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18 - 19 September 2024
ExCeL London

18 - 19 September 2024
ExCeL London

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29 Nov 2023

Unlocking customer retention: strategies to drive repeat ecommerce purchases and boost sales

Unlocking customer retention: strategies to drive repeat ecommerce purchases and boost sales

In the ever-evolving landscape of eCommerce, where competition is fierce and consumer choices abundant, the key to sustained success lies in unlocking the power of customer retention.

This theme took centre stage at a recent keynote session during the eCommerce Expo, featuring distinguished speakers representing prominent British businesses. Chaired by Jill Dvorak, Chief Content Officer at CommerceNext, the session brought together insights from Nadina Guglielmetti, Chief Customer Officer at The Vitamin Shoppe, Sarah Holley, Senior Brand Manager at Nestle, Christopher Thomas-Moore, Chief Digital Officer at Domino's, and Sarah Wallis, COO at Minted.


Watch the full session


Key Insights

Understanding the Importance of Customer Retention

Jill Dvorak set the stage by highlighting the critical role customer retention plays in the highly competitive eCommerce industry. The session aimed to delve into the common challenges faced by British businesses and, more importantly, provide strategies and tactics to overcome these challenges and boost sales.

Leveraging Data for Continuous Improvement

Sarah Holley shared Nestlé's approach to customer retention, emphasising the use of consumer data and employee feedback to enhance products and better meet customer needs. Nestlé's ability to pivot swiftly based on this valuable input ensures they stay in tune with their customers, addressing evolving preferences and expectations.

Innovative Problem Solving at Domino's

Christopher Thomas-Moore shed light on Domino's innovative approach to customer retention. Through a process known as "tension mapping," Domino's identifies customer pain points and tensions, leading to groundbreaking solutions such as pinpoint pizza delivery. By understanding and addressing customer problems, Domino's remains at the forefront of the pizza delivery experience.

Revolutionising Loyalty Programs

Nadina Guglielmetti detailed The Vitamin Shoppe's journey in revamping its loyalty program. By shifting the focus from mere transactions to rewarding customer behaviours, The Vitamin Shoppe witnessed a substantial 49% increase in purchase frequency among engaged members. This approach highlights the importance of understanding and rewarding customer engagement beyond mere transactions.

Optimising Customer Behaviour at Minted

Sarah Wallis emphasised the significance of understanding optimal customer behaviour, going beyond past interactions. Using Net Promoter Score (NPS) qualitative feedback, Minted identified impactful improvements, such as organising shopping carts by clothing size. This customer-centric approach ensures that improvements align with the expectations and preferences of Minted's customer base.

Power of Partnerships in Customer Retention

The speakers unanimously highlighted the strategic role of partnerships in customer retention. From local brand collaborations to larger initiatives like Domino's Stranger Things mind-ordering app, partnerships offer a powerful avenue for engaging customers and enhancing brand loyalty.

Conclusion: Crafting a Retention Roadmap

In conclusion, this keynote session at eCommerce Expo underscored the paramount importance of customer retention for long-term success and profitability in the eCommerce industry. By embracing personalised experiences, tailored recommendations, targeted marketing campaigns, and innovative problem-solving, businesses can unlock the key to repeat purchases and heightened customer loyalty. As the eCommerce landscape continues to evolve, these strategies will undoubtedly serve as a roadmap for businesses seeking sustained growth and success.

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