Case Study: Balsam Brands achieves a 3.4% gross margin uplift and improved holiday sellout with Competera

Balsam Brands - Customer Case Study

Balsam Brands is a US‑based online retailer of luxury artificial Christmas trees and seasonal décor (≈$200M annual revenue) whose business is extremely seasonal (around 80% of sales in the last three months). Facing a labor‑intensive, Excel‑based repricing process (two pricing managers spending ~12.5 hours weekly) and the need to hit sellout goals without unnecessary margin cuts, Balsam Brands engaged Competera for an automated, data‑driven pricing solution.

Competera implemented its Price Optimization platform—using predictive models, a Sellout Manager and weekly markdown repricing campaigns validated via a backcasting PoC—to generate demand‑driven discount recommendations. Competera’s solution produced roughly a 3.4% gross margin uplift and over 3.5% revenue growth, delivered 24,000 price‑reduction recommendations across 12 weekly repricing cycles, improved sell‑through forecast accuracy (Trees +16.2%), and reduced routine work time for the pricing team.

Balsam Brands

Joyce Lin

Sr. Ecommerce Business Manager