Empowering the E-Commerce Manager to Succeed
Empowering the E-Commerce
Manager to Succeed
online sales contributing just
Rikushet, a leading outdoor gear brand with 40 brick-and-mortar locations, struggled to turn its e-commerce channel into a meaningful contributor to revenue. Despite the size of their catalog and brand recognition, online sales lagged behind — contributing just 1.5% of total sales by the end of 2023.
“I used to look at so many different areas to understand what happened,” Ben says. “It took hours, and even then, I often realized something was off up to a month later. For example, if we had a large sale which ate up the margins on a product to the point where it loses money”
He lacked real-time insight, the ability to act fast, and most of all – the decision-making autonomy to drive results on his own.
Once Ben integrated Bark into his daily routine, the game changed. With accurate, real-time data and product-level insights, he could monitor performance daily, act on emerging issues immediately, and fine-tune strategy with confidence.
“Once I realized the data on Bark is accurate, the first thing that happened was it saved me about 5 hours per week. More importantly, I was finally able to focus on understanding sales every day.”
Using Bark, Ben could:
“Today, for price changes up to 10%, I don’t need to talk to anyone. My CEO knows if I’m following Bark’s recommendations, we’re good.”
Before Bark, any price change needed CEO approval. Now, Ben can independently adjust prices by up to 10%, which let him test a 20% discount on their best-seller. The result: 4x more sales and a 2% gain in gross margin after fine-tuning.
When a shoe product received 1,200 views and zero sales, Ben quickly started the process of identifying the problem. He first ruled out image or tech issues and using Bark he was able to isolate the issue to a pricing problem. He lowered the price by 5% and saw conversions start within 48 hours, salvaging a high-margin product that would’ve otherwise been ignored.
There were internal concerns about selling a new line of high-end camping bags online, since the site had never been a strong channel for premium-priced products. Using Bark, Ben ran a series of view and pricing experiments and within weeks what started with zero sales turned into a consistent revenue stream, all without needing marketing or executive approval to iterate.
Bark didn’t just help Ben manage an online store — it empowered him to own it. With real-time insights, the ability to experiment, and the trust of his leadership, he turned a struggling sales channel into a top performer.
Want to see how Bark can help you increase revenue and profits without increasing marketing spend?
