RETAIL · COMMERCIAL ANALYTICS
The real drivers of customer value, on a marketplace.
Opportunity to accelerate customer acquisition.
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The situation.
A European eCommerce retailer that had recently achieved profitability was looking to grow, but disconnected internal data sources still limited its understanding and insight.
The process.
We used data from multiple sources, including marketing channels and internal systems, making assumptions where needed around total value, and identified the customer quality and lifecycle points that generate higher value, along with the impact of the range on offer. We identified the critical levers of customer growth: cross-selling across brands, pushing harder on channels with incremental profitability, and basket-building promotions.
The outcome.
We identified a €10m growth opportunity from targeted marketing, providing a clear roadmap for the next phase of growth.
My favourite consultants. Kudos to the DVS team for always bringing practical concepts to the table.
MORE WORK
Other engagements.
RETAIL · COMMERCIAL ANALYTICS
A rebuilt budget and £3m of strategic levers.
Strategic lever opportunities identified to grow EBITDA and net profit.
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RETAIL · COMMERCIAL ANALYTICS
A strategic plan, rebuilt on performance versus market.
Revenue change decomposed into the underlying drivers.
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