Who are The RealReal?

Savvy shoppers who put a premium on designer fashion have been enamored with The RealReal, the largest online retailer of authenticated pre-owned luxury items, since its launch in 2011. The RealReal sells consigned high-end clothing from top designers such as Chanel, Hermès, and Louis Vuitton; jewelry and watches from Cartier, Rolex, and Van Cleef & Arpels; and blue-chip art from artists like Andy Warhol, Roy Lichtenstein, and Sam Francis.

In just 3 years, the company has risen as a shining star in the luxury consignment world, growing to $100 million in annual revenue, 3.5 million monthly visitors, and 15,000 items shipped per week in 2014. But their journey to e-tailer superstardom is just getting started.

The Challenge: Finding a Way to Achieve 100% Growth

In 2015, The RealReal is pursuing an ambitious growth goal—doubling their 2014 revenue. In order to make their goal a reality, they knew they needed to think outside the box. Although their monthly site traffic is massive, they saw room for improvement when it came to their customers’ time on site (an average of 6.54 minutes in 2014) and average order value.

The team felt that the standard eCommerce shopping experience—a product page with basic listings and photos—left much to be desired. In order to achieve premium results, the company began looking for a marketing solution that could deliver a premium experience for their online shoppers.

12% Increase In Average Order Value

The Solution: Bringing In-Store Shopping Experiences to eCommerce

One of the elements missing from most eCommerce retail sites is the ability to curate inspiring looks to ignite shoppers’ creativity. The RealReal decided to bring handpicked, designer looks to customers via interactive lookbooks that would provide a more organic shopping experience, giving readers the ability to add items to their cart right from magazine-style spreads.

3x Increase

in flash sale conversions. They chose Ceros because it provided the engaging interactivity they were looking for to drive more sales. Their team found the platform to be extremely user-friendly and easy to learn, and “the possibilities seemed endless. You can do a lot with animation, which makes it easy to be more creative.”

Results: Increased Sales

With their January 2015 lookbooks, The RealReal saw substantial increases in time on site, sales, and revenue.

• 3X increase in flash sale conversions
• 150% increase in time on site for flash sales
• 270% increase in time spent on men’s lookbooks
• 12% increase in AOV