.png)
Who are NAVY Hair Care?
NAVY Hair Care is a premium hair care brand that creates salon-quality products for at-home use. With over 30 years of experience in the industry, NAVY Hair Care has gained a loyal following for its high-quality products and innovative approach to hair care.
The challenge for NAVY Hair Care and RevLifter
NAVY Hair Care is on the rise, boasting hundreds of thousands of followers on Instagram. They’re great at grabbing attention and driving traffic. But here’s the kicker: turning that traffic into conversions is the real challenge.
Tools that convert casual browsers into loyal buyers are all the rage in the beauty industry. Social media and content can effectively recommend products and encourage site visits, but they don’t always generate revenue.
RevLifter approached this challenge by splitting the conversion goal for two different audiences.
- One strategy targets visitors with products in their cart, while the other focuses on the dreaded ‘land and leave’ crowd.
- Next up is growing AOV. NAVY isn’t just about helping customers find their perfect look – they want to deliver a complete hair care experience with multiple products. If someone has shampoo in their cart, why not entice them with a kit for a more thorough treatment?
The offers and campaigns
Exit campaigns stop people from leaving the site without converting
In retail, you might run exit campaigns to tackle cart abandonment. But are you optimizing them effectively? Focusing on converting every customer can lead to wasted efforts. Instead, target those showing clear signs of leaving to boost conversion rates.
The exit campaign offered a 5% discount for customers who completed their purchase. We leverage machine learning and signals like dwell time to identify when a cart is at risk, swooping in to rescue sales and drive revenue.
Stretch & Save campaigns increase AOV and spend per customer
Another savvy tactic for online shopping is our Stretch & Save campaign. This method offers tiers like “Spend $100 for 15% off” or “Spend $150 for 20% off,” giving every customer a goal to hit. Stretch & Save was key in driving Average Order Value (AOV) during the early days of the RevLifter and NAVY partnership, right before we ramped up our rules, promotions, and user journey, ensuring optimal results through testing.
Offers wallet - the personalized shopping assistant that drives business growth
The offer wallet is a single spot for brands to serve personalized offers, promotions, and important messages, enhancing customer retention. It shows up as a small, expandable icon and helps customers find deals based on their behavior on the site, driving repeat purchases.
And guess what? It pairs perfectly with overlays. By adding the offer wallet, NAVY opened the door to new offer types, giving customers a handy place to store deals they might have missed.
Each offer card in the wallet targets different goals through effective segmentation. NAVY employed strategies for cross-selling, upselling, and building bigger carts while promoting specific items and offers:
- Daily deals: Get ‘5% off’ by shopping on a particular day.
- Call outs: Highlight loyalty programs and products to drive key goals.
- Product recommendations: Showcase best-sellers based on cart contents.
- Stretch & Save: Pops on overlays and then smoothly transitions to the offer wallet, showing how close someone is to a better deal.
Results
“Working with RevLifter has always been a seamless process. They take our purchasing incentives and turn them into attractive and accessible offers that can be redeemed by customers at multiple points in their journey.
Over the past two years, after seeing the first results, we have expanded our use of the technology by implementing several different initiatives and solutions, like the offers wallet.
By launching RevLifter's Offer Wallet, NAVY instantly expanded its range of personalized incentives while optimizing its activity on overlays
These efforts have resulted in a demonstrably higher AOV and CVR.”
Jeremy Barrett Lipkin, CEO, NAVY Hair Care
