Leading Online Fashion Retailer Integrates With Flocktory Post-Checkout

•

0 recomendaciones•456 vistas

Flocktory

Marketing

4Stage:Results
Aﬅer3monthsofoperation,thereferralprogramwasgeneratingastablerunrateof4%increasein
overallsalesforthesite.
AVERAGEORDER
Averageorder
valuethrough
thereferral
program
130$
145$
Previous
averageorder
COSTOFCUSTOMERACQUISITION
aﬅeroptimization
38%
costsbefore
optimization
Costsaﬅer
optimization
Costofcustomeracquisitionaﬅeroptimization
ofthereferralprogramdecreasedby38%
comparedtoaverageCPOofotherchannels.
Averageordervaluethroughthereferralpro-
gramwas22%higherthanthesiteaverage
withavalueof$160.
Aﬅertestinganddeterminationoftheoptimalincentivemixtodriverecommendations,anew
strategywasdevelopedtoincreaseaverageordervalue.Toaccomplishthisgoal,thetermsofthe
discountwaschangedtoapplyonlytopurchasesgreaterthan$145whiletheaverageordervaluefor
thesitewas$130
3Stage:Optimization
Priortotestingdiﬀerentvariantsofincentives,visualelements,andmessagingtheﬁrstresultswere
received:a2%increaseinoverallsalesforthesite.
2ⁿStage:FirstResults
Theﬁrstreferralcampaignwaslaunchedwithadiscountmotivationonthenextpurchaseinreturn
formakingasuccessfulreferral.Usingtheirinternalloyaltypointsystem,thesitesetthenominal
couponmotivationamountequaltotheirexistingcostperorder(CPO).Byusinganinternalloyalty
rewardtheeﬀectiveCPOwasreducedasthisrepresentsalowerinternalcostthanthatofcompara-
tivechannelsforcustomeracquisitionlikeSEM
1Stage:Launch
STAGESOFTHECAMPAIGN
LEADINGONLINEFASHIONRETAILER
Motivatecustomerrecommendationsthrough
Flocktory’sPost-checkoutmoduleusing
loyaltypointsasanincentiveandaminimum
orderamountforthetargetpurchase.
SOLUTION
Utilizereferralmarketingasanewsales
channeltoreducecostofcustomer
acquisitionwhileincreasingaverage
ordervalue.
GOAL

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