Back to the Master Sheet.
April 07, 2021
The Master Sheet: Cumulative Repurchase Rates by Month
Today we're looking at the fourth section ... the lavender section of the table. For customers buying for the 1st / 2nd / 3rd / 4th / 5th times, I measure the cumulative repurchase rate by months since the purchase in that column/segment.
Remember, this brand does a good job of Developing lapsed first-time buyers. We see this fact in this portion of the table. 13% of first-time buyers repurchase within three months, 27% repurchase within a year, 40% repurchase within two years, 49% repurchase within three years, and 55% repurchase within four years. I don't see this dynamic happen often. In e-commerce in particular, once the customer gets beyond 13 months the customer generally disappears. That's not what we observe here. Because this brand does a fantastic job of Developing lapsed buyers, repurchase rates for first-time buyers extend beyond the 0-12 month timeframe.
This brand does not do a great job of Developing customers who have purchased for a second time, and as a result rebuy rates for 2x buyers are at 40% after twelve months. It takes five purchases before the customer becomes loyal (64% rebuy rate after twelve months for 5x buyers).
This brand needs to address the Welcome Period, and this brand needs to address Development of 2x buyers. There's a lot of good happening here, but there is plenty of room for improvement as well.
Pretend you have a $100 item that sells one unit. You also have a $5 item that sells 10 units. The $100 item generated $100, but just one cu...
It is time to find a few smart individuals in the world of e-mail analytics and data mining! And honestly, what follows is a dataset that y...
Yes, Gliebers Dresses is a fictional series designed to get us to think about things ... if business fiction is not your cup of tea, why no...
A good marketing/analytics system should be able to quickly diagnose the impact that merchandise has on business struggles. I use the co...