Kookai.fr Case Study: Shopify Plus Architecture & Growth-Driven Approach
Updated on: December 24, 2025
Reviewed by: a Shopify Expert at LobsTTer
This case study shows how LobsTTer, a Shopify Plus agency, helped Kookaï structure a performance-oriented e-commerce architecture, capable of absorbing load while maintaining reliable execution.
The objective was not only to increase sales, but to implement a sustainable e-commerce growth strategy, based on measurable levers: multi-channel acquisition, data-driven merchandising, customer loyalty, and operations automation.
The results obtained in 2025 (+56.8% of revenue vs 2024) are the fruit of joint work between the Kookaï and LobsTTer teams, combining technological choices, advanced Shopify application configuration, and rigorous monitoring of business KPIs.
Context & objectives
2025 vs 2024 Results
Strategies, solutions & KPIs
Best practices to remember
What this case demonstrates for LobsTTer in 2026
◎ Context & objectives
Before LobsTTer's intervention, Kookaï faced typical challenges for a fashion brand in an acceleration phase: pronounced seasonality, sales peaks, omnichannel complexity (stores + online), and the need to better monitor performance by channel.
- Brand: Kookaï (fashion, strong seasonality, omnichannel)
- Foundation: Shopify Plus + ERP / POS integrations + automations
- Objective: accelerate growth without compromising operations or degrading customer experience
◎ Overall results 2025 vs 2024 (01/01 → 24/12)
- Revenue: €1,666,370 → +56.8%
- Number of orders: 20,093 → +39.6%
- Average order value: €93.44 → +11.6%
- New customers: 10,302 → +27.7%
- Repeat customers: 5,726 → +44.0%
- Repeat customer revenue: €819,027 → +67.9%
These figures reflect growth that is not based solely on acquisition: performance also comes from an improvement in average order value, better conversion, and an increase in the proportion of repeat customers.
◎ Strategies, solutions & monitored KPIs
◈ 1) Multi-channel acquisition & activation
Challenges: diversify channels, measure the actual contribution of each lever, increase the volume of new customers while keeping CAC under control.
Solutions: LobsTTer structured a multi-channel approach with a simple logic: each tool is linked to a KPI.
- Klaviyo (Email & SMS): flows (welcome, abandoned cart, post-purchase, reactivation) + new vs. repeat customer segmentation
- Meta Ads & TikTok Ads: dynamic retargeting oriented towards high-performing categories
- Google + Bing (Search / Shopping): campaigns structured by product type + remarketing
- Wisepops: contextual email capture to feed Klaviyo scenarios
Monitored KPIs:
- New customer rate: +27.7%
- Revenue by channel: Search +71%, Social +280%
- CAC by source
- Contribution of flows and campaigns to revenue (incremental)
◈ 2) Merchandising & conversion
Challenges: large catalog, heterogeneous performance, need to increase average order value without trivializing discounts.
- Category prioritization: SWEATER, CARDIGAN, COAT, T-SHIRT
- Lably: new arrivals / best-sellers / last pieces badges
- Sort’d & Depict: collection sorting, discovery, more relevant internal search
- Discount Ninja: progressive mechanics and bundles focused on cart value
Monitored KPIs:
- Average order value: +11.6%
- Conversion by category
- Star categories: SWEATER +227%, CARDIGAN +245%, COAT +209%
- Catalog renewal: 18 of the top 20 products are new for 2025
◈ 3) Loyalty & customer value (LTV)
Challenges: structure repeat purchases, better exploit purchase intent, strengthen customer relationships in a highly competitive fashion market.
- Klaviyo: repurchase and dormant customer reactivation scenarios
- Wishlist Hero: capture purchase intent + targeted reminders
- AMP Back-in-Stock: sales recovery on out-of-stock items
- Makappi (mobile application): proprietary channel (push, new arrivals access, engagement)
Monitored KPIs:
- Repeat customers: +44%
- Repeat customer revenue: +67.9%
- Orders per customer
- Share of revenue via mobile app: 3.9% (+124%)
◈ 4) Operations & scalability
Challenges: absorb increased volume, limit omnichannel friction, avoid degradation of customer support.
- Custom ERP / POS connectors (e.g., Fastmag): stock, order, and omnichannel constraint synchronization
- Shopify Flow: fulfillment and business rule automation
- Matrixify: bulk operations on the catalog (prices, stock, metadata)
- Gorgias: centralized support, macros, and quality monitoring
Monitored KPIs:
- Ability to absorb +39.6% of orders without disruption
- Order processing time
- Volume of tickets per order
- CSAT (customer satisfaction) and response time
◈ 5) AEO & content readability (complementary lever)
Since 2024, LobsTTer has integrated AEO as a complementary lever to SEO and CRO: making product content and FAQs more exploitable by Google, Bing, and AI engines.
