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It's Undeniable: Shopping Cart Recovery Equals Incremental Revenue

Posted on 4.14.2014

Optimized shopping cart recovery emails can deliver significant incremental revenue according to new research released at the Demandware XChange ’14 conference by real-time remarketing company SeeWhy.

SeeWhy conducted A/B tests for 80 Demandware sites to measure the revenue gains generated by real-time email remarketing to shopping cart abandoners. The survey resulted in e-commerce sites averaging a 5.14 percent increase from implementing shopping cart recovery email initiatives, with sites that follow best practices yielding over 9 percent increase in overall revenues.

So what are retail companies actually doing to achieve the lift? That's a little fuzzy, but according to SeeWhy's report, some of the best practices include sending a sequence of timed, 1-to-1 email campaigns, ensuring emails are in line with a customer's status in their path to purchase, and maintaining a positive tone.

Are you remarketing to shopping cart abandoners? If so, what's your advice for making the most of the initiative?

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