How KLIMON Turned Product Trial Into Measurable Retail Velocity
New-to-Brand Conversion
Average Repeat Purchase Rate
Average Customer Lifetime Value
New Online Category Buyers
The opportunity
For an emerging brand like KLIMON, winning in the highly competitive frozen dessert category required more than awareness.
KLIMON needed to reach shoppers who were likely to enjoy the product, create meaningful trial and prove that the experience could translate into sustained purchase behavior.
Traditional sampling could put products into consumers’ hands, but it offered limited control over who received them and little visibility into what happened next.
KLIMON partnered with Swish Commerce to take a more targeted, measurable approach—one designed not simply to generate trial, but to acquire new customers and drive retail velocity.
The swish approach
Swish used retailer first-party purchase data and real-time basket signals to identify highly qualified Stater Bros. online shoppers.
The campaign prioritized customers who:
- Regularly purchased non-dairy products
- Purchased frozen desserts from competing brands
- Demonstrated relevant dietary or category affinities
- Had not previously purchased KLIMON
Full-size KLIMON products were then added directly to qualifying online grocery orders, allowing customers to experience the product within a trusted retail transaction.
There were no digital opt-ins, rebate forms or separate fulfillment steps. Swish managed the campaign end to end, including audience qualification, order matching, product placement, customer communication and closed-loop measurement.
Campaign strategy
From Product Trial to Measurable Growth
The campaign was built to create more than a one-time product experience.
Swish measured how recipients behaved after trial, including whether they purchased KLIMON, how often they returned and how much long-term value they generated.
The result was a measurable path from discovery to sustained purchase behavior:
By placing KLIMON into the orders of shoppers with a high likelihood of adoption, Swish helped
turn product trial into an ongoing customer relationship.
Campaign Results
New-to-Brand Conversion
More than four in ten measured new-to-brand recipients returned to purchase KLIMON after receiving the product. The campaign did not simply generate awareness. It converted targeted trial into paying customers.
Average Repeat Purchase Rate
Customers who converted continued purchasing KLIMON well beyond their first transaction. Some customers went on to purchase more than 20 KLIMON products, demonstrating that the initial trial experience created sustained demand rather than a short-term promotional lift.
Average Customer Lifetime Value
Converted shoppers generated an average customer lifetime value of $67, with some customers ultimately spending more than $300 on KLIMON products. The full-size product placed into the initial order became the starting point for a measurable, long-term customer relationship.
New Online Category Buyers
Approximately 92% of converting customers had never previously purchased frozen desserts through their online grocery orders. This means the campaign did more than help KLIMON win share from competing brands. It also brought new shoppers into the online frozen dessert category, creating incremental value for both KLIMON and Stater Bros. Markets.
How Swish Drove Retail Velocity
The KLIMON campaign demonstrates how Programmatic Sampling can influence multiple drivers of retail velocity at once.
Swish helped KLIMON:
- Acquire highly qualified new-to-brand customers
- Convert trial into repeat purchasing
- Generate measurable customer lifetime value
- Expand online category participation
- Create incremental sales for the retailer
- Measure performance through closed-loop purchase data
Rather than distributing products broadly and hoping for an outcome, KLIMON used its merchandise as a targeted growth channel.
The product itself became the media—and every subsequent purchase became measurable proof of performance.
Value for Stater Bros. Markets
Value for Stater Bros. Markets
The campaign also created meaningful value for Stater Bros. Markets.
By introducing customers to a relevant new product, the retailer delivered a differentiated discovery experience while encouraging future purchases and broader category engagement.
The campaign helped Stater Bros.:
- Create surprise and delight within the online order experience
- Introduce customers to products aligned with their preferences
- Expand participation in the online frozen dessert category
- Drive incremental future sales
- Strengthen the value of its first-party ecommerce relationships
CONCLUSIONS
KLIMON did not need more passive impressions. It needed the right product placed into the right baskets at the right time.
Through Swish Programmatic Sampling, KLIMON turned targeted product trial into new customers, repeat purchases and measurable retail velocity.
The campaign illustrates the broader power of Merchandise as Media: using the physical product itself to create discovery, change purchase behavior and drive sustained growth for both brands and retailers.
FEATURED RESULTS
About Swish
Swish Commerce is the Programmatic Sampling platform transforming Merchandise into Media.
Swish enables brands and retailers to add the right full-size product to the right customer order at the right time using retailer first-party data and real-time basket signals.
Unlike traditional sampling, Swish makes product trial targeted, automated and measurable—helping brands acquire new customers, drive repeat purchases and build retail velocity while enabling retailers to create discovery, category growth and incremental revenue.
Right basket. Right product. Right time