Business Case Studies & Business Publications

Boots Unlimited: Getting a Foot in the D...

Farris, Paul W., G...

Case

Boots Unlimited: Getting a Foot in the Door (A)

Farris, Paul W.; Goldberg, Rebecca

M-0970 | Published June 20, 2019 | 9 pages Case

Collection: Darden School of Business

Product Details

BootsUnlimited.com (BU) is a website offering custom-made footwear. Customers can choose from a wide variety of styles and can also create new styles based on their exact specifications. The company instructs customers on how to provide 20 different foot and calf measurements, and from those measurements, the footwear is made in a Thai production facility. BU products cater to the custom boot market and to very different segments, and the brothers who co-own the family business have designed a Google AdWords campaign for their company to target each segment. Because they were starting with a limited budget, and because BU catered to such niche markets, the Rosens decided to start with very specific keywords that would require lower bids. They believed that starting this way would keep them from running out of money too soon.