Deals.com e-commerce studie

HIGHLIGHTS

In contrast, replenishment subscribers are more motivated by financial incentives, such as discounts, and by a strong need for the product. To continue subscribing, consumers particularly curation and access subscribers expect personalized subscriptions to become more tailored over time: Curation subscribers also want to be surprised and delighted and to feel they are getting good value for the money. In contrast, access subscribers emphasize convenience as a reason to subscribe, in addition to personalization.

For replenishment subscribers, convenience 24 percent was the most important consideration, though value for the money 23 percent and personalized experiences 22 percent were also important.

In these situations, subscribers say they would prefer to buy the products when they need them, either in stores or from transactional e-commerce services, instead of subscribing. It can be difficult for subscription e-commerce companies to acquire and then retain consumers. On the acquisition side, only 53 percent of consumers know about even one of the top services.

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Moreover, conversion is weak: Replenishment services have a higher conversion rate than curation or access services 65 percent, 52 percent, and 51 percent, respectively. But the subscription e-commerce market has plenty of room to grow as more consumers become aware of it Exhibit 5. The bigger challenge facing subscription e-commerce companies is churn. These businesses depend on their long-term relationships to provide predictable revenue growth and deep insights into customer behavior to personalize the experience.

Churn can dramatically undermine their viability, since the cost of replacing lost subscribers could not only make it difficult to meet their growth objectives but also quickly drain their cash reserves. Overall, we found that nearly 40 percent of e-commerce subscribers have canceled their subscriptions. These rates are similar across replenishment, curation, and access subscription services. The higher the churn rate, the more difficult it becomes for subscription e-commerce companies to cover their acquisition costs and to scale their revenues.

Many consumers who churn do so quickly, which suggests that companies should be careful not to overinvest in free trials or heavy discounts unless these promotional investments have a clear payback.

More than one-third of consumers who sign up for a subscription service cancel in less than three months, and over half cancel within six. The meal-kit category seems to have particularly high rates of cancellation within the first six months 60 to 70 percent and higher , probably reflecting highly competitive prices and broad similarities among the leading players.

The good news is that subscription e-commerce consumers can be sticky once they find a service they like. Replenishment services have particularly high long-term subscription rates: The subscription e-commerce market is growing quickly. For consumers, subscription products or boxes offer a convenient, personalized, and often lower-cost way to buy what they want and need.

The 17 Ecommerce Trends + 96 Online Shopping Stats Fueling Sales Growth in 12222

Companies in the space must develop great experiences as opposed to great subscriptions to avoid high churn rates and to accelerate both growth and profitability. McKinsey uses cookies to improve site functionality, provide you with a better browsing experience, and to enable our partners to advertise to you.

Detailed information on the use of cookies on this Site, and how you can decline them, is provided in our cookie policy. More than a third 36 percent reported using a mobile payment app in the past year, with Android Pay topping the list of the most popular mobile payment options. The full report can be downloaded on the Walker Sands website: Future of Retail Have something to say about this article?

Get the most important digital marketing news each day. Amy Gesenhues on June 9, at 1: While nearly half of consumers say same-day shipping would make them shop more online, it appears that relatively few are being given the option. Popular Stories New-school paid social creative needs old-school teamwork to succeed. She experimented with deal sites such as Groupon , etc and grew her business from there. In this case study, Jessica also shares 5 important lessons she learned through her own experiences in building her business.

If put forth hard work, perseverance and continually learn, you can also succeed in building a business. Robert Nava was in an out of correctional facilities from 11 years old to 27 years old. You can control your own future if you give yourself permission to do so. Most people believe that the only ways to market to potential buyers are through traditional advertisement channels, such as newspaper or magazine ads.

What this husband and wife team did, was tap into YouTube — one of the fastest and most popular channels — to sell hair extension products.

Expecting great experiences, not great subscriptions

The way they did it was through providing great, valuable content to their audience by offering them free video tutorials on how to create glamorous hair style inspired by celebrities on your own. Tutorials are an excellent way of building a brand, fan base, and eventually marketing helpful products for your audience to purchase to them accomplish their goals in this case study, create beautiful hairstyles. When we first started building our businesses, we found an awesome website that interviewed successful entrepreneurs. In addition to understanding strategies and tactics of how these big and small businesses used to grow their ventures, the interviews also went deep into the psychology of the entrepreneurs, and what they struggled with.


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The website is Mixergy. At the end of the day, trying to build your own business is not an easy journey, but it can be a very rewarding one. Going at it alone is tough, so reading up on case studies can help make your journey a bit easier. These case studies can show you new and interesting strategies or tactics, and can also be therapeutic by seeing how others also struggled the way you are now struggling. Did this guide benefit you? Leave a comment below. Do you know anyone who can benefit from this guide?

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