The Client: A direct-to-consumer automotive parts and accessories retailer with $30m in sales, owned by Private Equity.
The Challenge: Recognizing its digital sales were lagging, the Client’s Board and management team sought new ways of capturing revenues through digital channels.
Key Opportunities: Improve effectiveness with customers, Generate new revenue streams
Our Approach/Findings:
We analyzed website metrics and performed a heuristic review of their e-commerce and support experiences which led to:
- Developing a prioritized list of development opportunities based on criteria ranging from high impact and complex to low impact and easy deliver
- Identifying an implementation plan and getting board and management approval for a pilot project
- Kicking off a sprint project with portfolio company resources to test and improve their e-commerce checkout experience.
Achievements:
- In 90 days, launched an A/B test of a new streamlined checkout experience
- Reduced checkout abandonment by 1000bps (or $5m annualized)
