Skinlabo is Italy’s first digitally native, direct-to-consumer skincare brand. Back in 2016, founder and CEO Angelo Muratore had the idea of making high-quality affordable cosmetics available to everyone: "The business was essentially born out of market demand. At the time, you just couldn’t find competitively-priced beauty products online. We also saw an opportunity to offer personalized beauty consultations. Having that service online became a pillar of our business model and allowed us to gain a unique foothold in the industry."
Since it was established, SkinLabo has acquired their customers exclusively through their online channel. That’s without the help of any intermediaries. And as you’ll soon find out, a key ingredient in that success has been their ability to adapt their growth strategy by keeping a pulse on customer feedback.
So what sets this pioneering brand apart and how did Candy Rack help SkinLabo take that extra step?
Firstly, all SkinLabo products are of the highest quality. Secondly, because SkinLabo is a direct-to-consumer brand, they’re able to offer products across their range at affordable prices. And last but not least, they provide a beauty consultancy service, which gives customers a level of personalization they just can’t get via third-party retailers or with online marketplaces!
Nurturing this direct relationship is the hallmark of SkinLabo’s customer service model. While marketing for profit might be the be-all and end-all for some, SkinLabo have committed to developing a real connection with each customer based on loyalty and trust. And that all starts with making the store experience as rewarding as possible.
Considering SkinLabo’s digital niche in the e-commerce beauty industry, most of their customer acquisition costs go on marketing. In other words, selling only one product per order was never going to be a viable option in terms of growing the business.
Above all, SkinLabo knew they needed a solution that would increase their average order value. They also understood one of the most effective ways of achieving this was to offer upsell and cross-sell products.
SkinLabo began the search for an appealing, intuitive pop-up display that would encourage customers to upgrade their skincare routines. Another requirement was to make sure that the process of finding complementary products would be as seamless as possible. That meant displaying targeted upsell and cross-sell offers at the right time.
SkinLabo needed their upsell plugin to be three things. Effective, user-friendly and visually appealing. Candy Rack fitted the bill on all fronts.
The pop-up displayed the right offers at the right time. It was slick, simple and non-intrusive. Plus, it integrated effortlessly to match the storefront design as if it was an integral element from the very start.
Flexibility was also important. With Candy Rack, SkinLabo were able to adjust headings to synchronize with products displayed and added to the cart.
In just one year, SkinLabo racked up staggering hundreds of thousands of euros using the upsell power of Candy Rack.
“We’re really impressed with the results and how Candy Rack has performed for our business,” says SkinLabo Executive Assistant Lorenzo Di Rosa.
The SkinLabo store features over 150 upsell and cross-sell offers. Some have earned as much as a 5% take rate.
Bonus - 7 Great Upselling Tips from SkinLabo
1. Track which products are frequently bought together
2. Keep it simple both frontend and in the admin
3. Limit the CTA options - “Add” or “Continue” and nothing else
4. Create an attractive heading
5. Listen to your customers. Conduct surveys to gather feedback.
6. Make customers feel like they’re getting good value
7. Use Compare at price on Shopify to display savings on items without using a discount code
As we have seen, SkinLabo has scored a major e-commerce win leveraging Candy Rack. They’ve discovered how upselling can help grow average order value and take rates with relatively little marketing effort or investment. Understanding which offers yield the highest return has driven SkinLabo’s net new business and kept loyal customers coming back for more.
Try Candy Rack For Yourself
Trusted by over 4,000 online businesses, Candy Rack allows merchants to create custom upsell & cross-sell offers in just a few simple steps. Our super-effective pop-ups have helped stores increase sales by up to 30%. So what are you waiting for? Discover the one-click upsell app for all your collection and product pages and go live today!
Candy Rack is priced from $49.99 per month. You can also start a 14-day, risk-free trial.