Lovehoney Case Study

Looking to grow

How specialist marketplace knowledge helped Lovehoney start selling restricted goods on marketplaces and boost international channel sales by 170%.

Challenge

Restricted goods

Lovehoney is the UK’s favourite adult store with almost 300,000 product reviews listed on their site. Lovehoney wanted to start selling on marketplaces, but due to the nature of their business, they found constant roadblocks with restricted goods and struggled with heavily-restricted product categories.

Emanaged has a lot of marketplace knowledge and experience, which was a huge help for us when we were launching new marketplaces.

Sally-Anne Shortman, Marketplace Manager, Lovehoney

Approach

Specific marketplaces

Emanaged selected specific marketplaces that suited Lovehoney’s target audience and products, including closed marketplaces needing approval. Emanaged explained the sensitivity around Lovehoney’s products and supported them consistently with their listing management, troubleshooting and overall performance to ensure the channel had a running start.

170%

YoY growth in channel sales in Year 2

80%

Increase in Buy Box ownership

6

Regions selling Lovehoney goods

Outcome

International sales growth

Thanks to Emanaged’s targeted approach, Lovehoney was soon selling its products across six regions in Europe, North America and Australasia. This grew international channel sales to six figures per month within the first year, boosted its Buy Box ownership by 80% and increased total channel sales by 170% year-on-year.

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