Scaling PPC for garden retailer Sarah Raven
Scaling PPC revenue by 344% for garden retailer Sarah Raven

Our work for Sarah Raven cleaned up at industry awards in 2021/22. Winning 2 UK Search Awards, A silver medal at the Global Search awards, Best Paid Search campaign at The Drum Digital Advertising Awards and Best B2C campaign at the Drum Search Awards.

Our work for Sarah Raven cleaned up at industry awards in 2021/22. Winning 2 UK Search Awards, A silver medal at the Global Search awards, Best Paid Search campaign at The Drum Digital Advertising Awards and Best B2C campaign at the Drum Search Awards.

0%

INCREASE IN SEARCH & SHOPPING REVENUE

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REDUCTION IN COST PER ORDER

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ROAS INCREASE

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Sarah Raven Case Study

 

 

OBJECTIVES

  • Grow YoY revenue through PPC and Shopping by 10%

  • Increase new customer acquisition by 15%

  • Reactivate dormant customer accounts

  • Increase incremental spend

Sarah Raven - Ecommerce PPC Case Study
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OUR STRATEGY

 

As the products are living/perishable, seasonal targeting was required. A comprehensive keyword strategy with 20,000+ keywords was required for an ever-changing inventory.

We used a multi-tiered approach for reaching new customers – using existing audience segments to reach high-value multi-buyers, and created additional tiers of communication for instant converters, slow converters and in-market.

All products with keywords researched, however volume of terms required meant effective management would prove tough and a number would fall under the “limited search volume” category.

 

Therefore we built specific campaigns:

  • Historical top-performing products, scheduled to run at peak purchasing times.

  • Overarching generic keywords covering common search terms.

  • Dynamic search ads covering niche products, generating impressive results on products that weren’t previously identified.

 

We built two bespoke tools to assist with this project; a share of voice (SOV) tool and a bespoke crawler.

Our unique share of voice tool tracked SOV for both organic and PPC visibility which enabled us to react to the data collected. The SOV tool also highlights areas where Organic Search visibility is low compared to competition, which again can assist us in our targeting strategy.

OUR STRATEGY

 

As the products are living/perishable, seasonal targeting was required. A comprehensive keyword strategy with 20,000+ keywords was required for an ever-changing inventory.

We used a multi-tiered approach for reaching new customers – using existing audience segments to reach high-value multi-buyers, and created additional tiers of communication for instant converters, slow converters and in-market.

All products with keywords researched, however volume of terms required meant effective management would prove tough and a number would fall under the “limited search volume” category.

 

Therefore we built specific campaigns:

  • Historical top-performing products, scheduled to run at peak purchasing times.

  • Overarching generic keywords covering common search terms.

  • Dynamic search ads covering niche products, generating impressive results on products that weren’t previously identified.

 

We built two bespoke tools to assist with this project; a share of voice (SOV) tool and a bespoke crawler.

Our unique share of voice tool tracked SOV for both organic and PPC visibility which enabled us to react to the data collected. The SOV tool also highlights areas where Organic Search visibility is low compared to competition, which again can assist us in our targeting strategy.

 

THE RESULTS

  • From 1st August 2020 to 31st July 2021, we increased site revenue by 69%.

  • Increased new customer acquisition by 189%

  • Paid Media % of site revenue grew from 6.6% to 27.2% (vs. target of 18%).

  • Incremental spend per customer increased by 26% (vs. target of 15%).
Sarah Raven Results
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“The Honchō team was an excellent support throughout Q4, our busiest time of the year. Through strategic search, shopping and social campaigns, Honchō helped us to achieve some fantastic results.”
ANDREW SHAPIN
CHAIRMAN
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