SEGA June 3, 2019

How a Body Cream Brand Survived the Winter Nightmare and Boosted Sales by 400%

This body cream brand,  had consistently struggled during the fall and winter months since its creation.

Task

Rebuild a unified visual system for the advertising agency, made of steel which can change the world in a while.

  • Strategy

    Brand Strategy, UX Strategy

  • Design

    UI/UX Design, Art Direction

  • Client

    Envato

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Client Background

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This body cream brand had a strong foothold in the beauty market but faced challenges when entering the winter season, a notoriously difficult period for skincare sales. Seasonal dips, limited customer loyalty, and over-reliance on discounts had left the brand in a sales plateau. Seeking a long-term solution, they partnered with Floca Media and enrolled in the SEGA Program (Sustainable E-Commerce Growth Approach) to revitalize their strategy.

ransforming Challenges into Growth Opportunities

Timeline of Progress with the SEGA Program

Phase 1: Discovery and Setup (Month 1)

Data-Driven Analysis

We identified customer behavior patterns, seasonal roadblocks, and inefficiencies in the brand’s e-commerce funnel.

Foundation Building

Implemented advanced Media Buying campaigns to collect valuable data while setting up retention-focused email marketing workflows.

Customer Segmentation

Identified high-value customers and created tailored messaging to address their specific needs and pain points.

Key Outcome: Established a strong foundation for customer retention and began shifting focus from seasonal buyers to long-term loyal customers.

Capabilities

Optimization and Initial Growth

AOV increased by 20%, and the loyalty program started converting first-time buyers into returning customers.

Perceived Value Strategy

Refined the brand’s messaging to highlight product benefits beyond price, emphasizing quality, trust, and long-term skin health.

Improved Average Order Value (AOV)

Introduced product bundles and cross-selling strategies, encouraging customers to purchase complementary items.

Retention Tactics

Launched a loyalty program to reward repeat customers and improve retention rates.

Months 4–6

Expansion and Scaling

  • Enhanced Paid Media Performance: Optimized ad creatives and targeting strategies across Google, Meta, and TikTok to maximize ROAS while focusing on long-term profitability.
  • Email and SMS Campaigns: Rolled out personalized communication strategies to engage existing customers and nurture new ones.
  • Customer Experience Improvements: Addressed pain points in the e-commerce journey, streamlining the checkout process and reducing cart abandonment rates.

Key Outcome: Sales rose steadily, with a 400% increase in revenue compared to the previous winter season.

Month 7 and Beyond

Sustained Growth and Retention

LTV increased by 35%, and the brand established a loyal customer base that sustains growth beyond seasonal fluctuations.

  • Data-Informed Growth Loop: Used ongoing insights from Media Buying campaigns to refine strategies, further increasing LTV and conversion rates.
  • Community Building: Fostered a sense of community around the brand’s purpose, encouraging organic word-of-mouth growth and UGC (User-Generated Content).
  • Seasonal Resilience: Developed a strategy to minimize the impact of future seasonal slumps, ensuring consistent performance year-round.
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The SEGA Difference

Unlike quick-win tactics that focus on short-term sales spikes, SEGA addressed the root issues of the brand’s growth challenges. By focusing on retention, perceived value, and sustainable scaling, Floca Media helped the brand:

 

 

  • – Increase AOV through product bundling and upselling.
  • – Boost customer retention rates with personalized loyalty programs.
  • – Improve conversion rates by optimizing the e-commerce experience.


  • Drive sustainable, long-term growth by leveraging data-driven insights.

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