Case Study


Strategic ecommerce review and digital retail quick wins.


Strategic ecommerce review and digital retail quick wins for Debenhams.

Management recognised under-performance of ecommerce (just 3% of sales online, slow growth).


Debenhams engaged Javelin Group to audit its offer and identify rapid performance improvements to grow sales and profits.


Javelin Group defined a prioritised long list of digital retail quick wins across the offer, user experience, cross-channel and fulfilment.


Growth of 88% in Debenhams Direct, to c.6% of sales, in the 12 months following our work.

Javelin Group carried out a detailed strategic review and performance improvement analysis of our online and multi-channel business and identified many high value opportunities in our online marketing, merchandising, user experience and cross-channel activities, which we then implemented. This excellent work can justifiably claim a fair share of the credit for the 88% growth that then experienced over the next 12 months. Michael Sharp, COO, Debenhams.

Find out more about Javelin Group’s Digital Retail Quick Wins service line.

Contact  Richard

Contact Practice Director

Richard Wolff


Richard Wolff, Javelin Group’s co-founder and COO, runs our Strategy practice. He has spent many years running and advising retail businesses. Recent clients include Clarks, Mothercare, John Lewis, B&Q and Marks & Spencer. Richard has an MBA from Manchester Business School.