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Creating cross-selling synergies to boost Clarin’s success

By going further, faster we were able to ramp up brand awareness and increase revenue.

Clarins Eye Lift

By shortening the market lifetime of a soon-to-be discontinued product, we unlocked further budget for Clarins thus creating a cross-sell opportunity across their brand portfolio.

Challenge

Clarins frequently has to balance media support for competing products within its extensive brand portfolio. With minimal budget increase, our goal was to introduce a new product to market while securing "Double Serum" positioning as the #2 serum in the US.

What we did

  • Created a flighting and audience strategy that allowed each product to be uniquely featured while allowing the other to draft off its visibility
  • Maximised momentum and increased the value of media in the market through our flighting and audience hand-offs
  • Shortened the time in market, unlocking budget, and introduced serum ad engagers to the new eye product, thus creating a cross-sell opportunity to offset cannibalisation

Results

Total Eye Lift was rated #6 eye treatment product in the US.

Total Eye Lift was rated #4 ‘best new product’ for Clarins based on revenue.