Leading Pet Supply Subscription Company

A leading pet supply subscription company partnered with Shopkick to drive incremental sales both online and in-store

Campaign Goals

A leading pet supply subscription company was seeking an omni-channel solution to bridge the gap between its digital and physical sales channels, and drive purchases both online and in-store. The brand turned to Shopkick to influence purchase behavior at home, online, and in-store without the use of coupons or discounts.

Shopkick at Home & On the Go

Shopkick’s always-on mobile commerce offering allowed the pet supply company to engage shoppers at home and drive consistent online sales. Through incremental, multifaceted digital marketing campaigns (including branded emails, in-app messages, and push notifications) Shopkick highlighted reward earning opportunities and built intent to shop. By increasing reward incentives sporadically through these incremental campaigns, Shopkick grew demand exponentially and saw more than a 650% increase in orders over non-campaign days.

Shopkick In-Store & At Checkout

To drive in-store sales, Shopkick used branded in-app content to build pre-shop awareness and consideration, and to incentivize shoppers to visit Petco, PetSmart, or Target to earn rewards. In-store, Shopkick guided shoppers  directly to the featured pet products in-aisle, and used rewards to incentivize product engagement. By offering heightened rewards for making a purchase, Shopkick drove incremental, unplanned sales.

Results – Online

  • 653% average lift in online orders on promotional days
  • 326% average lift in gross merchandise sales (GMS) on promotional days

Results – In-Store

  • 5:1 Return on investment
  • 69% of purchases were unplanned
  • 20% scan to purchase conversion
  • 86K+ in-hand product engagementt A 

653%

Avg. lift in online orders on promotional days

5:1

ROI

69%

Of purchases were unplanned

Details

Goals

Build brand awareness

Drive omnichannel consumer engagement

Boost sales amongst existing and new customers

Retailer Distribution

National: Target, Petco, PetSmart

Products Used

Branded Lookbook, Promotional Units, In-Store Scans, Purchase Validation, Consumer Research Study, Digital Marketing Messaging (Email, IAM, PNS)

ABOUT THE AUTHOR

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Dima Volovik

EVP of Product and Engineering

Dima Volovik is the EVP of Product and Engineering at Trax Retail — Shopkick.

Dima Volovik is the accomplished product and engineering leader who led teams to deliver innovative and commercially successful e-commerce products, marketplaces, and enterprise solutions for Amazon, Comcast, Fandango, and Universal Music. Before joining Trax, Dima was the Director at Amazon, where he led product development and Engineering for Amazon Appstore and Amazon Prime Video, CTO at Fandango, and Paciolan, head of technology at Golf Channel/Golf Now, and Global VP of Direct to Consumer Technology at Universal Music Group. Dima’s expertise includes developing consumer products, marketplaces, and enterprise solutions.

Dima grew up in Baku, Azerbaijan, where he received his MS in Electrical Engineering from Azerbaijan Oil Academy, and he currently resides in Los Angeles, California, with his family.