Finding targeted clearance customers among your members
The short answer
The members most likely to buy stock you need to move already buy that category at that price point, so targeted clearance customers come from purchase history. Score members on category recency and full-price share, then offer the stock to the top segment first with a light perk, and widen the offer only if stock remains.
Why it matters
A storewide markdown gives the deepest discount to everyone, including shoppers who would have paid more. Reaching the members most likely to want the stock first moves more of it at a smaller discount and protects full-price sales elsewhere.
The question to ask
Copy this into Lexi as written.
What the answer looks like
Illustrative output on sample data
Illustrative example: how Lexi answers this for a jewelry retailer clearing $280,000 of gold hoop earrings at cost. It ranks members by earring history, full-price share and typical item price.
- Includes members who bought earrings in the last 18 months.
- Includes members with 60% or more of spend at full price and a typical item within $50 of the $180 hoops.
- Excludes members who bought hoops in the last six months.
What the data shows
3,400 members are a high fit and 8,100 a medium fit.
What it means
Many of these members are likely to buy without a markdown, which protects margin on most of the stock.
What to do
Offer the high-fit group early access and double points, then 15% off to the medium-fit group in week two. Mark down only what is left in week four.
Want me to push each segment to Klaviyo or Meta in that order?
Frequently asked questions
How do you clear excess inventory without a deep markdown?
Offer it first to the customers most likely to want it: members who buy that category and price point, often at full price. A perk such as early access or bonus points can be enough. Widen the offer in stages and save the storewide markdown for whatever is left at the end.
Why not send clearance offers to discount shoppers first?
Discount shoppers will respond, but they expect the deepest price and buy anything on sale, so they clear stock at the lowest margin. Members who already buy the category at full price may take it with a smaller incentive. Start with them and bring in discount shoppers only for the final stage.
Which loyalty segments buy at full price?
Check full-price share by segment in your own data. Long-standing members with high spend in a category often buy more at full price than newer members, but the pattern varies by tier and joining offer. Rank members on full-price share for the specific category, since a full-price buyer in one category may wait for sales in another.