Case study of scaling an Etsy store

About the project

FittingsStudio is an Etsy shop that specializes in selling handicrafts and accessories. We have been working with the client for over two years, during which we have helped turn the store into a stable source of income that pays off. Already in the first year of cooperation, we managed to bring the business to a new level through active development, achieving stable sales. The average check of the store is about $20, as the hardware niche has relatively low margins. However, thanks to a large number of sales, store optimization and additional marketing activities, we are ensuring growth and achieving significant results.

One of the key elements of our strategy was promotion through the social network Pinterest, which allowed us to attract the target audience interested in needlework and creativity. In addition, we focused on high-quality order processing and fast customer service, which had a positive impact on customer satisfaction. Thanks to this, the store’s revenues increased from $4000 to $13,000 during the period of cooperation. More detailed information about our achievements can be found in the FittingsStudio case study for the past year.

Basic works

In 2024, we continued to actively work on improving the store’s content, including updating existing listings and creating new ones, which made the assortment more attractive to potential buyers. We tested various hypotheses regarding product design, descriptions, and prices to find the most effective approaches that would increase conversions. Organic promotion on the marketplace also remains our key focus: we worked on improving the visibility of products through relevant keywords, optimizing listing titles and descriptions. Competition in this niche is quite high, so the store requires constant attention, market analysis, and content improvement.

We adapt the assortment to the season, filling the store with relevant offers that meet customer demand. We include trending tags and keywords that are popular during this period, which allows us not only to expand the assortment but also to draw more attention to the products. During high season periods, such as holidays or special events, we focus on promoting so-called “locomotive” products that can bring more traffic and increase sales.

Optimizing Etsy Ads and Offsite Ads

In addition to product and content improvements, our experts are actively working on Etsy Ads optimization. We keep your ad campaigns active, analyzing statistics daily and making adjustments to improve performance. The Etsy manager regularly tests new listings in the ads and eliminates outdated ones to keep the profitability rate at the proper level. If a listing doesn’t generate direct sales, but drives a significant amount of traffic to the store, we leave it in the ad.

Sometimes people do not search for products through search, but buy them by browsing the store’s assortment. Taking this specificity into account, we have also developed a listing that will encourage you to go to the store.

Example infographic

Offsite Ads also brings in stable sales, despite the high sales commission of 15% for products with an average check of up to $20. Every month, the store receives about $300-500 from this channel thanks to our work on external keyword optimization. To do this, we use the SEO tool Serpstat, which helps us find high-frequency queries and integrate them into listings. This allows us to increase the visibility of products in search engines and, accordingly, increase traffic to the store.

Customer Support service

The client uses our personal store manager service – Customer Support, which includes fast and high-quality order processing, customer consultations, and prompt resolution of any issues. Thanks to this, we provide a high level of service. On average, the store receives more than 150 orders per month.In addition to the basic maintenance of the store, our specialists are updating their strategy in year 2 to scale up revenues.

Scaling up

Placing wholesale orders

To increase revenue without additional investments in advertising, we have separately developed a system with offers for bulk orders, which allows customers to receive discounts when buying large quantities of goods. For the convenience of users, we created an infographic that clearly demonstrates the benefits of bulk purchases and the terms of discounts. This was realized through individual discounts.

We also add a message in the listing descriptions that you can write to us in advance and consult us and choose different content in the right quantity.

Creating a loyalty program

In addition to the wholesale offer, the store has a loyalty program. The specifics of the niche involve frequent repeat sales, so this point is extremely important. Together with the designer, we developed postcards that the customer can print out and put in the parcel.

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Creating an additional store

As part of our scaling strategy, we decided to open an additional store on Etsy to increase the presence of our products in search results and provide a wider audience reach. This is an effective solution, especially if you can’t constantly replenish your assortment with new products or significantly increase the average check. Opening an additional store allows us to distribute the assortment between two accounts, increasing the chances of our products appearing in the first positions in search, and also allows us to test different promotion strategies and approaches to pricing.

We started working on the new store four months ago, and the first key task was to correctly register the second store for the same owner, avoiding possible blocking by the platform. This included careful preparation for the launch, setting up all the necessary parameters, and taking into account Etsy’s requirements for multi-store management. Gradually, the store began to reach the payback level, demonstrating steady sales growth.

If you need help opening and promoting an additional store for scaling, leave a request on our website.

Thus, in August 2024, the new store generated revenue of $145, and in September this figure increased to $430. We continue to optimize our assortment and marketing activities to accelerate growth and achieve even better results in the coming months.

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Results of the 2nd year of cooperation

As a result of our work, we analyze the period for which we demonstrated the results of the previous year and see a steady positive trend in revenue growth.

At the beginning of our cooperation, the store had a monthly income of about $4,000. But thanks to the implementation of an effective promotion strategy and constant work on improving the content, this figure increased to $13,919 during the first year of our cooperation.

This was a significant achievement that confirmed the correctness of the chosen approach.

In 2024, we continued this positive trend, and the store generated a total revenue of $17,332, which is a 4-fold increase compared to the initial results.

This growth was made possible by a comprehensive approach to store development: active work with advertising, optimization of listings, improvement of customer service and adaptation of the assortment to meet demand. This confirms the effectiveness of our strategy and opens up opportunities for further scaling and achieving new financial heights.

Conclusion

The client is satisfied with the results achieved, and we continue our cooperation for the next period. The main goal for the next period is not only to maintain stable results in the first store, but also to continuously improve the work to ensure its further growth.

At the same time, we are focusing on scaling up revenue in the second store, where we are already seeing the first positive results. We plan to actively expand the assortment, introduce new marketing tools and test different approaches to optimizing advertising campaigns. This will allow us to increase the audience reach, improve conversion rates and create a stable basis for the long-term growth of both stores.