4
min read
Marketing & Advertising
1P & D2C Profitability
Moving From B2B to B2C While Maintaining Momentum
How TRC Recreation achieved 800% GMV growth on top items.
Marketing & Advertising
1P & D2C Profitability
Overview
TRC Recreation has partnered with Spreetail since 2018. Formerly a strong B2B brand, TRC expanded into B2C ecommerce with Spreetail’s support, gaining new sales through better marketplace distribution, inventory management, and targeted advertising.
TRC Recreation is headquartered in Wichita Falls, TX. The company was founded in 1957 and manufactures all their products in Texas, USA. Today, TRC Recreation continues to be a leading innovator of exceptional water and outdoor recreational products that last and provide years of enjoyment, safety, and fun.
Results
Year-Over-Year Growth
From 5.4% to 9% within 30-days
Sales Rank Boost
Maintained inventory control and Buy Box ownership to accelerate marketplace performance.
Marketplace Expansion
Launched on Amazon, Walmart, eBay, and Home Depot in 2020; added Wayfair and Target in 2021.
Marketing Performance
Drove up to 30% of sales, 58M impressions, and a $12.31 ROAS.
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The Challenge
After years as a leading DTC and B2B brand, TRC Recreation set its sights on expanding into retail and marketplace channels—seeking a partner who could help sustain growth while optimizing operations for this next phase.
No Marketplace Distribution Strategy
Lacked expansion into key ecommerce platforms.
No Go-To-Market Strategies
Struggled to generate momentum and maximize early-stage sales.
Lack of Sufficient Marketing and Advertising
Needed targeted marketing to maximize brand visibility and sales
Inadequate Inventory
Absence of out-of-stock management processes.
Our Strategy
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.
The Bigger Impact
Spreetail and TRC Recreation have partnered to grow 800%+ 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.
“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
