Internet Retailer — Retailers boost sales with increasingly sophisticated recommendations that are tailored to individual shoppers

As soon as a shopper lands at, the site’s recommendation engine technology has a sense of who the shopper is. It knows how she landed on the site, what device she’s viewing the site on, where she’s located, whether she’s visited the site before and, if she has, what she has looked at and bought. With each click through the site, the engine presents her with suggestions based on its insights into the shopper and what similar consumers typically buy, says Bryan Sawyer, the retailer’s e-commerce director.

While the retailer had used a product recommendation engine for years, it was only in June, when it began working with RichRelevance Inc.‘s recommendation technology to dig deeper into individual shopper’s characteristics that the retailer began seeing significant results from its suggestions, Sawyer says. Since then Build-A-Bear Workshop Inc. has posted strong “double-digit” sales growth online thanks largely to doing a better job upselling and cross-selling merchandise, he says. And since June the retailer’s web site has outperformed its stores in terms of the ratio of shoes sold per stuffed animal sold, a key metric the retailer regularly tracks.

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ABOUT RichRelevance
RichRelevance is the global leader in experience personalization, driving digital growth and brand loyalty for more than 200 of the world’s largest B2C and B2B brands and retailers. The company leverages advanced AI technologies to bridge the experience gap between marketing and commerce to help digital marketing leaders stage memorable experiences that speak to individuals – at scale, in real time, and across the customer lifecycle. Headquartered in San Francisco, RichRelevance serves clients in 42 countries from 9 offices around the globe.
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