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Who are Splits59?
Splits59 is an LA-based activewear brand known for stylish and performance-driven athletic apparel. Founded in 2008 by Jonathan Schwartz and Keith Peterson, Splits59 quickly gained recognition among fitness enthusiasts and celebrities alike for its high-quality materials, innovative designs, and inclusive sizing options.
The challenge for Splits59 and RevLifter
When discussing a potential partnership with RevLifter, the retailer laid out its key goals: boosting conversion rates (CVR) and average order values (AOV). These talks helped uncover some specific challenges.
One key issue is that customers often buy the bottom half of an outfit but skip the matching top. Cross-selling can be tricky for activewear brands. It’s all about showcasing outfits or giving customers a little nudge to pick the complete look.
After diving into Splits59’s successful reseller business, RevLifter spotted a golden opportunity with abandonment plays to ramp up profits by selling more on splits59.com. Even in high-end fashion, shoppers love to compare prices before they buy. The name of the game is keeping them on your site and encouraging those direct purchases.
Splits59 is all about strategically incentivizing. They want to save their best deals for those high-value orders.
The offers and campaigns
Cross-selling to increase spend per customer and items per order
To encourage customers to complete their outfits, they were offered 10% off bras if they had items from the ‘bottoms’ category in their cart. This little nudge was only available on the cart page—the last chance to sweeten the deal and boost sales, and we saw a nice uptick in matching top purchases.
Exit campaigns stop people from leaving the site without converting
Exit-intent campaigns were targeted differently at new and existing customers. Those who had already bought from Splits59 were offered"10% off" their purchase, whereas new customers, the priority segment, received "15% off".
Ctrl+C campaigns to reduce browse abandonment from deal seekers
Did you know that when a customer copies a product name, it often hints they’re comparing prices? For Splits59 with products in marketplaces, this was a particular problem. By offering a simple "5% off" incentive at that moment, Splits59 boosted their sales.
Stretch & Save campaigns increase AOV and spend per customer
Stretch & Saves increases AOV by offering a discount in exchange for customers adding more products to their cart. Minimum spends and tiered levels can be set at the retailer's preference.
The results
“RevLifter came to our attention through our affiliate management agency E-Accountable. We were looking to grow our business while creating a compelling reason for a user to stay on site and convert.
Not only did RevLifter's technology allow us to accomplish both goals, but the team also delivered a first-class customer experience throughout the integration. We've seen an increase in both AOV and units per transaction (UPT) through their exit intent and item upsell optimizations.
RevLifter continues to deliver ideas for future improvements and has a stake in growing our business with us. Working with its team has been a game changer for both our bottom line and customer journey.”
Shannon Quarantino, VP of eCommerce, Splits59
