Discover how Crocs achieved significant growth, hitting $1.39 billion in revenue with a 92% increase in e-commerce, by strategically leveraging influencer marketing and global branding. President Michelle Poole details their shift from opportunistic partnerships to a targeted, regionally tailored approach, focusing on key markets like China, Japan, and Korea to build 'icon status' and drive digital sales. This episode offers a masterclass in brand revitalization and effective digital strategy for scaling an e-commerce business.
It’s been a big year for Crocs. The popular shoe brand, known for its ubiquitous plastic slip-ons, saw revenue grow 12.6% year-over-year, hitting $1.39 billion. E-commerce was a big driver of its business, growing 92%. About half of the company’s revenue comes from digital channels. According to the company’s president Michelle Poole, this success was thanks to the brand keeping its ear to the ground and remaining scrappy. “I’m most focused on how the brand comes to life across the globe, in all channels,” she said on the Modern Retail Podcast. Poole spoke about how the company dealt with all the changes brought on over the past year, as well as how it approaches large branding campaigns and influencers. Part of Crocs’ growth was thanks to its varied marketing campaigns. The company has unveiled a number of collaborations with companies like KFC and celebrities like Justin Bieber. These campaigns are a way to keep the shoe brand relevant. A few years ago, Crocs was less choosy when it came to celebrity partnerships. “At the beginning, we were just frankly, we were grateful to have someone to partner with,” said Poole. “And we’ve now really got the opportunity to be more strategic.” A Bieber-branded Croc isn’t Poole’s only focus. Currently, she’s thinking about international expansion. “We actually have three key markets that we’re really focused: China, Japan and Korea,” she said. “I would say that the playbook we are really focused on in Asia... is [to] really establish icon status.” This is how the company has approached growth in all its regions, she said. Poole added that “where it does need to be tailored is in our marketing strategy.” That is, the campaigns -- and influencers -- Crocs work with in Asia are slightly different than those in North America. Despite the recent growth, things haven’t been a walk in the park. For the last year, Poole said, Crocs was in defense mode. But now, she went on, “I think as we move out of Covid, [we] move back into I would s