Beauty & skincare
Samples that finish the sale.
0% → 0%
sample-to-full-size conversion
+0%
repeat purchase rate, 6 months
0%
of total revenue now from flows alone
The gap
Thousands of sample-kit buyers, and the follow-up was one generic "how did you like it?" email. Nobody tracked skin type, and full-size conversion sat at 22% — pure luck, not strategy.
What we ran
- Skin-profile capture at checkout and post-purchase — type, concern, routine as zero-party data
- Usage-timed follow-ups: the "results check-in" lands when the sample actually runs out
- Routine-builder cross-sells per profile, with reviews from matching skin types (Okendo)
- Replenishment flow calibrated to product size and daily-use rate
The result
Sample-to-full-size conversion nearly doubled to 41%, and flows alone now carry 34% of total revenue — before a single campaign is sent.
Sample → full-size conversion funnel
Klaviyo · Flow performance
Last 90 days
Flow revenue$146,882
% of total revenue34.1%
Profiles enriched9,466
Sample Check-In — Usage TimedFlow · Email$48,207
Routine Builder — Dry SkinFlow · Email$35,114
Replenishment — 30ml SerumFlow · SMS$28,530
Welcome — Skin ProfileFlow · Email$22,391
“The check-in email that lands exactly when the sample runs out felt like mind-reading. That one flow outsells our old campaigns.”
Founder — skincare brand