Kopari blends personalization into their digital strategy

Coconut oil-based beauty company increases ARPU by optimizing for each customer
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60%
increase in Average Revenue per User by optimizing the Mobile and Desktop experiences and understanding the customer based on activity patterns.

Introduction

Kopari Beauty is a beauty company that takes coconut oil’s many benefits to the next level by adding all-natural ingredients in its skin, body, and personal care products. Having started out as a digitally-native startup company that focused entirely on its direct-to-consumer business, over time, Kopari beauty has experienced an influx of new visitors during its expansion into omnichannel retail. To support a burgeoning base of shoppers arriving at its Shopify Plus store, Kopari turned to Dynamic Yield to personalize experiences that capitalize on each and every new customer. Over the course of 15 months, this led to a 60% increase in Average Revenue per User.

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“Our non-technical eCommerce manager is able to launch numerous personalization experiences, on her own, on a daily basis; Dynamic Yield has been an amazing resource that contributed to the growth of our company.”
Megan Whitman, Chief Digital Officer at Kopari Beauty
The Challenge section thumbnail

The Challenge

As Kopari Beauty transitioned into a full fledged retail business with new visitors arriving daily at its online Shopify Plus store from numerous sources and resellers, Kopari needed a way to identify each new visitor and surface the appropriate products. To succeed in overcoming this challenge, Kopari Beauty sought a solution that would allow them to:

  • Easily implement a personalization solution on their Shopify Plus website

  • Use machine learning to automatically identify each visitor and their motives based on available data, point of entry, and site interactions

  • Implement a test or personalization technique at the drop of a hat without necessarily having the time or resources to build out a full development process

Execution

Warmly welcomed new visitors based on how they heard of Kopari
Whether visitors arrive from mobile, desktop, Podcasts, advertising, referrals or any other source, Kopari Beauty welcomes them with personalized offers, based on the identified source:
Warmly welcomed new visitors based on how they heard of Kopari
Employed a fusion of product recommendation strategies
Based on available data from each visitor, Kopari Beauty presented either an affinity-based selection of recommendations, past-behavior based, or top performing products for completely anonymous visitors, targeting customers with the strategy predicted to compel them most.
Employed a fusion of product recommendation strategies
Used dynamic free shipping thresholds based on customer purchase behavior
Used dynamic free shipping thresholds based on customer purchase behavior
Capitalizing on the power of FOMO (fear of missing out), LVR added low in stock messaging for popular items that were running out of stock. In nearly all markets, the message increased CTR, and revenue per session powering a 6% increase in average revenue per user from the cart page.
Adjusted site content and structure on the fly to optimize for mobile
While Kopari Beauty’s Shopify Plus site is completely responsive, certain elements require adjustments and removals, made easily possible with Dynamic Yield:
Adjusted site content and structure on the fly to optimize for mobile

The Key Takeaway

More traffic should translate into more business, but only if the site is able to support and aid the influx of new shoppers. By securing a robust platform like Dynamic Yield, which is designed to automatically segment, target and provide optimal customer experiences to each new visitor, Kopari Beauty successfully scaled their business without missing out on any new opportunities headed their way. In doing so, the average spending per visitor increased by 60%.

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