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Improving Repurchase Rates at zulily
Teixeira, Thales S.; McAra, SarahCase HBS-516083-EMarketingIn February 2015, zulily co-founder CEO, Darrell Cavens faced a major challenge in his business, a Seattle-based daily deals site that catered to moms. The more he spent to acquire new customers, the less he retained them in the form of repeat purchases. This was an entirely new conundrum in the company. Up to that point, customer repeat purchase rates had been incredibly consistent. Cavens and his executive team had just discovered this adverse ...Starting at €8.20