Case study

Höfer Chemie

Specialty chemicals manufacturer with eCommerce sales model

Industry:

Chemical trade

Region:

Europe

Business Models:

E-Commerce

Contributed Competencies:

B2B, Conversion rate optimization, D2C, Market research, Online marketing, Pricing strategy, Software development, Team recruiting, UX/UI design

Success Factors:

Combination of strategic analysis and operational and technical implementation, Customer and market understanding, eCommerce expertise

Introduction:

One of the largest PE-funded online stores for specialty chemical products in the B2C market in Germany wants to generate growth through marketing and sales adjustments and improve its strategic and organizational positioning for the future. Sales are to be increased by optimizing the existing online store, marketing channels and prices. In addition, a relaunch of the online store was planned.

There were several challenges before working with DevelopX

  • Team too small with too little capacity (head monopolies) to drive forward, test and refine innovations
  • No focus on reactivating existing customers to date
  • Strong focus on DACH market, little activity in other European markets
  • Lack of a structural approach to monitoring and adjusting market prices

DevelopX Solution

Start of a long-term collaboration to continuously optimize the client’s business, always focused on the biggest value levers at hand. Permanent support from a small generalist core team, which brings in experts from the DevelopX Group on a workstream basis to successfully establish the respective value levers.

Our approach:

Launch of measures to quickly increase sales along the customer journey

  • Increasing the conversion rate of the website, e.g. through adjustments to the checkout
  • Acquiring new customers, e.g., through SEO measures and influencer marketing
  • Increasing the shopping basket, e.g. through the “Customer has also purchased” module

Establishment of structural value levers:

  • Reactivating existing customers, e.g. through CRM and marketing automation measures
  • Development and installation of tools for monitoring competitors’ prices, analyzing competitors’ pricing and adjusting prices
  • Supporting the client in recruiting and developing further key positions for future growth

Our Result:

  • Price adjustments leading to several million € in additional profit per year
  • Increase of monthly revenue through optimization of UX and conversion funnel
  • Reduce marketing costs by optimizing AdWords campaigns and developing influencer marketing
  • Creation of an automatic marketing funnel for the continuous reactivation of existing customers incl. development of Shopware 6 plugin
  • Conception of the new online store with a modern design in Shopware 6
  • Identification and evaluation of additional sales channels in B2B and B2B2C
  • Strategy development for European expansion
  • Recruiting of several key employees as a basis for growth investments and geographical expansion
Hofer Chemie

Feel free to contact us

Managing Partner

Konrad Hintermair

Contact us About Konrad

Konrad is one of the founders of DevelopX and leads the company as Managing Partner. He founded DevelopX in 2019 as a partner of TruVenturo, one of Europe’s leading company builders in the digital space. Prior to founding DevelopX, Konrad was responsible for founding and scaling several tech startups at TruVenturo and realized several successful exits.

After studying materials science, Konrad worked for several years as an Engagement Manager at McKinsey & Company in Hamburg, advising companies in the manufacturing, high tech and chemicals sectors. Konrad holds an MBA from IESE Business School in Barcelona and lives in Hamburg.

As an engineer and passionate entrepreneur, Konrad works with companies in the energy, industrials and logistics sectors and advises our private equity clients in due diligence or portfolio optimization.

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