growing clv, automating replenishment and predictive marketing with magento + mailchimp

Growing CLV, Automating Replenishment and Predictive Marketing with

Magento + MailChimpJeff McRitchie – MyBinding.comStephen Enfield - POS Supply

Andrew Pearson – Windsor Circle

Today’s Presenters

Stephen EnfieldPresident/CEO - POS Supply Solutions

Jeff McRitchie VP of Marketing – MyBinding.com

Andrew PearsonVP, Marketing – Windsor Circle

About MyBinding.com

About MyBinding.com

About POS Supply Solutions

About POS Supply Solutions

Windsor Circle Partners

Today’s Agenda

Segmentation & Personalization

Cart Recovery

Automated Replenishment

Innovations & Must Haves for 2016

Looking back at 2015

eCommerce Sales up 20.9% y/y*

Cyber Monday - $3 billion (up 12% y/y)**

AOV - $133

204+ billion emails sent by MailChimp

*ChannelAdvisor SSS Report 12/15**Adobe 12/15

What is Working

Customer Segmentation

Develop highly targeted campaigns

Improve message relevancy

Test and reveal strategies that give customers a reason to open and act

Improve Personalization with Advanced Segmentation

First Purchase Before 11/23

2014 Cyber Week Buyers

NFL Team (Zip Code Proximity)

More Control Over Messaging

Purchase Frequency is 6

CLV is Greater than 1000 in Last 6 Months

Reclaim Lost Revenue with Cart Recovery

Personalized messaging

Quick Set-up

Anti-Gaming Technology

Reclaim 5-25% of carts Current client avg:

~15%

Cart Recovery Boosts Sales Detect cart abandonment

through Magento

Provide rich content and product information on items left in cart

Offer incentive coupon to entice return, but limit this with anti-gaming

30.4% Open Rate8.7% Click Rate

Personalized Replenishment Keeps Customers Coming Back

Predict individual consumption patterns

Basket multiple replenishable products into single email

Completely customizable

...With Some Amazing Results

Industry Avg. RPE - $0.10 – Experian 2014

Average RPE by Industry

Medical Supply (All) – $1.51 Top Performers - $2.11

Health & Beauty (All) - $1.23Top Performers - $1.87

Consumer Goods (All) - $0.76Top Performers – $1.29

B2B Supply (All) - $0.62Top Performers – $1.09

Remind Them Before They Run Out

Reach B2B customers with depleted stock

Timing is critical

Make process as quick and easy as possible

26.7% Open Rate5.4% Click Rate

Personalized Replenishment Keeps Customers Coming Back

Predict individual consumption patterns

Basket multiple replenishable products into single email

Completely customizable

Reorder Incentives

Drive loyalty, retention & revenue

Offer Coupons Automate messages

to individual customers

Know customer’s needs before they do

Reminder of other items available

Two-Tiered Approach to Replenishment

Tier One Automated, One-to- One Emails Based on Replenishment Date,

calculated via Windsor Circle Offers no discount, simply a reorder

prompt

Tier Two Quarterly category based

Replenishment emails Discounts per category 40 of these send approx. 3 per week,

4 times per year

This approach has more than doubled Replenishment

revenue!

20.2% Open Rate2.7% Click Rate

Why MailChimp

Innovating in 2016

Better order & shipping management

Brand differentiation

Personalization

What Are You Testing?

“Must Have” Extensions

Urapidflow by Unirgy Webshopapps Shipping Matrix and Over Ride Universal Variable and Opentag by Qubit Full Page Cache / Crawler by Extendware Feed Pro by Gomage Windsor Circle Discontinued Products by Added Bytes

What Are You Testing?

Cost efficient shipping options

Streamlining checkout process

Replenishment automation

Browse Abandonment

Cart Recovery

Retention Automation

Campaigns - Top 3 “Must Haves” for 2016

About Windsor Circle

About Windsor Circle

We are a Predictive Lifecycle and Retention Marketing Platform that

Helps Retailers Grow

Customer Lifetime Value

Case Study after Case Study = Public Proof

The Customer Lifetime Value Game

Lounge #314Learn how to win

more business from customer personas like:• “Repeat Pete”• “Money Bags Moe”

Increase spend from customer personas like:• “Coupon Christie”• “Browsing Bill”

& Win Prizes!

The Customer Lifetime Value Game

Lounge #314Learn how to win

more business from customer personas like:• “Repeat Pete”• “Money Bags Moe”

Increase spend from customer personas like:• “Coupon Christie”• “Browsing Bill”

& Win Prizes!

Play to Winan

Thank you!