Shopper Marketing - March 2016 - 149


Amongst the (mostly) pure subscription merchants (Birchbox, Dollar Shave Club, and Ipsy), we see very
high repeat customer rates, while average order sizes are quite low. The non-subscription retailers: Aveda,
Bare Escentuals, ELF, and Ulta see fewer instances of repeat purchasing , but they enjoy far better average
order sizes.

Subscription-based business generally enjoy higher frequency, lower average order size
% of Buyers with 3+ Purchases

Average Order Size

ULTA

ULTA

ELF

ELF

Bare Essentials

Bare Essentials

Aveda

Aveda

Ipsy

Ipsy

Harry's

Harry's

Dollar Shave Club

Dollar Shave Club
Birchbox

Birchbox
0%

23%

45%

68%

90%

Subscription-based businesses

$0

$18

$35

$53

$70

Non-subscription-based businesses

Amazon's Subscribe and Save program is another interesting example of the tradeoff between average
order size and frequency. The chart below looks at frequency of purchase for a Dollar Shave Club razor,
The 4x, compared with a national brand selling through Amazon's Subscribe & Save program. The average
price per order for the Dollar Shave Club razor was $6.11, compared with $24.51 for the competing brand,
but DSC is much stronger on frequency.

Subscription Frequency
Dollar Shave Club 4x vs National Brand on Amazon Subscribe & Save
Dollar Shave Club 4x
National Brand Comp.

Frequency of Purchase
© Copyright Slice Intelligence. 2016. All rights reserved.

