Structuring international scale without degrading performance

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Contents

Context

We have supported Sporty & Rich since 2022 in scaling up their paid media acquisition, with a clear goal: take the account to a new scale and support its international expansion.

At the outset, the model relied mainly on drops, generating performance spikes but limiting clarity and the ability to scale, particularly internationally.

In a context of strong growth and gradually increasing investment, the challenge was to:

shift to a new level of spend without degrading performance,
open and grow more relevant international markets,
adapt acquisition to the business and cultural specifics of each country,
structure finer management in a context of growing media pressure.

Solution

We put in place an international scaling strategy, built to support the account's growth while respecting Sporty & Rich's business rhythm and the codes of a premium fashion and lifestyle brand.

This approach relied on a logic of market-by-market development, product-category segmentation, and stronger activation around the year's key moments, to maximize performance during the highest-potential periods.

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Internationalization & multi-market expansion

Gradual rollout of new markets, prioritized by potential
Differentiated strategies between the core market (US) and growth markets
Investment management adapted to the challenges and maturity of each country

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Product segmentation & campaign adaptation by market

Structuring campaigns by market, product category, and collection
Organizing the account around business priorities and observed performance
Aligning messages with local specifics and key moments

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Activation around key business moments

A media plan aligned with key moments: drops, collaborations, Fashion Week, Black Friday
Upstream teasing phases (Search & Social) to generate demand
Stronger retargeting during launches to maximize conversion

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Controlled spend scaling

A gradual move to a significantly higher investment level
Continuous reallocation of budgets toward the best-performing markets, channels, and periods
Adaptation to a more competitive media environment and platform constraints

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Performance management in a premium environment

Performance-driven management, consistent with the brand's positioning
Performance tracking by market to guide investment decisions

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Benefits

Massive spend scaling, with the ability to multiply the media budget by 12 while maintaining profitability and brand consistency.

Controlled international expansion through new market launches and a country-by-country segmented strategy adapted to local and cultural specifics.

An improved sales model via the successful transition from a purely "drops"-based model to continuous, predictable growth.

A dramatic rise in purchase volume (+256%) and a doubling of overall revenue.

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