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Případovka Ovečkárna: Zdvojnásobili jsme obrat na 40 milionů korun

April 25, 2020, Petr Bureš

Spolupráce s Ovečkárnou začala na začátku roku 2019. Přicházeli k nám s tím, že současná agentura už nevidí prostor k růstu. My jsme prostor našli a pořádně ho využili. S firmou se nám povedlo vybudovat unikátní vztah a díky tomu jsme schopni pomoct mnohem více než jen v PPC.

Ovečkárna působí na trhu od roku 2011 a zabývá se prodejem výrobků z ovčí vlny a přírodních materiálů. Zároveň vyrábí produkty pod vlastní značkou “Ovečka Vlnka“.

Hlavní výzvy spolupráce byly:

  1. Najít prostor v růstu a překonat limity, které viděla předcházející agentura
  2. Nastartovat export
  3. Nebýt závislí na jedné sezóně, prodávat celoročně

K výzvám jsme se postavili čelem a brzo jsme viděli první výsledky.

Zakladatel Ovečkárny Martin Bernátek to okomentoval ve videu na Mladém Podnikateli: “Za poslední rok firma roste enormně. Já to přisuzuju 2 věcem: tomu, že jsme změnili firmu, která se nám stará o marketing, a sebevzdělávání.” Meziročně se nám podařilo zdvojnásobit obrat eshopu na 40 milionů korun. Export v prvním čtvrtletí 2020 tvořil dokonce 40 % obratu.

Poznámka: data za 2020 jsou pouze za 1.čtvrtletí

Jak se nám to povedlo?

Byla to kombinace mnoha faktorů, velkou měrou k tomu přispěl i samotný sortiment e-shopu.

My jsme se v digitálním komunikaci a marketingu zeměřili na tyto 3 věci:

  1. Nastavili jsme si roli jednotlivých marketingových kanálů v mixu a alokovali jsme více peněz do sociálních sítích: Zasáhli jsme výrazně více lidí než ve vyhledávání Googlu, kde jsme bojovali s malým objemem vyhledávání. Do té doby byl na FB spuštěný jen remarketing, my jsme se zaměřili na akvizici. Aktuálně sociální sítě tvoří 30 % obratu (předcházející rok to bylo jen 5 %). Stále testujeme různé cílové skupiny a cizelujeme cílení. Jak nad strategickým uchopením přemýšlíme najdete i v našem dalším článku “Strategický pohled na PPC” u nás blogu.
  2. Vytěžili jsme vyhledávání: poctivě jsme hlavně v zahraničí pokryli vyhledávací dotazy. Do té chvíle běžely pouze DSA kampaně. Shopping kampaním jsme dali větší prostor a pečlivě jsme sledovali výkon téměř na úrovni produktu. Rychle jsme reagovali, pokud jsme viděli, že si v nějakém segmentu dobře vedeme a je tam prostor pro růst.
  3. Pomohli jsme s nastavením brandové komunikace: k tomu byla přizvána agentura Creepy (která odvedla především v kreativě skvělou práci!). Pokud jsme měli více investovat do budování povědomí, tak to bylo klíčové. Vznikla kompletní marketingová strategie a tomu přizpůsobený brand manuál . Nastavili jsme si vizuální styl všech kreativ a proces vytváření materiálů, abychom byli rychlí, ale zároveň si zachovali flexibilitu. Nová komunikace se propsala nejen do webu, ale napříč dalšími online i offline kanály. Všechny akce, které se tvoří, odpovídají tonalitě značky:

a) Příklady kreativ a komunikace na sociálních sítí

b) Příklad komunikace na webu

S firmou jsme postupně šli stále více do hloubky.

Odkryli nám své finanční řízení. Díky tomu jsme byli schopni ještě lépe validovat cíle a plánovat priority v kampaních, investicích nebo v naší práci, kterou pro Ovečkárnu děláme.

Nastavili jsme společně jak webovou analytiku, tak pracujeme i na produktové analytice. Na měsíční bázi sledujeme metriku EBITDA. Analyzujeme také, jak se daří akvizici nových zákazníků versus retenci. Pomáháme dokonce i s plánováním sortimentu i v kontextu vlastní značky.

Jdeme tak výrazně nad rámec klasické správy PPC k řešení všech 4P a i datově řízenému marketingu. Je to klíčová kombinace pro správné plánování cílů a priorit celé spolupráce a v konečném důsledku úspěchu firmy jako takové.

Úspěch potvrzují nejen čísla, ale také spokojení zákazníci a ocenění, které se Ovečkárně podařilo získat v anketě Heureka SHOP ROKU v České republice (1. místo v Ceně Heureky) i na Slovensku (2. místo v ceně Heureky).

Tato spolupráce funguje skvěle, protože na obou stranách je velká důvěra, upřímnost, chuť makat, testovat, učit se, naslouchat a posouvat se.

Cílem pro letošní rok 2020 je obrat 66 milionů Kč, což je meziroční růst o 65 %. Čeká nás tedy stále hodně práce.

Děkujeme celému našemu týmu (hlavně Kátě Ondračkové a Karin Stanové 🙂 a Ovečkárně (jmenovitě Martinovi Bernátkovi a Adamovi Fialovi) za spolupráci! A přejeme dál jen to nejlepší.

Petr Bureš

Petr loves digging deep into everything. He is a data miner, a hunter for insights, and systems geek. He will surprise you by always going that extra mile. His keyword analysis predicts the future and makes your website informational architecture dazzle visitors and search engines.
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