CCG puts new marketing opportunities in your sights.
BOTTOM LINE
Industry:
Retail
Challenge:
Increase upsell and cross-sell opportunities by identifying customers’ product affinities.
Solution:
Find patterns in customer transactional data through a Market Basket Analysis.
Results:
By cross-selling the right products to the right customers, the retailer improved share of wallet and increased cross-department purchases.
Some purchasing patterns are easy to spot. But it’s the not-so-obvious product affinities hidden within your customer data that can help you build incremental sales.
To deliver this insight to a North American Fortune 1000 specialty retailer, CCG leveraged transactional data on loyalty program customers by performing a Market Basket Analysis. The results helped the retailer:
Validate and enhance its offerings by knowing what products are most likely to be purchased by core customer segments over time.
Improve response rates and average sales by targeting under-performing customer segments with relevant cross-sell messages and products.
Increase cross-department purchases and share of wallet by improving visual merchandising displays.
Improve effectiveness of mass advertising by offering the right products to the right customers.
Want an eyeful of increased cross-sell ratios, average sales and share of wallet?
Call Greg Sultan, SVP, National Marketing Manager,
at 800.525.0313 x122, or send an e-mail to greg.sultan@customer.com
