Repeat purchases are the cornerstone of any D2C business. One of our client, a leading Wellness brand, was looking for faster ways to increase repeat purchase, increase customer lifetime value and overall revenue for their range of nutrition products. 

However, the team struggled to make sense of their purchase pattern data due to piecemeal analytics tools and the lack of analytics available at a customer level.

They needed a better way to understand the revenue of each customer segment to understand what kind of marketing and promotions were driving loyalists from customers who were more likely to churn.

A lack of accurate, real-time data meant they were unable to pull marketing levers at the speed the company needed to keep customers coming back and doing repurchases and increasing AOVs.

Using Propellor’s LTV app they were able to gain the real-time insights into customer behavior needed to adjust marketing tactics to increase AOV, retention, and accelerate the time to achieving LTV targets. 

For example, using Propellor, the growth teams could identify behavior differences of its most profitable cohorts–those with the highest LTV–and use that information to target them with new marketing efforts and customer experiences. They also could pivot to target the cohorts not performing as well and run promotional offers in trying to induce purchase in a given promotional period.

In addition, the team was able to dig deeper and piece together a story as to why one cohort might be more valuable than another and look at what marketing or merchandising they did in certain months that seemed to be particularly effective. These insights are critical for helping the company plan and prepare for its future growth.

The single source of truth in Propellor also helped the team better allocate marketing spend. For example, they could break down total sales by Amazon, Shopify, and other ecommerce platforms, and new customers versus returning customers. Comparing data month over month, the team could quickly determine if they needed to put more effort towards customer acquisition or retention to hit their revenue goals. 

In addition to daily reporting, Propellor has been essential for fundraising. The team was able to pull up real-time KPI metrics during investor presentations and feel confident in the quality of the data. Even screen sharing their Propellor dashboards in the slide show mode with potential investors, walking them through the metrics in real time.