Quadrupling online sales for a French fine-food house
Client: A French fine-food house trading since 1921: spices, condiments, preserves and delicacies, sold across Europe.
My role: Strategic advisor, through my consultancy
The challenge: Build fresh momentum after Covid, with online as the growth engine
The result: Online sales from around €250K to €1M in eighteen months
What I launched: A new online growth plan and the performance marketing to deliver it
Sound familiar?
You know there is more growth in your online channel than you are getting.
You have a wide range, and everything gets the same push online.
Ad spend goes out every month, but nobody could say which customers it is for.
Where they were
The house has sold fine groceries since 1921, with products prepared and packed in France and sold across Europe through its own online shop. After Covid, the business was ready to build fresh momentum, and online was the obvious engine. It was selling around €250K a year online, with plenty of room to grow once it had a clear focus.
How we worked
Listening first
Rather than start with a campaign, we started with a workshop to pin down what the business really needed. It gave us the two questions that mattered: who should the merchant be selling to online, and with what?
Deciding together
We identified the customer segments with the most potential online, reviewed every product category, and matched the categories that best fitted those customers. Those became the range to push online.
Going further
We did not stop at recommendations. On the back of the workshop, we ran the performance marketing ourselves, so the decisions from the room were the ones that reached customers.
What changed
Online sales quadrupled, from around €250K to €1M, in eighteen months
A clear online focus: priority customer segments and the categories that serve them
What it means for your business
When sales drop, the instinct is to spend more. The faster route is usually to decide who you are really for online, and to lead with the products they want.
Is your online channel focused on the right customers? Take the free two-minute Growth Check and see where you score.