eCommerce • DIY & Garden • Bosnia & Herzegovina
How a DIY retailer in Bosnia and Herzegovina transformed paid channel dependency into sustainable growth through strategic partnership, focused execution on organic search, and advisory support across other channels.
189%
Revenue Growth
88%
Organic Traffic
186%
Order Growth
26 mo.
Engagement Period
In early 2024, the DIY & Garden retailer had a stable web shop built on the NB SHOP platform (eCommerce CMS). While the platform was technically ready for scaling, the business faced high dependency on paid channels, with organic traffic representing a significant untapped opportunity. Most critically, sales had stagnated.
The goal was clear: increase total revenue, but in a way that ensured sustainable growth. We needed to reduce the relative share of acquisition costs by transforming organic search into a vital sales channel.
Our team took direct responsibility for the complete organic search process (SEO), while simultaneously providing strategic guidance and direction to the in-house teams across all omnichannel channels (paid channels, organic social media, email marketing, push notifications).
Instead of spreading the in-house team thin across all channels simultaneously, the company retained execution over fast, tactical channels with our advisory support, while the complex, long-term process of organic search was given to us for direct leadership.
In the DIY and garden industry, seasonality dictates everything. Spring months, particularly March, mark the beginning of peak season and set the tone for the rest of the year. That's why comparing results for March across three consecutive years (2024, 2025, and 2026) provides a solid indicator of growth.
Revenue Growth Index (March 2024 = 100)
Taking March 2024 as our baseline (index 100), we see significant jumps in subsequent years. In March 2025, revenue increased by 74%, while March 2026 showed an additional 66% growth compared to the previous year. This means March 2026 revenues were nearly three times higher than March 2024.
It's interesting to observe how the order structure changed during this growth period. It shows the maturation of the ecommerce business through three distinct phases.
Phase 1: March 2024 (Baseline)
Phase 2: March 2025 (Aggressive Acquisition)
Phase 3: March 2026 (Maturation)
Our team took direct responsibility for the organic search process. The results of this focus are exceptional and clearly visible in Google Search Console data.
Q1 2026 vs Q1 2025
The growth in impressions shows that the site now ranks for a significantly wider spectrum of keywords and in better positions, while the growth in visits confirms that these positions are relevant and attracting real customers.
When we look at the complete 2024 and 2025 years, the scale of this transformation becomes even more apparent.
115%
Total Revenue Growth (2025 vs 2024)
186%
Order Volume Growth
172%
Products Sold Growth
This growth was not linear, but followed a clear seasonal curve, with strong peaks in spring and summer months, which is characteristic of the DIY and garden sector.
Seasonality is Critical
In the DIY and garden industry, understanding seasonal trends and adapting strategy accordingly is key to success.
Three Phases of Growth
Phase 1: Stabilization. Phase 2: Aggressive acquisition. Phase 3: Maturation and value optimization.
Organic Search as Long-Term Engine
Reducing paid channel dependency through focused SEO execution delivers sustainable growth.
Strategic Partnership
Focused execution on complex channels with advisory support on other channels is optimal resource allocation.
This case study from Bosnia and Herzegovina represents an example of how resource allocation and strategic partnership can transform an ecommerce business.
The result is a business standing on solid ground - with sustainable growth, reduced paid channel dependency, and a clear pathway for future scaling.