Zealand, Pattern helped Converse carry out an online channel review and recommended a roadmap for growth.

Converse Channel Review Australia Ecommerce | Pattern Case Study

Converse Channel Review | Pattern Case Study

Converse Channel Review

Converse is an American shoe company and is run under license in Australia and New Zealand by Conquest Sports (Aust) Pty Ltd. Conquest Sports approached Pattern as they were looking to supercharge the Converse online channel and accelerate its growth by bringing in external expertise to partner with their current team.

- Converse wanted to increase their online channel growth. 

- Converse wanted to increase the conversion on their online channels in ANZ.

Pattern undertook a Strategic Channel Review by analyzing all areas of the business that supported the online store to identify key opportunities. Several high priority changes were quickly identified as either gaps or opportunities to accelerate the channel. On the back of these findings a roadmap for change was delivered, which included a commercial plan outlining the financial and strategic benefits. Following this, Pattern worked on key projects that provided quick but strategically aligned wins to have a direct impact on the site’s KPIs. These included a responsive site redesign of key pages, performance tuning, and changes to the homepage and shopping cart. To help deliver these changes, a dedicated Trading Manager and Digital Designer were allocated to work alongside the existing team in an interim capacity.

After taking on the top 10 changes of the channel review roadmap, converse.com.au experienced a 50% increase in revenue, as well as a 27% increase in conversion rate. "We were immediately impressed with Practicology’s professional approach as they guided us through the process—from the initial business audit through to delivery of key projects identified in the commercial plan. ... We are thrilled to continue this partnership as our online business evolves." – Jonathan Oates, Online Manager at Converse

- Revenue increased by 50% after taking on the top 10 changes from our channel review roadmap.

- Conversion rate increased 27% after taking on the top 10 changes from our channel review roadmap.

Skechers

China D2C Revenue Up 133%

Skechers is a global footwear brand. Pattern's Greater China team helped trade Skechers’ Chinese ecommerce site and increase sales.

Skechers D2C Site in China | Pattern Case Study

Skechers China D2C Site | Pattern Case Study

Skechers is a global footwear brand. Pattern's Greater China team helped trade Skechers’ Chinese ecommerce site.

Skechers D2C China | Pattern Case Study

Skechers' China D2C Site

Since helping Skechers to launch a localized D2C website for China, Pattern has worked with the brand as its D2C trade partner in the region. The challenge has been to accelerate total online sales through a relentless focus on marketing and trading on the site, plus providing excellent customer service to Skechers’ Chinese customers.

- Skechers employed Pattern to be their D2C Trading Partner and help run their China D2C operations.

- Skechers employed Pattern's Greater China team to take care of personalized customer service for their China D2C customers.

Pattern advised on re-positioning the brand, creating an image-driven brand campaign strategy. Designed to differentiate Skechers’ D2C offer from its marketplace presence, the strategy utilized a test-and-learn approach. We managed and marketed to Skechers’ D2C customer database connected to its broader CRM program. Pattern's China team also oversaw content creation and conversion rate optimization, including search engine optimization on Baidu and other channels. We planned and executed on-site merchandising. Our team also operated pre- and post-sales customer service, which is crucial to making sales to Chinese consumers. Lastly, we made recommendations on operational process improvements.

We created an integrated marketing and operation strategy across Skechers’ D2C site and marketplaces. Due to Pattern's efforts, site revenue grew by 133% in 2018, to RMB32 million (US $4.8 million). The site acquires 500 new users every day. Skechers.cn is the third best performing Chinese D2C site for sneakers by sales.

- Site revenue grew by 133% in 2018, to RMB32 million, or US$4.8 million. 

- Skechers' China D2C site acquires 500 new users every day. 

- Skechers.cn is the third best performing Chinese D2C site for sneakers by sales.

- Pattern created an integrated marketing and operation strategy across Skechers’ D2C site and marketplaces.

ANZ Brand China ecommerce case study | Pattern

Tmall Sales Doubled in 1 Month

Pattern's Greater China ecommerce team helped turn around this outdoor brand's struggling Tmall store.

ANZ Outdoor Brand Tmall | Pattern Case Study

ANZ Outdoor Brand | Pattern Tmall Case Study

Our client is a leading outdoor brand in Australia & New Zealand. Pattern's Greater China ecommerce team helped turn around this brand's struggling Tmall store.


ANZ Outdoor Brand in China

This leading outdoor brand in Australia & New Zealand was invited by Tmall Global to open a store in late 2017. By Sept. 2018, the Tmall store faced closure due to its low sales and Tmall seller score. It was hard for the brand’s internal team to benchmark how its local Chinese trade partner was performing against expectations. The brand asked Pattern to audit its Tmall operation and Chinese marketplace trading partner to provide advice on best practice.

We audited the existing operation against Pattern’s Tmall scorecard. We recommended quick wins to drive operational efficiency and immediate sales performance improvements within one month. After the audit was completed, the brand engaged Pattern as its new Tmall trading partner, including carrying out the operational turnaround plan and managing its Tmall search and display marketing.

In the first month after Pattern took control of this brand's Tmall store, sales increased by 250%. Sales in November (including Singles Day) increased by 188% year on year. The brand’s Tmall seller rating improved compared to its peers’ scores. Marketing efficiency improved by highlighting lifestyle imagery, rather than just product imagery—display ad click-through rates grew by more than 50%. Alibaba invited the brand to extend its store contract for another year.

Case Studies

Let’s Talk