Conversion rates soar from
1.5% to over 53%
Return rates dropped by 50%,
enhancing profitability
Customer acquisition costs
significantly reduced
Mys by Mari turns to Live Shopping as a more cost-effective sales channel
Mys by Mari, a Norwegian women’s clothing retailer, was founded in 2011 by Mari Kvarme. Over the years, the retailer has cultivated a dedicated community of over 12,000 followers on Facebook and Instagram. Every Tuesday, these followers eagerly tune in to watch Mari and co-host Mona present the latest fashion trends in their signature style.
To boost e-commerce sales in a more cost-effective way
Originally a brick-and-mortar store, Mys by Mari transitioned exclusively to e-commerce in 2022. The company initially relied on paid ad campaigns across Facebook, Instagram, Snapchat, and YouTube. However, high costs and low return on investment prompted them to seek alternative strategies.
“We started looking into Live Shopping as a new channel to engage with our customers and showcase our products in a more interactive way,” says Espen Kvarme, a key figure behind the retailer’s digital transformation.
Mari Kvarme, the company’s founder, adds, “Live Shopping offered us a unique opportunity to bridge the gap left by closing our physical store. It allowed our customers to see our clothes on real people, ask questions in real-time, and continue building a relationship with us.”
Authentic, unscripted shows that resonate with viewers
“When choosing a Live Shopping platform, we prioritized ease of use and affordability. Sprii emerged as the perfect solution, allowing us to launch our Live Shopping events quickly,” says Espen.
“Our customers love how simple it is to shop during our live shows, and they’re particularly engaged with the product demonstrations, competitions, and giveaways we host,” Mari notes.
Every Tuesday at 9 a.m., Mys by Mari goes live on Facebook and Instagram, featuring new products to create a sense of exclusivity for their Live Shopping viewers. The setup is minimal—just a ring light, an iPhone, and Sprii—allowing Mari and Mona to interact with their audience in a relaxed, authentic manner.
“We don’t script our shows; we just go live as our naturally playful and bubbly selves. This approach has helped our customers feel like they know us personally, almost like friends,” Mari explains.
Loyal viewers, higher conversion, and lower returns
Since launching Live Shopping in March 2024, Mys by Mari has experienced remarkable improvements across several key performance indicators (KPIs).
“Our conversion rates from paid social advertising were typically around 1.5%. With Live Shopping, our average conversion rate is now 53%, and we’ve even surpassed 60% in recent shows,” says Espen.
The brand has also seen a significant reduction in return rates. “Customers can see our clothes in action during the live shows and ask questions, which Mari and Mona are excellent at answering on the spot. This has led to a 50% reduction in return rates, further boosting our profitability,” Espen adds.
“Live Shopping has truly transformed our business. The bond we’ve built with our customers is incredible. When we took a summer break this year, we received messages from customers telling us how much they missed watching us every Tuesday,” shares Live Shopping co-host, Mona Heibø.
Mari’s advice to other retailers considering Live Shopping is straightforward: “Be yourself, smile, and have fun! Don’t be intimidated by the camera, and remember that it’s not about the number of live viewers. Most of our sales happen after the show ends. So, be brave and go live!”
