Since its inception, Watch Station has been at the forefront of blending classic design with modern technology, offering time- pieces and accessories that resonate with style and affordability. Watch Station, a Fossil Group, Inc. company for discounted watches and jewelry, continues this tradition by connecting cus- tomers with exceptional deals. However, operating in the highly competitive discount retail space, Watch Station faced a unique challenge: converting site visits into sales without diluting the brand’s value. Enter Metrical, with a strategy designed to under- stand and motivate shoppers on the verge of abandonment.

The Challenge

For e-commerce leaders, cart abandonment is a persistent thorn in the side of potential revenue streams. Watch Station faced this universal challenge, seeking innovative solutions to keep shoppers engaged and convert browsing into buying. With a specific focus on their discount outlet, the goal was to not only understand the “why” behind abandonment but to actively counter it, enhancing both shopper experience and business outcomes.

The Solution

Watch Station sends targeted offers to shoppers likely to abandon cart

Metrical’s approach was twofold: provide deep insights into shopper behavior and implement targeted strategies to mitigate abandonment. By identifying key behaviors that signaled a likelihood to abandon, Metrical enabled Watch Station to intervene effectively, offering personalized incentives and experiences to keep shoppers on the path to purchase.

Delivering Hyper-Targeted Discounts to Likely to Bounce Shoppers

Watch Station ran a 10% off campaign for those likely to bounce from certain product detail pages (PDPs) and shoppers abandoning carts containing certain products. By targeting specific products and specific carts, Metrical was able to deliver discounts where and when needed, avoiding mass, site-wide discounts, resulting in a 26.2% reduction in cart abandonment.

Optimizing Offers to Maximize Margins

Watch Station wanted to find the perfect balance between offering discounts and protecting their profit margins. So, they ran a comparison test using Metrical to see whether a 10% or 15% off discount would keep their sales conversions steady without sacrificing margin. The result? An 8.2% boost in cart creation and 18% lift in revenue per visit. This test was also a fast, effective way to set up what could have been a complex A/B test. The results have now paved the way for Watch Station to explore more discount tests in the future.

The Metrical Difference

More carts, less abandonment, increased revenue

By focusing on the critical moments that determined whether a shopper would stay or go, Watch Station was able to translate data into actionable strategies that aligned perfectly with their goals. This partnership demonstrated that with the right insights, even the challenge of cart abandonment could be turned into an opportunity for growth and engagement.

The Results

8.2%
boost in new cart creation

23.6%
reduction in cart abandonment

18%
uplift in revenue