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Who are Shop4Runners?
Shop4Runners are a team of experts in running apparel and shoes. They offer the latest collections from top brands like Adidas, Asics, Nike, and more.
They operate two brick-and-mortar stores in Germany and an eCommerce site.
The challenge for Shop4Runners and RevLifter
Shop4Runners boasts an extensive selection of eCommerce products from major retail brands, making it an ideal destination for attracting new customers and driving potential purchases. However, they face the common challenge of converting these visitors into buyers, particularly as customers often compare prices with competitors upon landing on product pages.
To enhance conversion rates and optimize revenue, the Shop4Runners team was also looking for innovative ways to motivate customers to buy multiple items. They prefer personalized marketing strategies over broad discounts, focusing on case-by-case incentives that align with consumer behavior and customer retention efforts.
Working with RevLifter, the team aimed to create targeted promotions that protected the brand’s profit margins while boosting average order value through techniques like cross-selling and upselling. By testing various offers, the team aimed to increase repeat purchases and support overall business growth.
The offers and campaigns
Ctrl+C campaigns target price comparison searches
Ctrl+C Codes offered ‘€10 off’ when a customer highlighted and copied the product name to solve its price comparison challenge.
Stretch & Save campaigns increase AOV and spend per customer
Shop4Runners used multiple tiers, ranging from ‘free delivery’ on low-value orders to ‘20% off’ for high-value, giving every browser something to aim for.
Exit campaigns stop people from leaving the site without converting
A classic play to reduce abandonment in the funnel - triggering incentives ranging from ‘€5 - €10’ off, depending on the customer’s cart value.
The results
"We keep a close eye on our margins and take a very careful and considered approach to incentivizing customers.
RevLifter gave us the option of being able to target outcomes that produced the right type of results, rather than interrupting every journey to get the most sales. Through the partnership, we saw uplift where we needed it in the form of both order values and conversions.”
Diana Loutfy, E-xplosion GmbH (Shop4Runners partner)
