This document summarizes a presentation about growing customer lifetime value through segmentation, cart recovery, and automated replenishment using Magento and MailChimp. It discusses how segmentation can improve personalization and messaging. It also outlines how cart recovery campaigns can reclaim 5-25% of abandoned carts on average. Additionally, it presents how automated and personalized replenishment emails can significantly increase reorder performance and revenues for various industries. Finally, it highlights some marketing innovations and extensions that companies are testing in 2016 to improve orders, shipping, personalization, and retention.

1. Growing CLV, Automating
Replenishment and
Predictive Marketing with
Magento + MailChimp
Jeff McRitchie – MyBinding.com
Stephen Enfield - POS Supply
Andrew Pearson – Windsor Circle

2. Today’s Presenters
Stephen Enfield
President/CEO - POS Supply Solutions
Jeff McRitchie
VP of Marketing – MyBinding.com
Andrew Pearson
VP, Marketing – Windsor Circle

3. About MyBinding.com

4. About MyBinding.com

5. About POS Supply Solutions

6. About POS Supply Solutions

7. Windsor Circle Partners

8. Today’s Agenda
Segmentation & Personalization
Cart Recovery
Automated Replenishment
Innovations & Must Haves for 2016

9. Looking back at 2015
 eCommerce Sales up 20.9% y/y*
 Cyber Monday - $3 billion (up 12% y/y)**
 AOV - $133
 204+ billion emails sent by MailChimp
*ChannelAdvisor SSS Report 12/15
**Adobe 12/15

10. What is Working

11. Customer Segmentation
 Develop highly targeted
campaigns
 Improve message relevancy
 Test and reveal strategies that
give customers a reason to open
and act

12. Improve Personalization
with Advanced
Segmentation
 First Purchase Before 11/23
 2014 Cyber Week Buyers
 NFL Team (Zip Code Proximity)

13. More Control Over
Messaging
 Purchase Frequency is 6
 CLV is Greater than 1000 in
Last 6 Months

14. Reclaim Lost Revenue with Cart Recovery
 Personalized messaging
 Quick Set-up
 Anti-Gaming Technology
 Reclaim 5-25% of carts
 Current client avg:
~15%

15. Cart Recovery Boosts Sales
 Detect cart abandonment
through Magento
 Provide rich content and product
information on items left in cart
 Offer incentive coupon to entice
return, but limit this with
anti-gaming

16. 30.4% Open Rate
8.7% Click Rate

17. Personalized Replenishment Keeps Customers
Coming Back
 Predict individual consumption
patterns
 Basket multiple replenishable
products into single email
 Completely customizable

18. ...With Some Amazing Results
Industry Avg. RPE - $0.10
– Experian 2014
Average RPE by Industry
Medical Supply (All) – $1.51
Top Performers - $2.11
Health & Beauty (All) - $1.23
Top Performers - $1.87
Consumer Goods (All) - $0.76
Top Performers – $1.29
B2B Supply (All) - $0.62
Top Performers – $1.09

19. Remind Them Before They Run Out
 Reach B2B customers with
depleted stock
 Timing is critical
 Make process as quick and
easy as possible

20. 26.7% Open Rate
5.4% Click Rate

21. Personalized Replenishment Keeps Customers
Coming Back
 Predict individual consumption
patterns
 Basket multiple replenishable
products into single email
 Completely customizable

22. Reorder Incentives
 Drive loyalty, retention
& revenue
 Offer Coupons
 Automate messages to
individual customers
 Know customer’s
needs before they do
 Reminder of other
items available

23. Two-Tiered Approach to Replenishment
Tier One
 Automated, One-to- One Emails
 Based on Replenishment Date,
calculated via Windsor Circle
 Offers no discount, simply a reorder
prompt
Tier Two
 Quarterly category based
Replenishment emails
 Discounts per category
 40 of these send approx. 3 per week,
4 times per year
This approach has more than
doubled Replenishment revenue!

24. 20.2% Open Rate
2.7% Click Rate

25. Why MailChimp

26. Innovating in 2016

27.  Better order & shipping
management
 Brand differentiation
 Personalization
What Are You Testing?

28. “Must Have” Extensions
 Urapidflow by Unirgy
 Webshopapps Shipping Matrix and Over Ride
 Universal Variable and Opentag by Qubit
 Full Page Cache / Crawler by Extendware
 Feed Pro by Gomage
 Windsor Circle
 Discontinued Products by Added Bytes

29. What Are You Testing?
 Cost efficient shipping options
 Streamlining checkout process
 Replenishment automation

30.  Browse Abandonment
 Cart Recovery
 Retention Automation
Campaigns - Top 3 “Must Haves” for 2016

31. About Windsor Circle

32. About Windsor Circle

33. We are a Predictive Lifecycle
and Retention Marketing
Platform that Helps
Retailers Grow Customer
Lifetime Value

34. Case Study after Case Study = Public Proof
Retention
Perfectly Brewed
How CoffeeForLess made more
than $500K in 6 months from
Data‐Driven Lifecycle Emails
CA SE ST U D Y
A Global Cart
Recovery
How retailers in the US, UK, and
Australia are recovering over 15%
of their abandoned carts
CA SE ST U D Y
Engagement
Sommelier
How BrewUK sees 3x the
engagement from data‐driven
marketing
CA SE ST U D Y
Designed to
Engage
How the redesign of TeeTurtle’s
automated emails and lifecycle
marketing strategy increased
engagement 146%
CA SE ST U D Y

35. The Customer Lifetime Value Game
Lounge #314
Learn how to win more
business from customer
personas like:
• “Repeat Pete”
• “Money Bags Moe”
Increase spend from
customer personas like:
• “Coupon Christie”
• “Browsing Bill”
& Win Prizes!

36. The Customer Lifetime Value Game
Lounge #314
Learn how to win more
business from customer
personas like:
• “Repeat Pete”
• “Money Bags Moe”
Increase spend from
customer personas like:
• “Coupon Christie”
• “Browsing Bill”
& Win Prizes!
Play to Win
an

37. Thank you!