Kiehl's

Skincare Company Kiehl’s Since 1851 Boosts Search Discovery, Store Traffic, With Yext

99% Year-over-year increase in Clicks to Website
58% Year-over-year increase in Google Search Views
55% Year-over-year increase in Google Discovery Queries

Kiehl’s Since 1851 is one of the most-recognized names in premium skin, hair, and body care products. Part of the L’Oréal Group, Kiehl’s has more than 250 retail stores worldwide, as well as more than 1,000 points-of-sale in department stores and airports.

“Kiehl’s is all about healthy skin. We have been around since 1851, and so we believe in naturally-derived ingredients, and in using science and innovation to allow those ingredients to work as well as they possibly can,” says Grace Edinger, Director, Digital Product Management.

 

The Challenge

The Kiehl’s retail team noticed that the store locator function on the Kiehl’s website wasn’t performing, and began talking to prospective providers to power this critical tool about a month after Edinger joined the team.

At the same time, the role of chatbots and emergence of voice-activated digital assistants like Amazon Alexa and Google Assistant were altering the marketing landscape. Edinger was also aware that Kiehl’s search strategy needed serious overhauling.

After deciding it was high time for a new platform partner that could address its traffic challenges, improve discovery of its stores, and better prepare the 167-year-old retailer for the changing technology landscape, Edinger selected Yext.

“We were using a different vendor at the time, and the store locator wasn’t working the way we needed it to. We weren’t seeing the results we wanted in search, and we explored some other options. Yext came to us with a compelling all-in-one solution.”

 

The Solution

Kiehl’s uses Yext Pages and Listings to manage its digital knowledge on its store pages and in search, so it can reach its customers with accurate, up-to-date information.

“Search is a huge focus for L’Oreal as a whole,” Edinger says. “At most companies, it’s hard to get upper management to buy into the importance of search strategy as a way for consumers to discover the business.”

“L’Oreal is totally different. Everyone from the CMO team to the Global President of L’Oreal is always talking about how to get greater share of voice. That was a big piece of launching the individual store pages with Yext so that we would show up in local three packs.” Edinger says, referring to the set of three search results that Google displays at the top of any local business search.

“About three months after launching the store pages, our results went through the roof. We saw huge spikes in our results in search engine results pages and local three-packs,” Edinger explains.

“I’m focused on trying to make the digital experience as frictionless as possible,” Edinger says. “We do that in a lot of different ways. The main question we try to solve is making it easy for customers to find the brand and the products they’re looking for. We’re trying to create a connection between the brand and customers, whether in-store or online.”

 

Digital Knowledge And The Future Of Retail

Service is a core tenet of the Kiehl’s brand, and the company constantly works to improve the customer experience, both face-to-face, and online.

“Our goal in person is to have a consultation with the customer so we can really understand what the customer’s needs are and make a recommendation based on that. It’s a real relationship of trust. Obviously that’s a little more difficult online, so we try to bring that experience to our customers digitally as well, and we want to be a trusted resource.”

“When it comes to bringing that personal experience online, one thing we believe we’ve figured out is allowing existing customers to order products more easily. Text-to-reorder or chat-to-reorder, perhaps developing an Amazon Alexa voice skill to reorder, are all important pieces of that.”

In making the connection between online convenience and the in-store personal touch, Kiehl’s relies on Digital Knowledge Management to maintain the brand’s critical online/offline information accurately and in real-time, including, address, hours, contact information, and more.

“Yext’s Digital Knowledge Management solution is a key part of helping answer a question like, ‘Where can I buy Kiehl’s?’ I actually tried that question on a friend’s Alexa and it worked,” Edinger notes.

“How do you do brand discovery through voice? In local search, you get many results and you can choose the one you like. When you get into voice search, you get one result. Alexa or Siri is not going to read off a long list to you. So how do you make sure you’re the person or the brand that is appearing as that one result? Managing our store location information is a key part of it.”

 

Results

  • In the three months prior to launch with Yext, Kiehl’s was seeing an average of 21% year-over-year decrease in average monthly Clicks to Website per location. Within seven months of launch, year-over-year lift had increased to 99%, an incremental lift of 120%.
  • In the three months prior to launching with Yext, Kiehl’s average monthly Google Search Views per location was improving slowly, at an average of 3% lift year-over-year. Within four months of launch, year-over-year lift had increased to 58%, an incremental lift of 55%.
  • In the three months prior to launch with Yext, Kiehl’s was seeing an average of 6% year-over-year decrease in average monthly Google Discovery Queries per location. Within four months of launch, year-over-year lift had increased to 49%, an incremental lift of 55%.

 

Kiehl’s Since 1851

Industry: Retail, Skincare

Size: Over 250 retail stores worldwide. Over 1,000 points-of-sale in department stores and airports.

Headquartered: New York, NY

Yext products used: Yext Listings, Yext Pages, Store Locator

The Customer Journey:

“Skincare all used to be about department stores and malls when it came to customer discovery. Will there be more or less brick and mortar in skincare? Well, it’s hard to shop skincare via e-commerce if you’ve never tried it before. You need a place to physically try it and see how it feels and makes your skin feel. For Kiehl’s, that means we’re focused on making sure we’re in the places people want to find skincare products, and making sure they can discover those places when and where they want to online.”