CASE STUDIES - Lola Getts

“Stores don’t really cater to them [our customers]. They've been ignored, especially in the fitness and the athleisure space,” Goldstein says. Lola Getts could create a community for their customers through Live Shopping events. “Our consumers want a safe space where people aren’t going to ridicule them, and where we’re going to answer all of their questions,” Goldstein explained. The company quickly learned after just two events that having a host that looks like the consumer, a plus-sized woman who is wearing and loving her activewear, is what the community needed. “You can’t get that walking into a normal sporting goods store. The home setting is very comfortable for our customers.”

They’ve also found that exclusive offers like bundles, contests and special prices only during their event have helped them reach record conversion rates. At their first event, they focused on one fabric in different styles and had an organic conversation between one of their brand ambassadors and the founder, Stacey. They didn’t know what to expect, but they had a conversion of 18%! In addition, they had 7500 comments in the chat feature, customers viewing the show for over 20 minutes and an average order value of $135 (a good amount at their price point!).

Of course, Lola Getts decided to do a second event and got even better results. At their second event, there was an increase in attendance by 141%, an increase in revenue of 180%, overall a 20.5% conversion rate and an increase in watch time as viewers stayed for 25 minutes.

When asked if other brands should consider Live Shopping an extension of their e-commerce strategy, Goldstein replied, “I think that the e-commerce strategy should be BUILT AROUND Live Shopping.”

For Lola Getts, they see a future with 5-8 Live Shopping events a month to continue building their community and to give their customer the space they deserve: a comfortable environment where they can buy activewear they love, with the community that supports them.