Growth strategy
2024
Fennick Home
A growth plan for an online furniture brand
Industry
Service
Company size
Length
Repeat customers now bring in 34% of Fennick’s revenue, up from 17%.
34%
of revenue from repeat customers, up from 17%
+22%
gross margin per order
2
product lines closed
Fennick spent more each year to win new customers who bought once. Two of its six product lines lost money on every order.
We studied 90,000 orders, talked to 40 customers and built three growth options with full numbers. The board picked the one built on repeat buyers.
Repeat customers went from 17% to 34% of revenue. Two loss-making product lines closed and margin per order rose 22%.
Morrow showed us where the money really came from. It wasn’t where we thought.
Emma Fennick
Founder, Fennick Home
More work
Two more projects, with the numbers our clients agreed to share.
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