How The Perfect Jean increased revenue from abandonment flows by 30% with Monocle
Discover how The Perfect Jean deployed a personalized and profitable promotion strategy with Monocle's incentive platform.
30%
increase in ARPU
10%
increase in AOV
22%
increase in CVR
Users targeted with Monocle’s personalized offers exhibited a:
about
The Perfect Jean (TPJ) believes that style, comfort, and affordable prices aren't mutually exclusive. Its diverse line of men's casualwear has received universal acclaim from major publications like USA Today, Sourcing Journal, and The Modest Man. The brand believes in offering reasonable prices every day versus inflating them and then employing heavy discounts to entice buyers.
"We needed our promotion strategy to be both consistent and personalized. Monocle helps us achieve this by giving offers to the right people at the right time."
The Challenge
The Perfect Jean sought to capture a larger share of customers without sacrificing profitability
The Perfect Jean has enjoyed plentiful growth over the years thanks to humorous marketing tactics and affordable pricing. While the brand routinely offered moderate discounts for new and loyal shoppers, its team feared these one-size-fits-all promotions (combined with TPJ’s affordable pricing) were eating into its ability to offer “everyday reasonable prices.”
TPJ used an intentional strategy to deploy discounts at a macro level. However, at the micro level, determining when to send promotions and for what amount was a taxing process that required its lean team to continuously analyze shopper behavior and make educated guesses.
To transform more site visitors into loyal customers, it needed a promotion strategy that treated shoppers as unique individuals rather than aggregated numbers on a spreadsheet.
"Before Monocle, our micro-level promotion strategy was all guesses — and establishing different segments for promotional tiers would have been a major undertaking."
The Solution
Transform one-size-fits-all coupons into personalized offers with Monocle
TPJ partnered with Monocle to bolster its promotion strategy with customer-level decision-making.
Within a week of onboarding, the Monocle team completed an Explore phase to uncover which promotions would drive shoppers to return and complete a purchase. With this data, Monocle developed a personalization model that analyzed hundreds of variables to select the optimal offer for each shopper. The model also accounted for cost of goods sold – helping TPJ optimize the utilization and cost from abandonment offers.
To close the loop on its new promotion strategy, TPJ used Monocle’s Klaviyo integration to deploy targeted and personalized promotions directly to shoppers’ inboxes, preventing codes from leaking to coupon sites.
"If a coupon site leaks a code, anyone can find it instantly, and next thing you know, you're inadvertently running sales on random Tuesdays in February," says TPJ’s Co-Founder Ovadia Labaton, laughing. "With Monocle, we've regained control over our coupon distribution. It's a major win for our brand."
The cherry on top? TPJ executed its promotion strategy without increasing its average discount. With Monocle’s platform, TPJ distributed optimal offers based on incremental effect, resulting in a mix of larger and smaller offers that increased revenue without sacrificing margins.
"Monocle gave us predictability in our promotion strategy, and the results speak for themselves."
The Results
30%
increase in ARPU
10%
increase in AOV
22%
increase in CVR
The Results
With a revitalized promotion strategy, The Perfect Jean increased CVR by 22% and AOV by 10%
As a brand that once viewed promotions as a potential threat to both its customer relationships and bottom line, TPJ now sees them as a core pillar of its ecommerce growth strategy.
TPJ has seen the following results from users targeted with Monocle’s personalized offers:
- 30% increase in ARPU
- 10% increase in AOV
- 22% increase in CVR
Moving forward, TPJ is excited to further personalize its promotion strategy and cement trust with its shoppers. As early adopters of Monocle's incentive platform, the team can’t wait to see how the tool will evolve and drive even more value for the brand in the coming years.
* Results based on A/B test held during June 2023 comparing baseline discount to Monocle optimization.
"Having the ability to cultivate trust with our shoppers and drive revenue from our promotions strategy is an absolute game changer. We have Monocle to thank for that."
