KAVU Case Study: Scaling an Iconic Outdoor Brand’s Direct-to-Consumer Growth Through Paid Media
How VereNorth Helped a Legacy Apparel Brand Accelerate Online Revenue and Build a Sustainable DTC Engine
KAVU, known globally for its unmistakable Strapcap, vibrant patterns, and “busy living” ethos, has been a staple in outdoor retail since 1993. For decades, the company thrived through wholesale partnerships with major outdoor retailers and specialty shops worldwide.
In 2021, KAVU quietly launched its Shopify site to diversify with direct-to-consumer sales. But without a defined growth strategy or dedicated media investment, the channel remained largely untapped.
In 2025, KAVU wanted to unlock the full potential of DTC not to replace wholesale, but to complement it with stronger brand storytelling, deeper customer relationships, and more predictable revenue.
That’s where VereNorth came in.
KAVU partnered with VereNorth to build a paid media foundation designed for sustainable, profitable growth. In just the first two months, the results were clear: new customers discovered the brand, returning customers increased their frequency, and paid search became a reliable profit engine.
The Challenge
Despite KAVU’s iconic status in outdoor culture, its DTC presence lacked the structure needed to scale:
- Minimal Paid Media Activity
KAVU had never run a cohesive digital advertising program. Their Shopify storefront relied primarily on organic traffic and brand-loyal return visits. - Limited Visibility Into the Customer Journey
Without data-driven audience segmentation or channel-level performance insights, KAVU couldn’t identify which digital touchpoints were most valuable—or where growth opportunities were hiding. - Untapped Demand for Branded Search & Bestsellers
Fans of the brand were actively searching for KAVU products online, yet KAVU wasn’t consistently capturing that demand. - Need for a Profitable, Measurable DTC Strategy
KAVU wasn’t aiming for explosive, high-spend growth at any cost—they wanted steady, profitable expansion that could run year-round alongside wholesale.
The Partnership
VereNorth partnered with KAVU to establish a scalable DTC paid media strategy grounded in profitability, high-intent audiences, and rigorous data tracking. The approach focused on:
- Building a Performance-Focused Paid Search Program
Launching Google Ads campaigns designed to capture existing demand and introduce new customers to top-performing products. - Improving Measurement & Conversion Tracking
Ensuring every campaign had clear attribution, clean data, and actionable insights. - Prioritizing Revenue Efficiency Over Spend Expansion
Every dollar deployed had to provide measurable value and align with KAVU’s margin goals. - Ongoing Creative & Audience Optimization
Iterating on messaging, product focus, and campaign structures to steadily increase return on ad spend.
The goal
Build a DTC engine that grows consistently and profitably without compromising the brand’s long-standing wholesale success.
The Results After 1 Year
- 📈 60% Year-Over-Year Increase in Sitewide Transactions
More customers discovered and purchased from KAVU’s online store, driven by improved visibility, targeted search campaigns, and stronger on-site behavior. - 💰 50% YoY Growth in Online Revenue
Paid media not only increased orders but also drove higher-value conversions and boosted revenue across key product categories. - 📊 5:1 Return on Ad Spend from Google Ads
KAVU’s initial Paid Search launch became a reliable growth channel, returning $5 in revenue for every $1 invested while staying aligned with margin and budget targets. - 🌱 A Sustainable Foundation for Direct-to-Consumer Growth
Beyond the numbers, KAVU now has a scalable paid media framework that can support seasonal campaigns, product launches, and long-term customer acquisition.
Looking Ahead
With a strong foundation in place, KAVU and VereNorth are now focused on expanding into upper-funnel channels, enhancing customer lifetime value strategies, and strengthening storytelling around the brand’s heritage and best-selling products.
KAVU’s DTC channel is no longer experimental; it’s a meaningful revenue driver that complements the brand’s wholesale strength and supports future growth.