Dormeo increases sales and AOV with product recommendations, triggered emails and more

Dormeo increases upsells and recovers more abandoned browse and cart revenue.

Background

Dormeo brought on Fresh Relevance to increase the effectiveness of their eCommerce marketing.

Product recommendations

Dormeo makes use of Fresh Relevance’s product recommendation functionality and has increased their number of upsells by displaying product recommendation popovers for smaller complimentary products, such as pillows when a shopper adds a product to their basket.

Mixed in with recommendations for smaller items are recommendations for their product bundles, which include a selection of items such as mattress protectors, pillows and bedding care kits.

Matthew Melville, Ecommerce Assistant at Dormeo tells us: “Our product bundle sales tripled overnight after we implemented the upsell product recommendations and our AOV has increased by 10% YoY. It’s been a really positive campaign for us.”

Cart & browse abandonment emails

Dormeo has a 4-stage cart abandonment email program set up that includes dynamic countdown timers to drive urgency. “Ultimately, we’re a considered purchase and we might only see a customer once every 8 years, so optimizing our cart abandonment program was vital. We used to send 1 cart abandonment email but now we have a 4-email flow,” says Matthew.

Additionally, Dormeo sends triggered browse abandonment emails to bring shoppers back to their site. These emails include ratings and reviews to showcase the business’ trustworthiness.

“Since we’re a considered purchase, shoppers might look at several different retailers during the mattress purchase process, so we wanted to get browse abandonment emails in place to bring as many people back to our site as possible.”

Data capture popover

Dormeo captures customer data using Fresh Relevance popovers. “We used to have a pop-up on our homepage, but since using Fresh Relevance we’ve switched to a targeted popover on our PDPs, which has led to 79% more sign ups,” says Matthew.