Average Order Values Increase 95% with SteelHouse’s Behavioral Commerce Platform

Hats in the Belfry, one of the largest online hat retailers, nearly doubles their average order values by using behaviorally-targeted Real Time Offers from SteelHouse.

LOS ANGELES (Feb. 7, 2012) – Hats in the Belfry (www.HatsInTheBelfry.com), one of the largest online hat retailers in the U.S., uses SteelHouse (www.SteelHouse.com), a behavioral commerce company powering the industry’s first and only real time marketing solutions, to increase sales revenue for its online eCommerce site. SteelHouse’s Behavioral Commerce Platform has helped Hats in the Belfry achieve three main goals – attract new visitors to their site, convert shoppers who visited their site, but did not complete a purchase, and most importantly, find an effective way to increase their average order values.

Hats in the Belfry turned to SteelHouse for its innovative marketing platform and solutions, which provide retailers with granular, real-time insight into their shoppers’ buying behaviors and then enable them to act on this insight immediately. By using SteelHouse’s Behavioral Commerce Platform and Real Time Offers, Hats in the Belfry was able to segment shoppers based on their buying habits and then engage in a friendly, personal 1-on-1 dialogue with the customers on their site, in real time, as they were shopping.

SteelHouse’s Real Time Offers helped Hats in the Belfry deliver incentives aimed at increasing their average order values, which had been stagnating near the $50 range, and in doing so, increased customers’ average order values by 95%.

“With the SteelHouse platform, we can deploy Real Time Offers to dozens of segments of shoppers in order to maximize our average order value and revenue by shopper type,” said James Sackar, eCommerce General Manager of Hats in the Belfry. “We’re able to see the results immediately hit our bottom line.”

As a test, Hats in the Belfry targeted the “Toe-in-the-Water Shopper,” – one who places relatively low dollar item(s) in their cart and then purchases the item(s). The retailer offered a 15% off discount on orders of more than $75 to Toe-in-the-Water shoppers, and in doing so, increased their average order values from $53.67 to $104.16 – a 95% jump.

In addition to increasing their average order values via Real Time Offers, Hats in the Belfry appreciated the “personalization the SteelHouse platform offered” them, as their brand was “seamlessly integrated” within the settings and implemented on their website to ensure site continuity, while still providing site visitors with a pleasant and non-invasive shopping experience.

“Being able to utilize new technology that helped us engage with our customers and didn’t require the need to involve any of our internal creative or engineering resources was a huge benefit to our business,” said Sackar.

“Our Behavioral Commerce Platform provides retailers with data-driven insight from their shoppers and allows them to immediately act on it with Real Time Offers,” said Mark Douglas, President and CEO of SteelHouse. “By combining behavioral data and enabling a personal and instant way to engage with customers, retailers like Hats in the Belfry now have the power to guide, influence and encourage their shoppers in ways never seen before.”

If interested in reading the entire case study on Hats in the Belfry’s success with Real Time Offers by SteelHouse, please email us at pr@steelhouse.com.


About SteelHouse

SteelHouse™ (www.SteelHouse.com), a data-driven marketing technology company, brings innovative advertising solutions to brands, agencies, and eCommerce marketers. The SteelHouse team is comprised of veteran direct marketers and engineers from eHarmony, E*TRADE, Oracle and the Rubicon Project. Together, they’ve built the easiest Cloud-based Marketing Platform – SteelHouse CANVAS – one platform for acquisition and retention, which consistently keeps the same message in front of an audience through display, onsite, and social. SteelHouse reaches more than 170 million consumers a month, across hundreds of the world’s largest brands with its award-winning creative and retargeting technologies. SteelHouse is based in Culver City, California.
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