ESW
15 Case Studies
Case Study: L.K. Bennett boosts global DTC growth and checkout conversion with ESW
A ESW Case Study
L.K. Bennett boosts checkout conversion 14.5% with ESW
A premium fashion retailer, L.K. Bennett, faced mounting pressure from new U.S. import tariffs. Duties calculated on full retail prices were eroding margins, while unexpected fees at checkout hurt consumer confidence and conversion. The retailer, which operates a global direct-to-consumer ecommerce business but had no local U.S. entity, needed a new operating model to reduce tariff exposure and compliance complexity without compromising the customer experience.
Partnering with ESW, the retailer implemented its B2B2C Merchant of Record model. ESW purchased goods at wholesale price for U.S. operations, lowering the duty calculation base, and assumed all legal and tax compliance. This allowed for fully landed, transparent checkout pricing. The solution led to a +50% quarter-over-quarter sales growth increase, a +34% rise in monthly order volume, and a +14.5% boost in checkout conversion rates, turning tariff pressure into a scalable competitive advantage.
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