It Works The Other Way, Too

Yesterday we discussed how the best new customers bought from Merchandise Category 10.

Look at what the data shows for Merchandise Category 03.

Oh oh.

If the first-time buyer is buying from Merchandise Category 03, the first-time buyer is much less likely to purchase again in the future (remember, Decile 1 rebuy rates were 58%, Decile 10 rebuy rates were 28%).

So if you think you have a loyalty problem (and what marketer doesn't think that?), look at what you sold the customer in a first order. Maybe you caused the loyalty problem by selling stuff that causes the customer to not come back and buy again?