Case Study: Science in Sport achieves 33% email-driven online revenue and higher average order values with dotdigital

Using email to improve performance

Science in Sport, a sports‑nutrition brand used by elite athletes, wanted to move beyond niche retail and better monetise its c.80,000‑name customer base. After new ownership they found website, email, CRM and analytics were fragmented and email was largely used for discounting, so they needed a fully integrated, multichannel approach with stronger segmentation and behavioural insight.

They implemented dotmailer, integrating it with Salesforce and Google Analytics, tracked web and email behaviour (including abandoned baskets), and split communications into a weekly promotional email plus a science‑focused newsletter. Email’s share of online revenue rose from ~19% to 33% (May–Dec), average order value increased from £26 to £38 (+26%), and overall sales grew 23% year‑on‑year (versus an 8% industry average).

Science in Sport

Ashley Read

Marketing Director