Promotion Planning

Developed promotional calendar based on customer lifecycle in an effort to drive orders while preserving margins as much as possible.

  • Identified the ideal mix of published/visible promotional discounts and targeted discounts.
  • Evaluated margins and costs relative to conversion rates at various discount levels to define the ideal discounting range for the client.
  • Developed behaviorally-triggered promotional flows targeting high-potential customers at risk of going with the competitor.

Year-over-year conversion rates increased 67.5%. Online sales increased 35%. Maintained average order value despite taking a more aggressive approach to discounting.