Digital Audit and Ads Optimisation for Dermalogica

Project 1 Audit & Optimisation

Client

Dermalogica

SERVICES

Digital Audit, Meta Ads optimisation & Proverr Dashboard

Industry

Beauty

As a result of a digital audit for Dermalogica Australia, we identified:

Dermalogica had been paying too much for top-of-funnel prospecting-level Meta Platform Facebook campaigns at auction through Adroll as the interface,
and were relying on Adroll, for additional brand and retargeting display ads, with poor click-throughs and conversions.
Working this way, the client had no control over live performance and optimisation.
Dermalogica only received perfunctory and static post-campaign reporting from Adroll with no recommendations on how to optimise to improve results.
Post audit, we took over their Meta Ads activities.

What we did:

We transformed the Meta Ads Platform into a revenue driver for the brand. An example of this was the launch of Hydro Masque Exfoliant. We had conducted extensive audience testing prior to this launch and we were confident in the accuracy of our targeting, therefore:

We reserved and committed 50% of the advertising budget to a prospecting Reach and Frequency campaign (where an audience cannot be adjusted without resetting and pushing audience cost up).
For retargeting, although the cost per result of a conversion objective is normally higher than that of a link click campaign, we were certain it would return higher conversions due to our accurate audiences. To validate this assumption, we conducted an A/B test in Facebook.
We had previously been running retargeting campaigns as link click campaigns to maintain a low cost per result and high traffic volumes back to the website. This was what we were testing against.
The lower cost per sale was provided by the A/B test.

The Challenge

The challenges we faced: the e-commerce store was running on Salesforce Commerce Cloud Demandware, on a custom version of the platform with no easy automatic configurations available. It was a challenge with the developers based in the UK who were slow to respond to requests from Australia. After correctly installing the Facebook Pixel tracking code and getting the developers to fix the technical aspects, we finally got the Facebook Pixel working properly and attributing sales. We then used the Facebook Pixel Custom Conversion Setup tool to set up custom conversions for the purchase journey. We tracked add to cart, the addition of payment details, and final checkouts. As a result, we were able to test the Conversion objective, knowing the backend foundations were correct.

The Results

The results of this product launch exceeded all expectations. The creative and messaging resonated with the audiences, resulting in directly attributed sales at all stages of the funnel.

% Return on Ad Spend

Project 2 - Live Social Selling

Client

Dermalogica

SERVICES

Instagram Live Video, Influencer Co-Branded Meta Ads

Industry

Beauty

Instagram Live with Martha Kalifatidas Beauty Influencer and Sky McKie Dermalogica Expert

The Offer:

Free full size PreCleanse valued at $69 with all purchases of Smart Response Serum using code MARTHA – 24 hours only
Plus: dermalogica headband, 4 x samples of Martha’s other favourite dermalogica products, branded bag and thank you note from Martha

The Concept:

A guided night time skincare routine hero-ing Smart Response Serum and PreCleanse and answering skincare questions from Skye and the viewers

The Objective:

Drive Smart Response Serum Sales with a high interest shopping offer
Reach new prospects through our influencer’s following

Results

Instagram Live Offer Influencer Colab.

The offer code MARTHA was redeemed 50 times during the 24 hour promotion window
Generated 50 product sales for the promoted product and an additional 22% in associated product purchases.
60% of these sales were new customers.
Increase in impressions by 110,000 over the previous month.