Profit growth and
premiumisation
The difference we make
8%
growth in retail sales
30%
increase in online sales
7x
growth above market rate
Established in 1886, Whittard were a traditional tea and coffee brand with a strong desire for reinvention and rejuvenation.
We give the Whittard of Chelsea team actionable insight into their customer behaviours, enabling customer-centric decision-making and fuelling a 30% growth in sales over 3 years.
In detail
Data capture
Improved in-store data capture by doubling linkage rates and enhancing insight
Premiumisation
Reassessed pricing and promotional activities to drive brand premiumisation
Customer initiatives
Proved incremental impact of segmented customer initiatives to fuel growth
Product sampling
Supported sampling roll-out to drive footfall and increase average order value
Nurturing programmes
Developed nurturing and reactivation communications plans to reduce lapse rates
The Results
8% increase in retail sales: From 2019-2020, retail sales increased by 8% – much higher than the retail market rate.
30% increase in online growth: increased profit from new customer acquisition by building targeted, data-driven marketing campaigns to optimise spend.
Increased AOV: Boosted footfall, sales, and profit by reducing online discounts and delivering store-focussed initiatives.
