Casual Living Boosts Demand with Coremetrics Intelligent Offer

SAN MATEO, Calif., Jan. 27, 2010 – Coremetrics, a provider of marketing optimization solutions, today announced that Casual Living USA is realizing considerable incremental revenue by using Coremetrics Intelligent Offer™ to automate cross sell recommendations for its web site.

Customers who browse Intelligent Offer recommendations spend significantly more than the average visitor, and the recommendations are driving, on average, weekly incremental demand equal to 6.5 percent of site sales.

“Intelligent Offer knows that customers who buy a particular skirt also often buy a particular blouse or pair of sandals or belt, and it’s basing the selection of cross sell items on that insight,” said chief marketing officer Steve Cobden. “On product pages, these recommendations make it easier for people to find what they want. On cart pages, the recommended items complement what’s in the cart, increasing the likelihood that shoppers will add one or more products to their orders. In both cases, we’re picking up significant incremental sales that enhance our bottom line.”

Before implementing Intelligent Offer, Casual Living marketers tried several strategies for presenting cross sell items on both product and cart pages. Efforts were primarily manual, however, and did not reflect actual buying behavior. Consequently, cross sell items weren’t compelling to online shoppers. With Intelligent Offer, these items are highly relevant because they are selected based on actual customer behavior and they take into account changing customer tastes, new products and seasonal variances. Customers who interact with product page and cart page recommendations have 23 percent and 39 percent higher average order values (AOV), respectively, than the average site visitor.

“Data-driven recommendations engage customers more fully, encouraging them to browse and catching their attention with products that complement items they’ve already decided to buy,” said Jeff Schmidt, senior vice president of worldwide sales and services, Coremetrics. “We are pleased to be working with innovative marketers like those at Casual Living to automate the selection of cross sell items and ensuring the items recommended will have high appeal to their customers.”

Source: Coremetrics