Email Marketing Adds 34% Revenue Increase for Outdoor Gear Brand
An e-commerce outdoor brand was leaving significant revenue on the table with no email marketing system. We built their full email infrastructure—and it became their highest-ROI channel within 90 days.
The Challenge
Summit Gear Co., an e-commerce brand selling outdoor and hiking equipment, had built a healthy customer base through a combination of organic search and marketplace sales. They had a list of over 12,000 past customers and subscribers—but were doing almost nothing with it.
Their only email activity was occasional one-off promotional blasts with no strategy or segmentation. Open rates were around 14%, click rates were under 1%, and there were no automated sequences running. The email list, which represented years of customer acquisition, was essentially dormant.
The founder knew email should be performing better but didn't have the time or expertise to build it properly.
Our Strategy
We started with a full audit of their Klaviyo account and existing customer data. The opportunity was significant: a large list, solid past purchase data, and no real competition for inbox attention from the brand.
Welcome Series — We built a 6-email welcome sequence for new subscribers that introduced the brand, told the founding story, showcased hero products, and delivered value through trail guides and gear selection tips before making any promotional offers.
Abandoned Cart Recovery — A three-email abandoned cart sequence (1 hour, 24 hours, 72 hours after abandonment) with dynamic product content and a small incentive on the final email.
Post-Purchase Flow — A 5-email post-purchase sequence that confirmed the order, provided shipping updates, offered product care tips, requested a review, and introduced complementary product categories.
Win-Back Campaign — A re-engagement sequence targeting customers who hadn't purchased in 90+ days, featuring personalized product recommendations based on past purchase history.
Monthly Newsletter — A consistently branded monthly email with gear picks, trail features, and curated content that reinforced community and drove repeat traffic.
Segmentation Strategy — We segmented the list by purchase history (category, order value, frequency), engagement level, and seasonal interests to ensure every major send reached the most relevant audience.
“We had over 12,000 people on our email list and we were barely touching it. Cobalt Peak came in, built out the entire email system in about a month, and it's now our best-performing marketing channel by far. The abandoned cart flow alone paid for the engagement multiple times over. Wish we'd done this years ago.”
Project Details
Key Results
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