Driving real results for the client
$21:1
SKU-level return on ad spend46k
reactivated customers @ $4.50 CPA9k
conversions at store-level view
Connecting with customers past, present and future
L’Occitane was on a mission to better connect with all their customers—past, present and future—to boost engagement and revenue. Using our Epsilon Digital and Epsilon Retail Media offering, backed with 200M+ robust customer profiles, industry-leading AI and comprehensive contextual and online behavior data, the beauty brand delivered relevant and performance-driven acquisition, reactivation and retention campaigns to the right customers across the web.
A trusted partner for 10 years, L’Occitane knew Epsilon Digital and Epsilon Retail Media could help them reach their business objectives of acquiring new, reactivating lapsed and retaining existing customers.
The first move was to reactivate lapsed customers who had not purchased from L’Occitane in the past 13 months. Epsilon’s industry-leading identity solution accurately identified lapsed customers online while our AI models determined which of those customers were most likely to purchase again. Each customer was sent a personalized message urging them to come back.
Next, we set our sights on acquiring new customers. L’Occitane’s holiday-themed offerings are always a hit, so we leveraged Epsilon Retail Media offsite ads to personalize messaging at the SKU-level to reach buyers and prospects with a propensity to purchase holiday-themed products.
Epsilon was able to provide significant results for each of L’Occitane’s business objectives. Our reactivation campaign reached 5.6 million unique lapsed customers, which resulted in over $3 million in messaged revenue. At the same time, we also helped to retain current customers: across 22 targeted stores, 94 million impressions were delivered, generating $760,000 in revenue. The holiday campaigns reached 1.9 million unique individuals by using 92 holiday themed SKUs. At the individual level, each SKU had a return on ad spend (ROAS) of $21:1.
"Epsilon’s targeting capabilities allow us to model off the right audience, which improves our chances for conversion. It was innovative on our side from a communication standpoint—we can push the right messages to the right people."Anahita Besson, Director of Online Marketing, L’Occitane
