11 Dec SUBSCRIBE & SAVE STRATEGY DRIVES SALES +99%
+99%
Sales
+721%
NTB Customers
+650%
Total Customers
+133%
Sessions
CONTEXT
A brand in the personal care category was focused on acquiring new-to-brand (NTB) customers as well as increasing their repeat customer rate.
VENDO proposed implementing Subscribe ‘N Save (SnS).
Tactics
- To boost the likeliness that the product would be eligible for SnS, we sought out to maintain an excellent in-stock rate and strong sales performance – both of which are considerations Amazon looks at for enrollment. While exact ales performance thresholds are not shared by Amazon, we typically find that the sweet spot is around 100 units and/or $5000 in trailing 30-day sales. Regarding in-stock rate, Amazon states 85% of inventory must have been available at FBA in the last 30 days, or 26 out of 30 days.
- Once these metrics were hit, we work with Amazon’s internal SnS team to get the products pushed into the program as soon as possible, thereby minimizing the delay that is typical with Amazon’s auto-enrollment program.
- We enrolled the product in Subscribe & Save at a 5% discount.
Conclusion
After having the SnS offer live for 1 month, we saw the following impacts:
- Sales: +94%
- Sessions: +133%
- NTB Customers: +721%
- Total Customers: +609%
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