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Who are SportsShoes?
SportsShoes are a large online-only sports retailer and a leading supplier of running shoes, gym wear, and hiking equipment. They operate in the UK, the US, and Europe.
The challenge for SportsShoes and RevLifter
Every eCommerce brand has a checkout page, but not every retailer knows how to optimize that page into a real revenue booster. The checkout is the final stop in a shopper’s online journey, and it’s the perfect opportunity for promotions that encourage bigger carts and increased average order value.
When SportsShoes learned about RevLifter’s overlay campaigns, they recognized that personalized marketing could significantly enhance conversions. Delivering tailored offers and discounts made every customer feel more inclined to convert and spend more during their online shopping experience.
Initially, SportsShoes focused their checkout strategy on the UK market, implementing effective testing and segmentation. After a successful trial, they expanded their efforts to Europe—Germany, France, Spain, and Italy—where COVID-19 had severely impacted conversion rates.
The offers and campaigns
Stretch & Save campaigns increase AOV and spend per customer
RevLifter used cart values to upsell customers right before purchasing. For example, if someone was checking out with less than £60 ($83), they were targeted with “5% Off Orders Above £80” ($110) to raise their spending and save—a move that brought value for all.
Exit campaigns stop people from leaving the site without converting
RevLifter identified customers at risk of abandoning their carts and offered an exclusive incentive – e.g., "5% off" – in return for making a purchase.
Split-testing to prove incrementality
During several testing phases, the overlays were only activated for certain customers to reveal the incremental effect on conversions and AOV. Data from these tests showed an incredible bottom-line impact, which inspired a rollout in several European markets.
Results
