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Leading Online Fashion Retailer Integrates With Flocktory Post-Checkout
1.
4Stage: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 3Stage:Optimization Priortotestingdifferentvariantsofincentives,visualelements,andmessagingthefirstresultswere received:a2%increaseinoverallsalesforthesite. 2ⁿStage:FirstResults Thefirstreferralcampaignwaslaunchedwithadiscountmotivationonthenextpurchaseinreturn formakingasuccessfulreferral.Usingtheirinternalloyaltypointsystem,thesitesetthenominal couponmotivationamountequaltotheirexistingcostperorder(CPO).Byusinganinternalloyalty rewardtheeffectiveCPOwasreducedasthisrepresentsalowerinternalcostthanthatofcompara- tivechannelsforcustomeracquisitionlikeSEM 1Stage:Launch STAGESOFTHECAMPAIGN LEADINGONLINEFASHIONRETAILER Motivatecustomerrecommendationsthrough Flocktory’sPost-checkoutmoduleusing loyaltypointsasanincentiveandaminimum orderamountforthetargetpurchase. SOLUTION Utilizereferralmarketingasanewsales channeltoreducecostofcustomer acquisitionwhileincreasingaverage ordervalue. GOAL
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