3



Table of Contents for the Digital Edition of Shopper Marketing - March 2016

Contents
Shopper Marketing - March 2016 - Intro
Shopper Marketing - March 2016 - 1
Shopper Marketing - March 2016 - 2
Shopper Marketing - March 2016 - 3
Shopper Marketing - March 2016 - Contents
Shopper Marketing - March 2016 - 5
Shopper Marketing - March 2016 - 6
Shopper Marketing - March 2016 - 7
Shopper Marketing - March 2016 - 8
Shopper Marketing - March 2016 - 9
Shopper Marketing - March 2016 - 10
Shopper Marketing - March 2016 - 11
Shopper Marketing - March 2016 - 12
Shopper Marketing - March 2016 - 13
Shopper Marketing - March 2016 - 14
Shopper Marketing - March 2016 - 15
Shopper Marketing - March 2016 - 16
Shopper Marketing - March 2016 - 17
Shopper Marketing - March 2016 - 18
Shopper Marketing - March 2016 - 19
Shopper Marketing - March 2016 - 20
Shopper Marketing - March 2016 - 21
Shopper Marketing - March 2016 - 22
Shopper Marketing - March 2016 - 23
Shopper Marketing - March 2016 - 24
Shopper Marketing - March 2016 - 25
Shopper Marketing - March 2016 - 26
Shopper Marketing - March 2016 - 27
Shopper Marketing - March 2016 - 28
Shopper Marketing - March 2016 - 29
Shopper Marketing - March 2016 - 30
Shopper Marketing - March 2016 - 31
Shopper Marketing - March 2016 - 32
Shopper Marketing - March 2016 - 33
Shopper Marketing - March 2016 - 34
Shopper Marketing - March 2016 - 35
Shopper Marketing - March 2016 - 36
Shopper Marketing - March 2016 - 37
Shopper Marketing - March 2016 - 38
Shopper Marketing - March 2016 - 39
Shopper Marketing - March 2016 - 40
Shopper Marketing - March 2016 - 41
Shopper Marketing - March 2016 - 42
Shopper Marketing - March 2016 - 43
Shopper Marketing - March 2016 - 44
Shopper Marketing - March 2016 - 45
Shopper Marketing - March 2016 - 46
Shopper Marketing - March 2016 - 47
Shopper Marketing - March 2016 - 48
Shopper Marketing - March 2016 - 49
Shopper Marketing - March 2016 - 50
Shopper Marketing - March 2016 - 51
Shopper Marketing - March 2016 - 52
Shopper Marketing - March 2016 - 53
Shopper Marketing - March 2016 - 54
Shopper Marketing - March 2016 - 55
Shopper Marketing - March 2016 - 56
Shopper Marketing - March 2016 - 57
Shopper Marketing - March 2016 - 58
Shopper Marketing - March 2016 - 59
Shopper Marketing - March 2016 - 60
Shopper Marketing - March 2016 - 61
Shopper Marketing - March 2016 - 62
Shopper Marketing - March 2016 - 63
Shopper Marketing - March 2016 - 64
Shopper Marketing - March 2016 - 65
Shopper Marketing - March 2016 - 66
Shopper Marketing - March 2016 - 67
Shopper Marketing - March 2016 - 68
Shopper Marketing - March 2016 - 69
Shopper Marketing - March 2016 - 70
Shopper Marketing - March 2016 - 71
Shopper Marketing - March 2016 - 72
Shopper Marketing - March 2016 - 73
Shopper Marketing - March 2016 - 74
Shopper Marketing - March 2016 - 75
Shopper Marketing - March 2016 - 76
Shopper Marketing - March 2016 - 77
Shopper Marketing - March 2016 - 78
Shopper Marketing - March 2016 - 79
Shopper Marketing - March 2016 - 80
Shopper Marketing - March 2016 - 81
Shopper Marketing - March 2016 - 82
Shopper Marketing - March 2016 - 83
Shopper Marketing - March 2016 - 84
Shopper Marketing - March 2016 - 85
Shopper Marketing - March 2016 - 86
Shopper Marketing - March 2016 - 87
Shopper Marketing - March 2016 - 88
Shopper Marketing - March 2016 - 89
Shopper Marketing - March 2016 - 90
Shopper Marketing - March 2016 - 91
Shopper Marketing - March 2016 - 92
Shopper Marketing - March 2016 - 93
Shopper Marketing - March 2016 - 94
Shopper Marketing - March 2016 - 95
Shopper Marketing - March 2016 - 96
Shopper Marketing - March 2016 - 97
Shopper Marketing - March 2016 - 98
Shopper Marketing - March 2016 - 99
Shopper Marketing - March 2016 - 100
Shopper Marketing - March 2016 - 101
Shopper Marketing - March 2016 - 102
Shopper Marketing - March 2016 - 103
Shopper Marketing - March 2016 - 104
Shopper Marketing - March 2016 - 105
Shopper Marketing - March 2016 - 106
Shopper Marketing - March 2016 - 107
Shopper Marketing - March 2016 - 108
Shopper Marketing - March 2016 - 109
Shopper Marketing - March 2016 - 110
Shopper Marketing - March 2016 - 111
Shopper Marketing - March 2016 - 112
Shopper Marketing - March 2016 - 113
Shopper Marketing - March 2016 - 114
Shopper Marketing - March 2016 - 115
Shopper Marketing - March 2016 - 116
Shopper Marketing - March 2016 - 117
Shopper Marketing - March 2016 - 118
Shopper Marketing - March 2016 - 119
Shopper Marketing - March 2016 - 120
Shopper Marketing - March 2016 - 121
Shopper Marketing - March 2016 - 122
Shopper Marketing - March 2016 - 123
Shopper Marketing - March 2016 - 124
Shopper Marketing - March 2016 - 125
Shopper Marketing - March 2016 - 126
Shopper Marketing - March 2016 - 127
Shopper Marketing - March 2016 - 128
Shopper Marketing - March 2016 - 129
Shopper Marketing - March 2016 - 130
Shopper Marketing - March 2016 - 131
Shopper Marketing - March 2016 - 132
Shopper Marketing - March 2016 - 133
Shopper Marketing - March 2016 - 134
Shopper Marketing - March 2016 - 135
Shopper Marketing - March 2016 - 136
Shopper Marketing - March 2016 - 137
Shopper Marketing - March 2016 - 138
Shopper Marketing - March 2016 - 139
Shopper Marketing - March 2016 - 140
Shopper Marketing - March 2016 - 141
Shopper Marketing - March 2016 - 142
Shopper Marketing - March 2016 - 143
Shopper Marketing - March 2016 - 144
Shopper Marketing - March 2016 - 145
Shopper Marketing - March 2016 - 146
Shopper Marketing - March 2016 - 147
Shopper Marketing - March 2016 - 148
Shopper Marketing - March 2016 - 149
Shopper Marketing - March 2016 - 150
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_ecommerce2018
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201708
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201707
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201706
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201705
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201704
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201703
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201702
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201701
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201612
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201611
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201610
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201609
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201608
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201607
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201606
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201605
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201604
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201603
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201602
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201601
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201512
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201511
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201510
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201509
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201508
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201507
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201506
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201505
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201504
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201503
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201502
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201501
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201412
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201411
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201410
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201409
http://www.nxtbook.com/nxtbooks/ptp/sm_201408
http://www.nxtbook.com/nxtbooks/ptp/sm_201407
http://www.nxtbook.com/nxtbooks/ptp/sm_201406
http://www.nxtbook.com/nxtbooks/ptp/sm_201405
http://www.nxtbook.com/nxtbooks/ptp/sm_201404
http://www.nxtbook.com/nxtbooks/ptp/sm_201403
http://www.nxtbook.com/nxtbooks/ptp/sm_201402
http://www.nxtbook.com/nxtbooks/ptp/sm_201401
http://www.nxtbook.com/nxtbooks/ptp/sm_201312
http://www.nxtbook.com/nxtbooks/ptp/sm_201311
http://www.nxtbook.com/nxtbooks/ptp/sm_enhancedpreview
http://www.nxtbook.com/nxtbooks/ptp/sm_201310
http://www.nxtbook.com/nxtbooks/ptp/sm_201309
http://www.nxtbook.com/nxtbooks/ptp/sm_201308
http://www.nxtbook.com/nxtbooks/ptp/sm_201307
http://www.nxtbookMEDIA.com