- Structuring of FAQs oriented towards real purchase questions
- Indexing validation via Google Search Console and Bing Webmaster Tools
- Industrialization via the LobsTTer App (consistency and large-scale deployment)
Monitored KPIs:
- Indexing coverage of enriched pages
- Reduction of informational friction (repetitive support questions)
- Long-term stability of visibility for product-related queries
◎ Best practices to remember
- Link each tool to a measurable KPI (otherwise it's just noise)
- Stabilize operations before accelerating acquisition
- Prioritize categories and new arrivals: growth comes from the product, not just the channel
- Structure retention (flows, wishlist, back-in-stock) to increase customer value
- Implement catalog governance and automations for clean scaling
◎ What this case demonstrates for LobsTTer in 2026
This project illustrates LobsTTer's value proposition in 2026: a Shopify agency focused on architecture, performance, and evolutions, capable of managing complex Shopify Plus projects and activating sustainable growth after launch.
The difference is not "having apps", but knowing how to configure them, make them work together, and measure the real impact on the business.
What explains Kookaï's growth in 2025 (vs 2024)?
An orchestration of KPI-driven levers: multi-channel acquisition (Search, Social, Email), data-driven merchandising, retention (flows, wishlist, back-in-stock), and operations automation to absorb +39.6% orders.
Why Shopify Plus for this project?
Because the complexity was real: omnichannel, business integrations (ERP/POS), automations, scaling up. Shopify Plus serves here as a reliable foundation for evolving the ecosystem without technical debt or operational fragility.
Which KPIs does LobsTTer prioritize for this type of support?
Revenue, orders, average order value, share of repeat customers, repeat customer revenue, channel performance (Search/Social/Email), category performance, volume of support tickets per order, and operational scalability indicators.
How are apps chosen and configured without unnecessary stacking?
By starting with KPIs and business constraints: each app must have a clear role (acquisition, conversion, retention, ops), measurable parameters (e.g., flows, segments, merchandising rules, bundles), and consistency with the core system (ERP/POS, logistics, support).
What is the benefit of an ERP/POS connector for an omnichannel brand?
Ensuring reliable synchronization of stock and statuses, managing preparation priorities, reducing errors, and maintaining customer experience when volume increases. It is a scalability lever, not a "nice to have."
What is the role of AEO (FAQ, AI engines) in LobsTTer's approach?
A complementary lever since 2024: structuring useful FAQs (real purchase questions), validating their proper consideration in Google Search Console and Bing, and enhancing content readability for AI engines, without promising ranking.
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Tarifs de nos prestations
Audit Shopify (1h)
Un échange structuré avec un expert LobsTTer pour analyser votre site et identifier vos priorités business.
- Analyse rapide de votre architecture (technique, UX, performance)
- Identification des points de friction (conversion, parcours, mobile)
- Lecture de votre stack (apps, dépendances, complexité)
- Premières recommandations concrètes et priorisées
- Évaluation des gains potentiels (conversion, exploitation, ROI)
👉 Vous repartez avec une vision claire des actions à mener, même sans engagement.
Fondations & Traction
Lancer une boutique Shopify fiable, performante et exploitable rapidement, sans créer de dette technique.
Idéal pour un chifrre d'affaire entre 0 → 500K€
- Parcours optimisés pour convertir dès le lancement
- Stack d’apps maîtrisée (pas d’empilement inutile)
- Mise en ligne sécurisée (paiement, TVA, tracking, SEO défensif)
- Formation pour autonomie immédiate de vos équipes
Croissance Pilotée
Structurer votre croissance avec un site capable d’évoluer en continu, sans perte de performance.
Idéal pour un chifrre d'affaire entre 500K€ → 10M€
- Optimisation du taux de conversion (CRO) sur les pages clés
- Amélioration des parcours (mobile, catalogue, panier)
- Pilotage des apps et des leviers marketing orientés ROI
- Mise en place d’une roadmap claire (priorisation business)
- Accompagnement sur tous vos besoins (évolutions, optimisation continue)
Scale & Performance
Migrer, construire ou faire évoluer votre écosystème sur Shopify pour gérer la complexité : B2B, international, ERP, volumétrie. • Architecture robuste pour supporter volume et multi-entités • Intégration ERP / PIM / flux métiers (fiabilité des données) • Déploiement multi-marchés (Shopify Markets, multi-stores) • Gestion avancée des catalogues, stocks et logistique • Accompagnement stratégique long terme (performance & ROI)
