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Native Coconut & Vanilla is Native's best selling scent BY FAR. It accounts for nearly 50% of our sales at Target...
It wasn't always our best selling scent...
It wasn't always our best selling scent...
We launched it as our first seasonal scent in the summer of 2016.
When we removed it from the site after the season was over, we got a ton of requests to bring it back. I figured this would happen any time we phased out a scent so didn't think too much of it.
When we removed it from the site after the season was over, we got a ton of requests to bring it back. I figured this would happen any time we phased out a scent so didn't think too much of it.
Still, there was enough pushback from customers and @nivalarue (the only other person on the team) that I started looking for more signal.
I decided to look at the metric I considered our north star - repeat purchase rate.
So I looked at repeat purchase rate by scent.
I decided to look at the metric I considered our north star - repeat purchase rate.
So I looked at repeat purchase rate by scent.
If your first purchase with Native was Native Eucalyptus & Mint, what was the likelihood you'd purchase from us again?
What about if your first purchase was Native Lavender & Rose?
What about Native Coconut & Vanilla?
What about if your first purchase was Native Lavender & Rose?
What about Native Coconut & Vanilla?
Turns out if your first purchase was Native Coconut & Vanilla, you were much more likely to buy again.
So I made it the default product when you landed on our product page, and added a "BEST SELLER" badge to it, even though it wasn't our best seller.
But now it is...
So I made it the default product when you landed on our product page, and added a "BEST SELLER" badge to it, even though it wasn't our best seller.
But now it is...
And Native Coconut & Vanilla made our business much larger.
Moral of the story: Listen to customers and @nivalarue!
Moral of the story: Listen to customers and @nivalarue!
