MOTIVATING INFLUENTIAL CUSTOMERS REDUCED THE REPURCHASE CYCLE TIME BY 35% WHILE ACQUIRING NEW CLIENTS 1 Case study Results Geography: Russia >50000 transactions per month AOV: $130 • Our client–one of the largest online FMCG destinations, set their client referral motivation to their regular CPO through a discount of 10% or free delivery • After the initial client made a purchase at the online store, they were presented with a limited time offer to refer their friends to the store in exchange for free delivery on their next order. The offer presented provided for a 10% discount motivation for the friends of the initial customer • The results of the campaign showed that while initial customer AOV decreased by 4% per order their repurchase cycle shortened by 35% from 2 weeks to 10 days 1 —in Flocktory channel (!) all data anonymized 35% more transactions every month (during 4 months) 1 April May June July Average customer: 9 orders in 4 months Influential customer: 12 orders in 4 moths 7% highly influencial customers which generated 54% of all new orders were identified 1 9,000 customer recommendations Сustomer acquisition cost reduced

Motivating influential customers reduced the repurchase cycle time by 35% while acquiring new clients

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MOTIVATING INFLUENTIAL CUSTOMERS REDUCED THE REPURCHASE CYCLE TIME BY 35% WHILE ACQUIRING NEW CLIENTS

Case study Results

Geography: Russia

>50000 transactions per month

AOV: $130

•  Our client–one of the largest online FMCG destinations, set their client referral motivation to their regular CPO through a discount of 10% or free delivery

•  After the initial client made a purchase at the online store,

they were presented with a limited time offer to refer their friends to the store in exchange for free delivery on their next order. The offer presented provided for a 10% discount motivation for the friends of the initial customer

•  The results of the campaign showed that while initial customer AOV decreased by 4% per order their repurchase cycle shortened by 35% from 2 weeks to 10 days

1 —in Flocktory channel (!) all data anonymized

35% more transactions every month (during 4 months)1

April May June July

Average customer: 9 orders in 4 months

Influential customer: 12 orders in 4 moths

7% highly influencial customers which generated

54% of all new orders were identified1

9,000 customer recommendations Сustomer acquisition cost reduced