Navigating the Challenges of DTC Beverage Growth

💸 Aftersell - Use upsells to boosts sales by up to 30% with a custom cart, checkout & post purchase upsell experiencehttps://www.aftersell.com/podclass?utm_campaign=10752769-Podclass&utm_source=youtube&utm_medium=social💰 Post-Purchase Upsells are Key: Brez generated $58,000 in Afterell revenue in a single week, highlighting the significant impact of post-purchase upsells on AOV. They use this channel to offer additional products without requiring customers to re-enter payment information.📈 Strategic Free Shipping Thresholds: Setting a free shipping threshold at $100-$120 incentivizes customers to increase their order size, directly impacting AOV.🔄 Segmenting Upsell Funnels: Brez uses different upsell strategies for new vs. returning customers, recognizing that repeat buyers respond better to offers congruent with past purchases and subscription options.🛍️ Maximizing AOV through Bundling and Discounts: Offering bundles and discounts, especially post-purchase, drives AOV. The key is to strategically offer larger quantities (e.g., a year’s supply) at significant discounts first, then progressively offer smaller quantities as needed.🤔 Treat Post-Purchase as a Separate Channel: Nick emphasizes treating post-purchase upsells as a separate marketing channel, requiring the same level of attention and optimization as other channels like Meta ads or email marketing.0:00 - Intro​2:37 - Breaking 100 million in sales and mindset shifts​3:34 - Challenges faced building Brez​5:34 - CAC and marketing strategy​7:40 - AOV and customer retention​9:01 - Free shipping thresholds to boost sales​10:14 - Upselling and increasing customer purchases​19:34 - Distinct funnels for new and returning customers​21:49 - Focusing on owned channels for better control over marketing efforts​22:11 - Impact of improved conversion rates on sales​23:40 - Consumer behavior regarding discounts and upselling strategies​25:04 - Split testing price points to optimize sales​27:03 - Customer experience in the post-purchase phase​29:11 - Integration of upselling tools into the customer journey​34:14 - First-order profitability to sustain business growth​37:02 - Subscription models for cash flow stability​39:12 - Setting spend targets and managing customer acquisition costs effectively​42:04 - Measuring key metrics like take rate and average order value43:11 - Final chewFollow us, subscribe to our newsletter, and to see our exclusive merch check outhttps://chewonthis.io/Ron Shah - https://twitter.com/obviceoAsh Melwani - https://twitter.com/ashvinmelwaniChew On This - https://twitter.com/chewonthisdtc