Case Study: Pure-play outdoor sporting goods e-tailer boosts customer engagement with Emarsys AI

Pure-Play E-Tailer Boosts Customer Engagement with AI

A Texas-based pure-play outdoor sporting goods e-tailer with a 25-year history, roughly $180M in annual revenue and a 5M-contact database struggled to scale personalization across 500,000+ SKUs. Relying on broad one-to-many segmentation and a platform that couldn’t leverage customer data, the company lacked the headcount and tools to drive more relevant customer engagement and feared revenue plateau or erosion.

After a pilot with Emarsys—feeding three years of historical data into Smart Insight and AI-driven campaigns—the retailer automated replenishment, Send Time Optimization and subject-line A/B testing to personalize outreach at scale. The changes reduced email management from hours/days by two people to 20 minutes by one, drove a 4–5% lift in opens and 9% in CTR from STO, a 12% increase in opens and 8% in CTR from subject-line testing (with a 56% lift for browser abandonment), generated hundreds of thousands in incremental revenue from replenishment, and delivered rapid, strong ROI.

Pure Play Company