Mountain Warehouse Case Study

Looking to grow

How marketplace diversification helped the UK’s largest specialist outdoor retailer to boost conversion and grow sales in the UK and abroad.

Challenge

Reliance on Amazon

Mountain Warehouse sells outdoor equipment in over 330 stores worldwide, but its online marketplace activity was very weighted towards Amazon, with sales under-performing on eBay and other sites. When Tesco marketplace closed, Mountain Warehouse decided to grow sales on new platforms, but they needed support setting up and managing new marketplaces alongside growing the eBay business.

Emanaged’s expertise has been instrumental in helping us accelerate growth on new and existing marketplaces.

Steven Wait, Head of Marketplace, Mountain Warehouse

Approach

Diversification

Emanaged created and implemented a tailored launch plan on new and existing channels, such as eBay and Catch.au. Having reconfigured their listing management system and improved their operational processes, Emanaged also advised on eBay promotions, improved branded content and optimised listings.

10%

Sales mix of new marketplaces within six months

25%

YoY increase in conversion rates

276%

International sales growth

Outcome

Greater exposure and sales

Diversifying Mountain Warehouse’s marketplace mix enhanced awareness of their brand and products. In just six months, new marketplaces accounted for 10% of channel sales, while over the year, average channel growth rose 90%. What’s more, the new approach led to a 25% YoY increase in conversion rates and a 27% YoY increase in non-UK sales.

Dobell Case Study

How a new international marketplace strategy led to Dobell increasing its YoY sales growth by 150% across all channels.

Get In Touch Get In Touch

Oliver Bonas Case Study

How a clear and dedicated marketplace strategy helped one of Britain's best-loved independent lifestyle stores to almost triple its online sales.

Get In Touch Get In Touch

Nisbets Case Study

How specialist support helped Europe's largest supplier of catering equipment to increase its average conversion rate on eBay by 190%.

Get In Touch Get In Touch

WooWoo Case Study

How a prioritised marketplace launch helped a pioneering feminine care products supplier grow average sales by 500% and boost EU sales by 1,900%.

Get In Touch Get In Touch

Pai Skincare Case Study

How a strategic reset on Amazon enabled Pai Skincare to increase UK and EU sales.

Get In Touch Get In Touch

Feelunique Case Study

How adaptability to product and seller requirements helped improve listings and speed up onboarding on one of Europe’s leading premium beauty marketplaces.

Get In Touch Get In Touch