Beauty
Lumen Skin
We were giving 15% off to people who would have bought anyway.
−18%
spent on discounts
Mei Tanaka
·
Ecommerce lead
Before
Every abandoned cart got a 15% code. Margins were thin.
What changed
Smart offers sent a discount only to shoppers who looked price-sensitive. Everyone else got a reminder without one.
After six weeks
Discount spend fell 18% and recovered revenue held steady.
