How TRC Recreation Achieved 800% GMV Growth on Top Items
TRC Recreation, LP is head quartered in Wichita Falls,TX. The company was founded in 1957 and manufactures all of their products in Texas, USA.Today, TRC Recreation, LP continues to be a leading innovator of exceptional water and outdoor recreational products that last and provide years of enjoyment, safety, and fun.
- The quick response to demand produced steady, positive sales momentum. TRC Recreation’s sales through Spreetail continually increased YoY; up 148% from 2019 to 2020 and up 74% from 2020 to 2021.
- Securing exclusives allowed Spreetail to control inventory levels and safely stock product across marketplaces. Spreetail held the buy box for exclusive products, driving sales momentum and improving products’ sales rank.
- Spreetail ran and managed marketing campaigns that supported new item launches and drove momentum on new marketplaces. In 2020, we ran campaigns on Amazon, Walmart, eBay, and Home Depot. In 2021 that expanded to include Wayfair and Target.
- 2020 marketing campaigns generated ~30% of TRC Recreation’s sales through Spreetail and drove over 28 million product impressions. In 2021, marketing dollars accounted for 21% of overall sales but drove an impressive 58 million product impressions with a $12.31 Return of Ad Spend ($10 benchmark).
TRC Recreation and Spreetail have been partners since 2018. The company was a strong B2B provider before joining forces with Spreetail. The new partnership provided an opportunity to expand their ecommerce presence, generating new B2C sales through improved marketplace distribution, managed inventory levels, and targeted advertising.
- Marketplace distribution
- Marketing and advertising
- Go-to-market strategies
- Out of stock inventory management
Our Proposal
For TRC, we focused on driving marketplace success by leveraging exclusive product strategies, optimized content, and targeted marketing to maximize brand visibility and sales. Our teams conducted in-depth audits of all purchased SKUs, ensuring optimized listings and enriched content, including Enhanced Brand Content for both existing and new products. To support product launches and go-to-market strategies, we worked to execute and manage strategic marketing campaigns to sustain momentum across multiple marketplaces.
- In Q4 2020, Spreetail and TRC Recreation agreed to a strong foundation of exclusive items, which made up 38% of Spreetail’s TRC assortment at the time. In 2021, we continued to focus on building exclusives through product bundles and variations. 2021 exclusive assortment grew to 60%.
- Spreetail completed a brand audit of all purchased SKUs to identify and improve listings and content, including building out Enhanced Brand Content for current and new SKUs.
- Spreetail ran and managed marketing campaigns that supported new item launches and drove momentum on new marketplaces. In 2020, we ran campaigns on Amazon, Walmart, eBay, and Home Depot. In 2021 that expanded to include Wayfair and Target.
Spreetail and TRC Recreation have partnered to grow 807% 800% 803% sales of current and new products, over the lifespan of the relationship.
Cumulative GMV Growth = compound growth rate. For example, if we sold a total $100 of TRC products in 2018, that grew to $187 in 2019, $463 in 2020 and $803 in 2021.
GMV = Gross Merchandising Value of all items sold by Spreetail.
“TRC has benefited greatly from the enhanced content, distribution capabilities and buying power of Spreetail. Spreetail has helped us take our online presence to another level. With Spreetail’s partnership, we have been able to continue to grow our online business through several marketplaces and strengthen our brand identity. We love working with Spreetail!”
- Chris Holland, Vice President of Sales and Marketing, TRC Recreation
