Originally starting as a closeout furniture sale store, Pottery Barn first opened in 1949 in lower Manhattan. Since then, the company expanded to include kitchen ware, home décor, and bedding while still maintaining their quality furniture selection. With a wide range of price points for their merchandise, Pottery Barn set out to identify how to more efficiently target their customers.  

Strategy: To balance bigger ticket items such as couches and beds with the lower prices items such as bedding and pillows, different marketing approaches were taken for those in different stages of the buying cycle. To get the brand top of mine lower priced items were used to bring in new customers to the site. This increased website traffic and the overall database of customers to reach for the larger priced items in the long term.  

Tactics Used: Paid search, native advertising, video advertising, audience targeting, mobile advertising, email lead generation

Results: Generated over $2 million in online revenue