RevConvert and RevWallet Combine for +130% Revenue Boost for NAVY Hair Care

The lowdown on NAVY Hair Care

Fast-growing US beauty brand
Sells haircare products under the NAVY name
Popular among younger female audiences
High following on social media

Campaign overview

Started with RevConvert to stretch spend and reduce abandonment
Added RevWallet to expand range of personalized incentives and messages
Built on initial goal by promoting loyalty program and new product launches

Revenue (YOY)

AOV (YOY)

CVR with RevConvert

Challenge

Capitalize on awareness and traffic-driving campaigns by increasing CVR and AOV when customers land on site.

NAVY Hair Care is a brand on the rise. With hundreds of thousands of followers on platforms like Instagram, the retailer has no issues getting eyes on its content, and traffic onto its site.

It’s the next steps that represent the biggest challenge – driving the conversion and maximizing its potential.

Tools that turn casual browsers into frequent buyers are highly popular among beauty brands. Here, perhaps more than in any other vertical, social media and content are effective at recommending products and encouraging site visits. But this doesn’t always translate to revenue.

With a view to catering for two different audiences, RevLifter decided to split out the conversion goal. One side of the strategy would focus on converting visitors with products in their cart, while the other would tackle the ‘land and leave’ segment.

Next up – grow AOV. As a brand, NAVY aims to do more than simply help customers discover a perfect look. It wants to provide a ticket to great hair through a combination of products. Any customer with shampoo in their cart might also be interested in a kit with multiple items, resulting in a more complete treatment. RevLifter’s challenge was to lead them to it.

Goals

Boost AOV
Increase CVR
Reduce abandonment

The Solution

RevConvert

Starting with some speedy fixes, RevLifter began by using overlays powered by RevConvert to tackle gaps in the user journey.

Tactic #1 – Exit Intent

Efforts to reduce abandonment can result in wastage by focusing on converting all customers rather than the ones displaying an obvious intent to leave.

RevConvert was deployed in the form of an overlay presenting a 5% discount for customers that completed their purchase on the day it fired. The incentive used signals like dwell times to decide when a cart was at risk before rescuing the sale.

Light enough to preserve margin and intelligent enough for 1-2-1 targeting, exit intent remains NAVY’s second-most popular incentive

Tactic #2 – Spend and Save

Another RevConvert strategy was Spend and Save. Also presented by overlay, the strategy used tiers ranging from ‘Spend $100 for 15% off’ to ‘Spend $150 for 20% off’ to give every customer a realistic target to aim for.

Spend and Save proved crucial to driving AOV in the early stages of RevLifter and NAVY’s partnership. Right before the rules, incentives, and user journey were dialled all the way up.

NAVY Hair Care stretch and save screenshot

RevWallet

NAVY instantly expanded its range of personalized incentives while optimizing its activity on RevConvert by launching RevWallet.

Fact one: RevWallet provides a single place for brands to serve personalized offers, recommendations, and key messages. It appears as a small, expandable icon and assists customers by providing suggestions on deals and products based on their on-site behavior.

Fact two: it works wonders when paired with RevConvert.

By adding RevWallet to its site, NAVY opened the door to a range of new offer types while giving customers a place to store deals that had been passed over from RevConvert.

RevWallet is powered by Offer Cards, each responding to a different goal.

NAVY went for the following tactics to build bigger carts and promote specific items and offers:

Daily Deals – Target audiences can get ‘5% off’ by purchasing on a certain day

Call Outs – Highlighting loyalty points and products drive key business goals

Product Recommendations – Pointing to best-selling items relative to cart contents

Spend and Save – Pops on RevConvert and passes over to RevWallet, while demonstrating how close someone is to a better deal

“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 RevWallet.

These efforts have resulted in a demonstrably higher AOV and CVR.”

Jeremy Barrett Lipkin
CEO
NAVY Hair Care

Results

RevConvert delivered an immediate impact for NAVY. After launching in 2021, the overlays converted one in every four customers (+25%) to deliver a steady revenue stream for the brand.

The introduction of RevWallet has since taken RevLifter’s contribution to new heights. A quick analysis of performance over the year shows a clear impact of new activities on creating bigger orders.

NAVY and RevLifter are now looking into leveraging new data points for more granular targeting. Early ideas have centered on promoting new products and preserving margin by linking progress bars to NAVY’s criteria for free shipping.

RevLifter and NAVY have also laid the foundations of a great relationship. Both sides understand what they need to operate and have built a high level of trust, making it simple to test new ideas and optimize them post-launch.