.webp){kind=logo}
How Represent Scaled TikTok by 277% and Drove Long-Lasting Revenue & ROAS Growth
Represent, a contemporary streetwear brand, has rapidly grown into a leading brand in the fashion industry. With a loyal customer base in the UK, Represent wanted to take their brand to the next level – but were facing a bottleneck with their current attribution.
Represent previously used Northbeam for attribution, which suggested very little potential for Paid Social.
Skeptical of the results, Represent sought to view performance through a different lens. They turned to Fospha, which combines the best of MTA & MMM to measure the full impact of both clicks and impressions.
Represent joined Fospha in October 2023 and within 28 days of signing were onboarded with a year of historic data modelled, revealing the true value of their upper funnel channels.
Google had been slightly overvalued, while Meta and TikTok had been significantly undervalued. The impact was most profound for TikTok with a 380% higher ROAS than Northbeam reported.
.png)
Achieving 71% Blended Revenue Growth YoY
Empowered by the exciting results in Fospha, Represent gained the confidence to start scaling TikTok over the Black Friday period. By November, Represent increased TikTok spend 2.3X. This strategy was successful, contributing significantly to blended revenue growing by 71% year-over-year for the month of November.
.png)
The wins didn’t stop in November. Even when spend returned to normal levels post-Black Friday, Represent continued to gain strong conversion numbers through TikTok. In December 2023, they had 66% higher TikTok conversions than in the previous December.
Seizing the TikTok Opportunity in the US Market
TikTok had a particularly efficient impact in the US, where scaling spend by 65% in 2023 improved channel ROAS by 17%.
It’s rare to see spend and ROAS grow simultaneously – but with Represent’s sophisticated TikTok strategy, balancing higher and lower funnel and nailing creatives, they achieved incredible results.
This opportunity is particularly exciting given the US’ wide audience and higher AOVs, with Represent’s US AOV sitting 36% higher than their global average, demonstrating the huge revenue opportunity in this market
.svg)
For Represent, TikTok evolved from a channel they initially considered turning off when looking at Northbeam’s data, into one of their strongest growth levers, both domestically and internationally.
Adopting accurate attribution through Fospha enabled this success. TikTok now makes up a sizeable proportion of Represent’s channel spend, from 8% in 2022 up to 17% in 2023.
As Represent’s influence continues to grow, the value of their investment in TikTok shows no sign of slowing down, with TikTok-attributed monthly revenue growing by 28% over the course of Q1 2024. Watch this space!
-1.webp)
