Tina Stephens

shoptinastephens.com

Partners

Klaviyo®

Shopify Point of Sale®

Shopify Plus®

Industry

Apparel

Services

Email Marketing CRM Management Migration POS

Partners

Klaviyo®

Shopify Point of Sale®

Shopify Plus®

Challenge Strategy Results

How TINA Stephens Reduced Customer Acquisition Cost by Over 95% with an Email-First Strategy

TINA Stephens, a multi-channel apparel and accessories brand, drove 20-35% of its total revenue through a sophisticated email marketing strategy, completely eliminating the need for paid advertising and achieving a 200% year-over-year increase in revenue from automated email flows.

35% of Total Revenue Attributed to Email
95%+ Reduction in Customer Acquisition Cost
200% Year-over-Year Growth in Revenue from Automated Email Flows

Challenge Strategy Results

01 Challenge

In a competitive D2C landscape with customer acquisition costs soaring by over 30% year-over-year, TINA Stephens faced the challenge of scaling its business sustainably.

The brand, which operates both online and through 8+ retail stores across multiple regions, needed a strategy to unify its customer experience and drive growth without relying on the expensive and often unpredictable treadmill of paid advertising.

The primary goal was to build a predictable revenue engine, foster customer loyalty, and improve profitability by moving away from a high-cost acquisition model.

02 Strategy

Why Our Email Platform

TINA Stephens chose to partner with our email marketing platform to build a data-driven, organic growth engine. The decision was rooted in the platform's advanced segmentation capabilities, which allowed for a sophisticated approach to customer relationship management based on lifetime value (LTV) rather than just transaction counts.

This value-centric approach, combined with powerful automation features, provided the tools to create a sustainable and scalable omnichannel marketing strategy that seamlessly integrated their online and retail operations-a point of pride for the company, which operates with zero ad spend.

The Solution

The strategy centered on replacing paid advertising entirely with a robust email program. This involved the implementation of several key automated email flows, including a high-performing Abandoned Checkout flow that became a top revenue generator and an Added to Cart flow that consistently delivered strong monthly results. A Birthday flow was also a key part of the retention strategy, achieving an impressive $6 revenue per recipient (RPR). Segmentation was critical to this success.   

Arcady implemented an RFM (Recency, Frequency, Monetary) model to identify and nurture high-value customers, and created targeted segments for their retail locations to drive in-store traffic and promotions. Strategic suppression of certain customer segments, such as wholesale clients, was used to prevent channel cannibalization and protect margins.

Over 120 unique campaigns were sent throughout the year, focusing on new arrivals, seasonal trends, and exclusive sales events, all while maintaining an exceptional 62% average open rate and an unsubscribe rate below 0.5%.

The execution was flawless. The team praised the quality of creative assets and copy, noting that every request was executed with precision and attention to detail. This level of service excellence ensured that the email program ran smoothly and delivered consistent results throughout the year.

03 Results

The email-first strategy delivered significant and measurable business outcomes, proving that sustainable growth is achievable without a reliance on paid media.  

Email drove 28% of total business revenue, with an 81% year-over-year increase in email-attributed revenue.  
Customer Acquisition Cost was reduced by over 95%, from an industry average of $20-$50 per acquisition to less than $1 through organic email list growth.  
Revenue from automated flows grew by 200% year-over-year, demonstrating the power of scalable, automated marketing.

Before & After

Jack

Director of eCommerce, TINA Stephens

We have had a great experience with Arcady Media. The team is very amiable, accommodating, and highly knowledgeable. They have done a fantastic job of improving our email marketing in all aspects. Working and collaborating with them has been a pleasure and helps to take the stress out of email marketing.

What's Next

TINA Stephens plans to continue optimizing its email strategy by further refining its VIP segmentation based on lifetime value and expanding its geo-targeting capabilities to create even more personalized experiences for customers near its retail locations.

The focus will remain on leveraging the power of automated flows and doubling down on the successful organic growth and store synergy model in the coming year.

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