"If I had to start another brand tomorrow and I was finally getting our website together, AfterSell would be at the top of my list of things that we need.”
BRĒZ is a young company offering a line of cannabis-infused seltzers as a healthier and more enjoyable alternative to alcohol.
The brand was started by serial entrepreneurs Nick Shackelford and Aaron Nosbisch who saw an opportunity in the market for better drink options without the negative effects of alcohol. With their background in cannabis advertising and experience getting eyeballs on new products, BRĒZ felt uniquely positioned to create awareness and demand for their next-gen social tonic.
As BRĒZ attracted its first wave of customers, average order values were good but not great. As Corbin explains:
"Until we started with AfterSell, our usual first order was 90% of a six-pack, our cheapest product."
While sustainable, this approach meant leaving additional revenue on the table. The BRĒZ team began exploring ways to maximize the value of each person who visited their site. As Corbin puts it:
"The number one goal was to bump up our AOV, just because advertising is expensive, and then the shipping for our products, especially, is expensive."
With tight margins in the early days, the leadership team knew they needed to find ways to increase revenue without exponentially boosting ad spend.
Through word-of-mouth recommendations, BRĒZ learned about AfterSell's post-purchase upsell capabilities. As Corbin recalls:
"We had heard someone say that if we wanted to do a post-purchase upsell, AfterSell would be the best to work with and that the team was really solid."
After more research, several key factors made AfterSell stand out:
With an intuitive platform and stellar team behind it, BRĒZ felt confident Aftersell could take its upsell strategy to the next level.
After implementing AfterSell, BRĒZ immediately saw 1 out of every 5 to 10 customers adding on additional products post-purchase. Corbin found that
"even first-time customers were willing to bump up to an $80, $85 first order."
which was 2x the price of their base variant.
So, our team implemented an “upsell more of the same at a discount.”
Although this is a standard strategy, our tweaks to it (like adding the Lion’s Mane variant to the downsell) improved performance even further.
The results surpassed expectations.
The highlights:
When asked where post-purchase upsells rank among key ecommerce tactics, Corbin doesn't hesitate:
"If I had to start another brand tomorrow and I was finally getting our website together, that would be at the top of my list of things that we have to have.”
