323% more sales from Lucardi’s new Cart Abandonment Journey

With over 100 stores, Lucardi is the largest jewellery chain in the Netherlands. Their range includes trendy jewellery, watches, and accessories for men, women, and children. Lucardi sets itself apart not only with its affordable offerings but also with inviting stores located throughout the country. Both in-store and online, customers can expect expert advice and excellent service.

Working with marketing agency Clever Strategy

Predicting purchases when it comes to jewellery can be challenging. Styles, colours, and materials are endlessly combined and interchanged. Moreover, jewellery is often given as gifts more frequently than purchased for oneself. Thanks to the strategic approach of marketing agency Clever Strategy, jeweller Lucardi can define customer segments and efficiently engage different target audiences with relevant content using Spotler Activate.

Lucardi has been working with Clever Strategy, an established marketing agency based in Capelle aan den IJssel, since 2014. What began with implementing DeployTeq as an ESP has now evolved into a strategic partnership, with Spotler Activate playing an important role.

After the successful implementation and setup of DeployTeq, Lucardi was ready for the next step in professionalisation. Christien Blanken, Data Director at Clever Strategy, shares insights about the collaboration: “We had developed great email campaigns, but serving personalised content on a large scale proved challenging. Lucardi has an extensive product category range, and due to the nature of the product, it’s difficult to place visitors into specific segments.”

Data needed to take centre stage in the overall marketing strategy to segment (potential) customers and deliver the most relevant content through different channels. This is where Spotler Activate excels.

A customer journey for every phase

The personalisation strategy began with designing customer journeys for four different purchase phases: orientation, comparison, decision, and buyer/customer. Suitable touch points and overlays were then implemented in Spotler Activate for each phase, brought to life on-site and through various marketing channels. Spotler Activate determines customers’ phase and serves relevant content based on their digital behaviour.

Anouk Molendijk, Online Marketing Consultant at Clever Strategy, explains how it works: “The focus differs for each phase. For customers in the orientation phase, we primarily focus on introducing the brand and building trust by highlighting unique selling points and displaying reviews. For customers in the comparison phase, we provide more product recommendations based on our existing data. And in the decision phase, we use social proof through pop-ups and product recommendations based on visitor behaviour. These include both embedded recommendations and overlays.”

Recommended for you on the Product overview page:
First four recommended products from Spotler Activate before all products are shown.

From Broadcasting to Personalised Communication

According to Anouk, this strategy has positively transformed Lucardi’s communication: “Instead of broadcasting to the maximum, Lucardi now communicates much more targeted and personalised with its customers, and most importantly, at the right time.”

The results speak for themselves. Thanks to the implementation of Spotler Activate, the average conversion rate has increased by an impressive 36%.

Golden results with the cart abandonment journey

If there’s one journey deserving specific attention, it’s the cart abandonment journey. Previously, Lucardi would send this email once daily through the website’s CMS, but now it arrives in the inbox just two hours after the cart is abandoned. Moreover, with customer recognition, more visitors can be emailed than in the previous situation, allowing logged-in shoppers to receive emails.

The results of this enhanced journey are astounding:

• 62% increase in sent cart abandonment emails
• 323% increase in transactions from the cart abandonment journey
• 86% more revenue per sent cart abandonment email
• 201% increase in revenue

Social Proof:
already viewed x times today on the Product detail page

More efficiency thanks to the RFM model

Despite Lucardi’s long-term partnership with Spotler, Clever Strategy continues to innovate. The RFM model, added to Spotler Activate in 2022, was immediately introduced to Lucardi by the marketing agency.

The RFM model classifies individual customers into segments based on a score. The score assigned to a customer is determined by analysing all purchases made in the past 12 months. It takes into account how recently a customer made a purchase (recency), how frequently they make purchases (frequency), and how much money they spend (monetary). Each factor is compared between the individual customer and the average of the total customer base. The outcome determines the segment to which the particular customer belongs.

Christien explains, “The RFM scores provide insights into the added value of individual customers. This allows us to identify which customers generate the most value, which customers require extra attention, and which customers Lucardi is at risk of losing. We have developed strategies with appropriate touchpoints for each segment, and we are seeing good results. Currently, RFM personalisation contributes to an 11% increase in conversions.”

Loyalty:
Recruiting loyalty members through Spotler Activate:

Results and plans for the future

Overall, thanks to the implementation of Spotler Activate and Clever Strategy, Lucardi has taken important initial steps in the field of personalisation. They are able to segment customers based on accurate data, automatically engage them through various channels, and approach them in a more personalised manner. Ultimately, this leads to a more efficient utilisation of the marketing budget and improved customer relationships.

Clever Strategy is currently working on implementing RFM-based strategies in email, Facebook, and other advertising channels.