Competitive through pricing strategy: the path to a 20% increase in sales
In eCommerce, it is more difficult than ever to stand out – especially for companies with an extensive range such as office supplies. A leading Polish online retailer was faced with precisely this challenge. Although it already offered a wide range of products from stationery to electronics, it was struggling with low conversion rates, inefficient pricing and underutilized advertising budgets.
In order to overcome these challenges, he enlisted the professional support of Dealavo. Thanks to the price analysis specialist from the JTL Group, he achieved a 20% increase in sales of high-demand products within three months. In addition, he improved his margins and implemented a sustainable, automated price and promotion system. This success story shows that modern online business can no longer do without sound data analysis – especially when it comes to prices. The challenge: untapped potential and operational gaps.
The retailer faced several interrelated challenges. They lacked a clear segmentation of products, which made it difficult to identify which items were more traffic drivers and which were high-value complementary products. In addition, they had to contend with a long list of competitors with limited resources. There was no capacity to refine the pricing strategy.
Poorly performing product listings on sales platforms such as online stores and marketplaces, wasted advertising budgets and slow decisions in product range planning were the result.
Strategic partnership: from insights to implementation
The retailer was already using Dealavo’s pricing platform and expanded the collaboration to include the company’s strategic consulting services. The aim of this partnership was to establish a leaner, data-driven way of operating based on three core priorities: more traffic, better margins and more efficient processes.
The first step was to identify which products were already receiving attention, which had untapped potential and which popular items were completely missing from the range. Using web analytics and sales data, Dealavo developed automated pricing rules tailored to each product group for the client. Price changes were introduced cautiously – initially on underperforming, low-risk products, and then gradually rolled out to other products as the data confirmed success.
In parallel, Dealavo supported the client in the customer review of new product opportunities through ad-hoc reports based on EAN codes. These reports provided immediate insights into market prices, competition levels and answers to the question of whether it was worth adding to the range. As a result, the team no longer acted on speculation and minimized the risk of bad investments in unprofitable stock.
Increase shopping cart value with intelligent product bundles
As traffic increased, the company moved on to the next goal: maximizing the value of each transaction. Dealavo analyzed buying behavior to find out which items were frequently purchased together. Some combinations, such as staplers and matching staples, were obvious. Others – such as different types of tea or milk variants for office kitchens – were only uncovered through in-depth data analysis.
These findings were used to put together product bundles and integrate them directly into the online store. The success was not long in coming. Customers were now able to make their purchasing decisions more easily, increasing the average order value. The team also identified trends in repeat purchases and recommended quantity-based promotions that increased both conversion rates and customer satisfaction.
Smarter advertising with the ROAS Booster
There was also a lot of potential for optimization in the area of advertising. Like many eCommerce companies, the client was pursuing a broad campaign strategy, but had little clarity about which segments were actually generating returns. Dealavo introduced the ROAS Booster tool, which dynamically allocated advertising budgets based on price competitiveness and margin data. High-potential products were given more visibility, while less profitable or overpriced items were removed from focus. This strategy led to significant improvements in return on ad spend (ROAS).
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At one point in time, the retailer was tracking the price trends of over 18,000 competitors. This generated noise rather than useful insights. Dealavo helped the team focus on the ten most relevant competitors in each product category. By concentrating on the most influential competitors, the client was able to monitor price trends and promotional strategies in a more targeted way and avoid unnecessary price wars.
Automation and seasonal forecasts
To ensure long-term sustainability, Dealavo supported the retailer in automating key processes – including repricing, competition monitoring and the implementation of promotional measures. This relieved the internal team of manual tasks and allowed them to focus on strategic decisions.
In addition, Dealavo used historical data to predict seasonal trends. For example, the team identified when seasonal bundles such as chocolate gift boxes were gaining popularity. Campaigns were launched at exactly the right time and captured demand when customer interest was at its peak.
Results: Tangible growth and sustainable change
Within three months of implementation, the retailer had already achieved significant success:
– Sales increase of 20% for the most popular products – Improved margins – Increased efficiency of advertising measures – Strategic expansion of the product range through targeted data analysis
By combining the insights gained and automation tools with a dedicated management team on the client side, the company developed into a more competitive, agile, and profitable player in the market thanks to Dealavo.
From operational problem to strategic solution
This case study impressively illustrates that success in eCommerce does not depend solely on a suitable product range. What is crucial is how prices are structured, offers are marketed, and processes are managed. With the support of Dealavo and its price monitoring tool, the client was able to not only eliminate operational weaknesses but also transform them into strategic competitive advantages.
Thanks to the analysis of popular products and the introduction of automated pricing and promotional measures, the store was able to significantly increase traffic and sales of popular items.
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