CASE STUDY

U S P O LO
Winning the marketplace battle
COMPANY OVERVIEW

US Polo Assn. is the authentic and official brand of the United

States Polo Association, the governing body for the sport of
Polo in the United States since 1890. Today, the US Polo
products are sold through their licensing program in over 135
countries at independent retail stores, department stores and
US Polo Assn brand stores. US Polo as a brand captures the
authenticity of the sport, while embracing the genuine spirit
known throughout the world as Classic American Style. In
India, Arvind Lifestyle Brand Ltd has the license to sell the US
Polo collection.

Case study: US Polo 2

 THE SITUATION
Although the brand already had an online presence in India, yet
it had limited representation on the online marketplaces. The
inventory was scattered and operated in silos across channels
and was not fungible. Moreover, USPA as a brand does not
believe in deep discounting and hence it was a challenge for
them to increase sell through. Hence, USPA wanted to enhance
their direct to consumer strategy and was looking for a solution
that will:

Enable the
brand to have Optimize Expose their Increase Increase fulfilment
control over their inventory inventory to newer sell-through rate
pricing channels
and discounting
across marketplaces

3 Case study: US Polo

THE SOLUTION

Ace Turtle’s Rubicon platform was deployed to integrate all

the stock points of USPA and provide a single view of
inventory to multiple marketplaces. As a result, each
marketplace had a catalogue which had the entire range
and a much higher inventory.

Case study: US Polo 4

 THE RESULTS
Ace Turtle provided USPA with the technology needed
to succeed across multiple marketplaces. The platform
allowed USPA to have control over its price and visibility
across eCommerce platforms. Moreover, the platform
allowed USPA to showcase all their categories and reach
out to newer marketplaces and significantly increase their
sell throughs. Some of the impact that Rubicon enabled for
USPA when we compare between their performance of Q3
2017 and Q3 2018:

Orders across marketplaces Sell through

A 4x rise in GMV 8x increased by
25%
increased by

Moreover, if we focus on the SKU level data there has been significant improvement in terms of number of
styles and SKUs that Rubicon enabled across marketplaces for US polo between May’2017 and April’2018.
There has been a 8x jump in number of styles uploaded across marketplaces and close to 400% rise in the
number of inventories uploaded.

5 Case study: US Polo

 Case study: US Polo

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