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CASE STUDY

HOME GOODS BRAND

  • Business Question

How can we reduce the number of days between first and second purchases?

  • Insight Gained

Analyzed “Products – Second Purchase” report. Identified the key upsell product based on the customers’ first purchase and average days between sequential purchase.

  • Action Taken

Customized second purchase flow (ESP) by setting up product-specific upsells and timing email delivery based on days between purchase.

  • Results Obtained

Cut average days between purchase from 80 to 29, which increased revenue by 200% year-over-year.

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