Case Study
Thorne China
Thorne is a supplements and wellness brand dedicated to quality ingredient sourcing, clinical research, lab testing, and sustainable business practices. Pattern’s China ecommerce consultants helped Thorne grow their Chinese ecommerce business.
PARTNER SINCE
May 1, 2015
WEBSITE
MARKETPLACES
Amazon U.S., CA, U.K., China; Tmall, Walmart.com, Jet, MercadoLibre
SELLER CATEGORY
Health, Household & Personal Care
Key Challenges
COMPETITION
- In China, the vitamins and supplements category is highly competitive.
BRAND AWARENESS
Thorne did not have any brand awareness as it had no official stockists in China.
TIMING
- Thorne also wanted to launch on Tmall quickly, ideally before the peak trading period around Double 11 (Singles Day).
TMALL APPROVAL
- Thorne did not expect to have built enough brand awareness to participate with a formal Singles’ Day promotion sanctioned by Tmall.
PATTERN
Our Approach
Results
Thorne’s Tmall Global store has had sales from its first day of trading, despite the lack of brand awareness, and we have doubled sales projections based on the performance from its first couple of weeks of sales. Thorne has now been invited to officially participate in Double 11, with a promotion agreed by Tmall, as the marketplace was impressed with its initial sales performance.
SUCCESSFUL TMALL LAUNCH
- Thorne’s Tmall Global store has had sales from its first day of trading.
DOUBLED SALES
- Pattern’s Greater China ecommerce team has doubled Thorne sales projections based on the performance from its first couple of weeks of sales.
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