July 26, 2012, 1:02 PM

Moms are social and mobile

And Totsy.com has figured out how to leverage social media to garner sales.

Stefany Moore

Associate Director of Research

Lead Photo

Moms spend a lot of time on social media, which is why flash-sale retailer of products for kids and moms Totsy.com focuses on keeping its social feeds fresh and responding to customer service inquiries quickly.

The retailer, No. 531 in the Second 500 Guide, grew sales 549.8% to $13.70 million from $2.11 million in 2010. That’s the second-highest percentage growth in the 2012 Second 500 Guide and by far the largest growth in dollars.

Totsy.com credits much of its progress since its founding in late 2009 to a successful social media strategy, says founder Guillaume Gauthereau.

“You’ll be answered in 10 or 20 minutes tops,” Gauthereau says. “Close to 35% of our new users come from social every month.” Totsy has nearly 300,000 Facebook fans and 6,500 Twitter followers.

The merchant has also focused considerable effort on its mobile strategy, launching an m-commerce site in early 2012 and planning an iPhone app launch this summer. About 25% of traffic already comes from mobile devices, and Totsy expects that to grow to 40% to 50% by the end of 2013. “Mobile is growing so fast at the moment,” Gauthereau says. “I guess our customers have their babies in one hand and their phones in the other.”

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