Case Study: Skechers achieves 133% China D2C revenue growth with Pattern

Pattern's Greater China team helped trade Skechers’ Chinese ecommerce site

Skechers, the global footwear brand, enlisted Pattern (Pattern’s Greater China team) in 2018 to launch and trade a localized D2C site in China. The primary challenge was to accelerate total online sales in-market by driving traffic and conversions on Skechers.cn while delivering excellent pre- and post-sales customer service for Chinese consumers.

Pattern implemented an integrated D2C strategy—image-driven brand campaigns, test-and-learn marketing, CRM-driven database management, content creation, on-site merchandising, conversion rate optimization, Baidu SEO, and in-market customer service and operational recommendations. As a result, Pattern drove Skechers’ D2C site revenue up 133% to RMB 32M (US$4.8M) in 2018, acquired about 500 new users per day, and made Skechers.cn the third best performing D2C sneaker site in China.

Skechers