Luxottica have identified a handful of key partners that generate a disproportionate amount of their sales. Luxottica introduced us to one of their key retail partners who owns and operates over 25 stores across Australia.
The brief was to work with the Partner to generate sales of Luxottica product (eg. Oakley, Ray-Ban, Prada)
Sonar Group reviewed the Partner’s existing Point of Sale (PoS) data across its store network, going back 2 years – close to 1m rows of data! We compiled this data into 1 place and identified key customer segments by total value, value of purchase, recency, age, and sex.
We then activated these customer segments through a digital performance programme, and a hypothesis-based approach testing likelihood of purchase based around geo-targeted messages involving a compelling offer.
The Luxottica Partner’s stores saw an uplift of 200% in online sales during the campaign period. Conversions for eye-test bookings up over 25%. And Luxottica is leveraging their data-led insights to help power their broader marketing communications activities ongoing.