Bedding is a traditional category with high average order values, low repurchase rates, and strong seasonality, making it challenging for new brands to enter the market. Traditional major brands and top platform ecommerce sellers dominate the market. Despite these factors, Rest chose to innovate in this highly competitive environment.
Using solutions in the Shopify Plus plan, Rest broke through $30 million in annual sales just a year and a half after their launch. The company has also achieved international growth by targeting the “hot sleeper” market, while reducing operational complexity, reducing staffing for site management, and increasing average order value.
Since moving to the Shopify Plus plan, Rest has seen:
- 10% increase in average order value
- 30% reduction in operational complexity
- 20% decrease in staffing for multisite management
The challenge: Inefficient order management hindered the sale of quality sleep products
After expanding into the Canadian and Australian markets, among others, Rest faced challenges as a surge in order volume and inventory made it difficult for the team to manually filter and categorize orders by IP address. This process was not only time consuming and hard to manage, but it also led to missed orders.
Rest recognized that they needed a solution that could effectively manage different regional markets and streamline multiregion sales and order fulfillment. At the same time, Rest also grappled with their previous system, which required manually copying exclusive discount codes for customers—another resource-heavy manual process that they wanted to avoid.
After expanding to multiple countries and sites, our operations team was almost manually filtering orders around the clock. We urgently needed a multisite solution that could effectively manage different regional markets. The Shopify Plus plan is excellent, offering a highly independent way to build the back-end structure. For example, our Australian and US sites are two separate systems, allowing us to easily view orders and inventory in different regions, all under the same brand. Additionally, the Shopify Plus plan's advanced data analytics capabilities provide us with comprehensive information, helping us make better marketing decisions.
The solution: Automation and customization arrive to fuel globalization
Upgrading to the Shopify Plus plan to enhance their existing systems, Rest could access the capabilities they needed to address the pain points of order confusion and inventory management across their various markets and sites.
Rest began by optimizing data visibility across their markets with Shopify Analytics, which offered clarity on store visits, return customers, average order values, and more to help the company better optimize local sales strategies such as upsell promotions.
Managing this manually across multiple markets was time consuming. In the past, Rest had to manually copy exclusive discount codes for customers. With Shopify Functions, they could create discounts automatically in bulk. They also used Shopify Functions to customize checkout processes, increasing conversion and upsell rates.
Rest also needed to streamline operations to handle increased order volumes. Previously, Rest required staff during peak order periods to manually handle inventory data, which was unfeasible across multiple markets. With Shopify Flow, Rest was able to automate inventory management and order processing, reducing manual management and manpower needs for multisite management.
Finally, Rest implemented Checkout Extensibility to enhance the customer experience by offering them a wide range of payment options including Shop Pay, PayPal, Google Pay, and buy now, pay later services like Klarna. They were also able to boost the cross-selling of related categories and high-value products by implementing customized upsell pages that enabled the business to increase average order value.
The results: Delivering quality sleep to hot sleepers worldwide
Using solutions in the Shopify Plus plan, Rest is now ready to set their sights on further expansion into broader international markets with the goal of delivering quality sleep to hot sleepers around the world.
Shopify Functions allowed Rest to automate creation of discounts in bulk, eliminating manual discount code generation. Rest also used Shopify Functions to customize checkout processes, increasing their conversion rates by 8% and upsell conversion rates by 12%.
With Shopify Flow, Rest removed the need for manual inventory management, which was impractical across many markets they serve. The automation of inventory management and order processing reduced manual management by 40% and cut workforce needs for multisite management by 20%.
Thanks to Shopify Checkout Extensibility, Rest was able to offer customers more payment options and improve cross-selling of related categories through ‘also consider’ and ‘must have’ sections, leading to a 10% increase in average order value.
