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Greg Norman Collection

Challenge

Greg Norman Collection is an iconic golf apparel brand that has been in business for 30 years. For much of those 30 years, Greg Norman Collection has operated as a B2B company that sells to golf shops and other retailers in 50 countries around the world. In 2011, they set up a small ecommerce presence that was managed by a third party but did not see it as a major revenue channel until recently. In 2016, they brought their ecommerce website in-house and focused on turning it into a legitimate sales driver.

Their main challenge was the competition from all of the other retailers that sell the Greg Norman Collection brand. To address this head-on, they sought out partners that could help them maximize their site traffic and bring qualified shoppers to them as opposed to all the other places where Greg Norman Collection apparel can be found.

Solution

Greg Norman Collection had been using another provider for retargeting, AdRoll, but after not seeing the results that were initially promised, they switched to Criteo Dynamic Retargeting. Since moving to Criteo, the brand has seen a drastic improvement in visits and sales, for an excellent ROAS.

Like many other retailers, Greg Norman Collection sells a variety of products and wanted to stay relevant to consumers while staying on brand. Criteo’s specialty is displaying product recommendations in dynamic ads, and Greg Norman Collection also leveraged their branded images to promote their loyalty program and drive repeat purchases.

Results were so impressive that the upper management removed the budget cap and allowed the retargeting program to run at its full potential for their target goal.

Greg Norman Collection was also one of the early beta clients for Criteo Customer Acquisition, which helped them find and drive new users to the website. They had tried other prospecting products, but quickly turned them off due to lack of performance. Criteo Customer Acquisition, on the other hand, started driving results right away, delivering impressive returns for minimal spend.

In addition to the exceptional results, the team was highly impressed with the knowledge and professionalism of their Criteo Account Strategy team, Accelerate. Their responsiveness and guidance were key to the program’s success.

How it works

Criteo Dynamic Retargeting:

  • Highly personalized ads showed products that a shopper was most likely to be interested in, when they were most likely to buy.
  • Ads were focused on those who were most likely to convert by accurately predicting purchase intent, using an anonymous cross-device understanding of each shopper’s behavior across all devices, browsers and apps.
  • Ads seamlessly connected with every shopper across devices, apps, and the web through insights from our pooled data and the 1.2 billion shoppers we see each month.
  • Campaigns were continuously optimized to remove ineffective placements and focus on high-potential shoppers based on conversions, not just clicks.

Criteo Customer Acquisition:

  • Foster maximum engagement by analyzing aggregated shopping and browsing events across a pool that covers 74% of the world’s online shoppers, only targeting highly relevant shoppers with a high propensity to convert.
  • Apply a unique score for each shopper with the highest propensity to buy by granularly distinguishing new shoppers from existing customers across devices, browsers, and apps with Criteo’s shopper-focused identity graph.
  • Deliver user-centric personalized product recommendations by applying Criteo’s proven product recommendation and machine-learning technology across your acquisition campaigns at a granular shopper-level.
  • Benefit from a performance, CPC-based, acquisition solution and drive maximum ROI, paying only when relevant prospects engage with your Criteo Customer Acquisition campaign.
  • Enjoy superior campaign performance as a result of extensive shopper reach, continuous shopper understanding, mass personalization at scale, and unparalleled publisher reach.

Outcome

  • 3:1 ROAS
  • +72% uplift for sessions ending in sales
  • +50.8% time on site uplift
  • +1028.2% uplift in purchase completion (for users who generated a cart event and later engaged a Criteo ad)

“Since switching to Criteo our retargeting campaigns just continue to get better and better. The responsiveness and support of the Criteo team has been huge to our success. Criteo’s response time is incredible—they always get back to us in 24 hours or less—and the Account Team is always friendly and knowledgeable. It’s a no brainer for me to recommend Criteo to colleagues.”

“AdRoll was not providing an accurate reporting model and the transparency we were looking for. We feel Criteo’s CPC model brings greater benefits to our business. The majority of our marketplace has switched from AdRoll to Criteo and are seeing better results. We view Criteo as a trusted partner who understands our business challenges.”

–Brendan Tracy, Director, E-Commerce & Marketing, Greg Norman Collection

3:1

ROAS

+72%

uplift for sessions ending in sales

+50.8%

time on site uplift

+1028.2%

uplift in purchase completion (for users who generated a cart event and later engaged a Criteo ad)