AP AND CARDLYTICS INCREASE INCREMENTAL ROAS 94% FOR LULUS
Lulus has offered affordable luxury since 1994, serving millions of customers worldwide. As the brand grew, it needed new ways to acquire customers and outpace competitors in a post-pandemic market. Acceleration Partners brought in Cardlytics to help Lulus meet those acquisition goals.
- 304% increase in customers served in Q2
- 326% increase in sales driven in Q2
- 94% increase in iROAS in Q2
iROAS in Q2
Sales in Q2
| Website | www.lulus.com |
| Vertical | Fashion Retail |
| Markets | United States |
| Channel | Affiliate |
IN THIS CASE STUDY
CASE STUDY
AT A GLANCE
Since their inception in 1994, Lulus has been the place to shop for affordable luxury, serving millions of customers worldwide. As they continued to grow and expand their customer base, Lulus prioritized finding new customers in a post-pandemic economy.
Lulus looked to Acceleration Partners to bring innovative strategies to their program to accelerate performance. Lulus’ strong affiliate program was successful for customer retention, but there was opportunity to improve acquisition. The AP team needed to combat competitive pressure from other brands and capitalize on new shoppers entering the category.
Lulus and AP aligned on a strategy to:
- Drive net new, incremental customers
- Leverage more analytics and insights to inform their strategy going forward
- Increase their market share in the digitally native fashion space
OUTCOMES
THE RESULTS
As a result of AP’s creative strategy and the partnership with Cardlytics, Lulus was able to meet and exceed its KPIs for each quarter in 2021. The growth percentages below are based on a year-over-year assessment from Q2 2021 to Q2 2022, using Cardlytics data and analysis specific to the Cardlytics offer.
INCREASE IN CUSTOMERS SERVED IN Q2
INCREASE IN SALES DRIVEN IN Q2
INCREASE IN iROAS IN Q2
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HOW WE DID IT
THE STRATEGY
The AP team introduced Cardlytics to help Lulus achieve its customer acquisition goals. Cardlytics is a trusted AP partner providing access to exclusive bank partnerships, massive scale, and consistent generation of incremental revenue. With visibility to in-market demand and the ability to shift consumer spending, Cardlytics was well suited for Lulus and AP’s strategy.
AP and Cardlytics developed recruitment and optimization strategies to deliver on Lulus’ client acquisition goals and gain new customers.
Recruitment Strategy
Cardlytics’ in-depth reporting showed where Lulus customers had been shopping. This shopping data was then used to refine AP’s recruitment lists for Lulus’ direct and indirect competition, opening a new set of content partners for the brand that hadn’t previously been targeted.
Optimization Strategy
Cardlytics and Lulus’ promotional and product insights provided the data needed to create meaningful optimization campaigns with current partners to drive new customer sales.
Lulus, AP and Cardlytics collaborated on an extensive performance analysis of the program, using Cardlytics transaction data to prove out incremental lift. iROAS was reported via a precise test-versus-control analysis, revealing not only incrementality but also what drove this revenue: an increase in transactions and an increase in basket size.
Affiliate Growth
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Lulus grew customers served by 304% year over year, with a 94% lift in iROAS. Find out what’s possible for your brand.
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