D2C Global Book Publisher
The client is a global D2C book publisher.
The challenges were:
How to raise average revenue per order
How to identify high-margin product development opportunities in personalised or customisable propositions which could be instrumental in increasing average revenue per order
Identifying opportunities to improve the rate of return/repeat transactions.
Highlights of the engagement included:
Made specific, actionable recommendations with the objective of raising revenue per customer and return/repeat purchases, based on customer requirements and willingness to pay
Developed & specified a bundling model which would enable the client to drive incremental revenue per customer
Identified a specific high-margin opportunity to drive material incremental revenue from price-insensitive customers with a high willingness to pay.
Identified how willingness to pay varied depending on the intended recipient's relationship with the giver
Recommended specific product extension opportunities which correlated with high customer needs and willingness to pay
Showed how some of the client's pricing questions required tactical solutions and high-volume real-world tests. Made actionable recommendations on how to proceed with this.
Identified how customers perceive the role & importance of coupons for purchasing the client's products. Recommended changes to the client's use of coupons & discounting.
Planned and implemented an extensive customer development program
Planned and undertook an internal stakeholder interview program
