Revving Up Revenue By Replenishing

Today’s Presenters

Caroline RiddlePartner Marketing Manager

Windsor Circle

Tim StippeCommerce Analyst

CoffeeForLess

Kaila GarrisonHead of Product Marketing

Oracle Marketing Cloud

For the first 12 people who tweet out #replenish during this webinar with any marketing takeaways and get a free bag of coffee!

Tweet and Get Caffeinated!

•  What is Replenishment •  Industry Metrics •  How CoffeeForLess is using replenishment •  How Oracle Marketing Cloud delivers predictive marketing

to consumers

Agenda

Industry Metrics

Source: ATKearney – Beauty and the eCommerce Beast (2014)Source: ATKearney – Beauty and the eCommerce Beast (2014)

Source: ATKearney – Beauty and the eCommerce Beast (2014)Source: ATKearney – Beauty and the eCommerce Beast (2014)

Source: ATKearney – Beauty and the eCommerce Beast (2014)

WindsorCircle.com/benchmarks

Tim StippeCommerce Analyst

CoffeeForLess

•  Are we losing customers? •  Personalized emails at the right time •  Ease & efficiently of automated campaigns

Opportunity

Personalized Replenishment Keeps Customers Coming Back

ü  Predictive data science helps identify individual buying patterns

ü  Send reminder emails before they run out

ü  Automatically basket together multiple items up for replenishment into one email

ü  Frequency capping

ü  Easy to install: 47% of users launched campaign in less than 1 hour

Complete Customer Lifecycle Marketing Browse

Abandonment

Cart Abandonment

Segmenting Customer Behavior

Post Purchase Programs

Replenishment Automation

Analytics

Kaila GarrisonHead of Product Marketing

Oracle Marketing Cloud

•  Retention –  Currently 85% of revenue comes from repeat customers

CoffeeForLess

•  Problem –  Making campaigns more relevant, timely

CoffeeForLess

Replenishment Campaign

Replenishment Campaign

Replenishment Campaign

Replenishment Campaign

CoffeeForLess Campaign

Customer Feedback

“First I just want to say I LOVE your site. I seriously get upset when I am not on top

of it and run out of coffee... however I know your shipping is fast so I rarely have

to go without my kcups.”

The Numbers For CoffeeForLess Are In…

•  $.57  RPE  6X  Industry  average  is  $.10    

•  Open  rate  35%  •  36%  Conversion  •  Over  $150K  in  revenue  

Implementing Data-Driven Campaigns in Oracle Responsys

About Windsor Circle

We  are  a  Predic<ve  Lifecycle  and  Reten<on  Marke<ng  PlaCorm  that  Helps  

You  Grow  Customer  Life<me  Value  

•  350+  clients  •  35MM  consumers  •  80+  employees    

WindsorCircle.com/Replenish  

Q&A