eCommerce Growth
From Failing DTC Channel to 40% YoY EBITDA Growth
We didn’t just patch the problem, but rather we rebuilt the engine. We drove EBITDA growth.
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What happens when your direct-to-consumer channel starts dragging down margins instead of lifting them? We were brought in by a PE-backed consumer brand facing just that, a costly, underperforming DTC operation that was eroding EBITDA and underdelivering on growth.
Reengineering the Foundation
- Conducted an end-to-end audit of DTC unit economics, customer acquisition cost (CAC), and channel contribution
- Shut down unprofitable campaigns, realigned the media mix, and negotiated performance-based vendor contracts
- Created a unified view of customer behavior across eCommerce, fulfillment, and support touchpoints
Modernizing the Platform & Experience FOR EBITDA GROWTH
- Replatformed the eCommerce site with mobile-first UX and conversion-optimized design
- Built out personalized merchandising and first-party data capture across the funnel
- Reduced site speed load time by 52%, lifting conversion rate by 18%
Seamless post-deal integration, DRIVE SYNERGIES AND EBITDA GROWTH
It was paramount to ensure a seamless post-acquisition integration between systems, processes, and talent. The deal model assumed no loss of revenue or EBITDA during the transition and rather deliver better EBITDA through cost synergies. We delivered on these objectives. Read more about this journey here.
Revenue Growth, Margin Expansion = ABSOLUTE EBITDA GROWTH
- Scaled profitable channels (email/SMS, affiliate, and branded search) and eliminated low-ROAS programs
- Implemented predictive inventory analytics to cut stockouts and excess holding costs
- Reduced CAC by 27% while increasing average order value by 22%
OUTCOME: 40% YoY EBITDA GROWTH
Within 18 months, the business went from a DTC liability to a key driver of profitability, delivering 40% YoY EBITDA growth and laying the foundation for omnichannel expansion.
If your digital channel is underperforming (or worse, hiding losses) Demystify Consulting can help you engineer profitable eCommerce growth.
Keep reading
Three things this piece sets up but does not finish.
CRO track
Pricing and packaging
Killing unprofitable campaigns fixes the spend side. What the product should cost is the other half of the margin.
CDO track
eCommerce replatforming
The platform experience was modernized here. When that means a replatform, and when it does not.
CDO track
Post deal integration that doubled EBITDA
The synergy case this piece gestures at, run in full after a close.
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If this reflects the kind of work you need, it might be time to bring in a leader who has done it before.
This is one example of the CDO track.
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