Ecommerce: The Hammersley Brothers Ecommerce Podcast

This episode is Offer #5 in our 5 Offers Series: Reactivation — the last offer in the stack, and the most misunderstood. Reactivation should never be your growth strategy. It should be the icing, not the cake. But done properly? It’s free revenue sitting on your doorstep. In this episode, Mark and Ian reveal: The real purpose of a reactivation offer (and why it isn’t what you think) How to calculate the exact moment a customer becomes “lapsed” using the 95% rule Monetary credit vs. discounts which actually breaks through inbox blindness Why waiting too long kills reactivation… and how acting early transforms your AOV What to do with subscribers who don’t open, ignore, or never see your emails Why some businesses shouldn’t expect powerful winbacks and what to focus on instead How to use reactivation across email, SMS, direct mail, Facebook, and Google audiences The old bakery story that explains why reactivation works (only after fixed costs are paid) If you’ve ever wondered whether reactivation is worth it — or if your business is doing it the wrong way — this episode answers everything. 📉 Think reactivation will fix bad retention? 📈 Want to squeeze extra profit from customers who’ve drifted away?   Start here.   P.S. Whenever you’re ready... here are 3 ways Ian and I can help you grow your ecommerce business:   1. Talk to us. Book a call with us and let's talk about accelerating your growth - https://go.hammersleys.co.uk/scheduleuk-ant/   2. Grab a copy of our book - https://book.hammersleybrothers.com/ 3. Join the Ultimate Guide To Ecommerce Facebook group and connect with e-commerce owners who are scaling too - https://www.facebook.com/groups/924567391291786

This episode is Offer #4 in our 5 Offers Series: The Peak Season Offer, and it’s the one that can take your ecommerce business from “doing okay” to absolutely flying.   Every brand gets a sales spike in peak season. But most leave thousands on the table by running the wrong offer or just doing what they did last year.   In this episode, Mark and Ian reveal: The difference between a good seasonal offer and one that explodes LTV What your ad needs to do differently in a peak buying window How to make urgency feel real and not desperate Why relying on discounts alone kills margin (and what to use instead) The “gift drop” tactic we’ve seen convert like mad in BFCM, January, and even Easter Whether you’re planning Q4, mid-year sales, or a product drop, this is how to make sure your biggest days don’t just make revenue... they make profit.   📉Still blasting 20% off codes with a countdown timer? 📈Want to turn your peak season into your highest ROAS moment? P.S. Whenever you’re ready... here are 3 ways Ian and I can help you grow your ecommerce business:   1. Talk to us. Book a call with us and let's talk about accelerating your growth - https://go.hammersleys.co.uk/scheduleuk-ant/   2. Grab a copy of our book - https://book.hammersleybrothers.com/ 3. Join the Ultimate Guide To Ecommerce Facebook group and connect with e-commerce owners who are scaling too - https://www.facebook.com/groups/924567391291786

This is Offer #3 in our 5 Offers series — and it’s the offer that quietly decides whether your business becomes a scalable brand… or stays stuck buying customers forever. You’ve nailed the first sale. Maybe you’ve got the second. But unless you’re intentionally architecting repeat purchase behavior, you’re losing margin, losing momentum, and relying way too heavily on Meta and Google to stay alive. In this episode, Mark and Ian unpack:  Why the General Retention Offer is the most overlooked money-maker in ecommerce  The 3 drivers of real retention: Rhythm, Relevance, and Reward  How brands like Brook Taverner, GSF Car Parts, and AO.com leverage natural buying cycles  Why “loyalty points” don’t work — and what to use instead  How to build a retention strategy that compounds LTV without discounting  The simple offer tweak that instantly boosts retention across the board 📉 Still depending on discount codes and random email blasts? 📈 Want your customers to buy again because they want to, not because you’re begging? Listen to this and your entire view of retention will change — permanently. P.S. Whenever you’re ready... here are 3 ways Ian and I can help you grow your ecommerce business:   1. Talk to us. Book a call with us and let's talk about accelerating your growth - https://go.hammersleys.co.uk/scheduleuk-ant/   2. Grab a copy of our book - https://book.hammersleybrothers.com/ 3. Join the Ultimate Guide To Ecommerce Facebook group and connect with e-commerce owners who are scaling too - https://www.facebook.com/groups/924567391291786

This is Offer #2 in our 5 Offers series – and it's the one that quietly kills most ecommerce growth. You’ve got the first sale. Great. But if you're not locking in the second sale quickly, you're bleeding profit and your ad model won’t scale. In this episode, Mark and Ian break down: Why the second sale is the linchpin of your LTV How long you’ve really got before your customer forgets you exist (hint: it’s weeks, not months) Examples from 8- and 9-figure brands like Cox & Cox, Goat Milk Stuff, Grenade, and more How to position your second-sale offer so it doesn’t just feel like a discount The “earned credit” trick that makes customers want to use their reward before it expires How changing this one offer can make your ROAS model work 📉 Still sending out 10% codes without thinking? 📈 Want to unlock more scale without touching your ad accounts? Then this is the episode. 🎁 Get the workshop replays + number sheet here → hammersleybrothers.com   P.S. Whenever you’re ready... here are 3 ways Ian and I can help you grow your ecommerce business:   1. Talk to us. Book a call with us and let's talk about accelerating your growth - https://go.hammersleys.co.uk/scheduleuk-ant/   2. Grab a copy of our book - https://book.hammersleybrothers.com/ 3. Join the Ultimate Guide To Ecommerce Facebook group and connect with e-commerce owners who are scaling too - https://www.facebook.com/groups/924567391291786

This episode is the start of a new series: the 5 Offers every ecommerce brand needs to scale properly.   We're kicking off with the most important one — and the one most brands get wrong:   👉 The Recruitment Offer — the thing that gets someone to buy from you for the very first time.   If your offer is just “10% off your first order,” and you’re wondering why your ROAS is falling off a cliff… this is for you.   Inside, we break down:   Why the job of the recruitment offer isn’t to make profit — it’s to create momentum How to structure offers that lift AOV without tanking conversion rate Real examples from wine brands, supplement kits, and BOGOFs that crushed it Why you should stop giving your customers too many choices How to spot when your order value is the real problem (not your ads)   This episode is all about removing friction, getting the sale, and setting up a second one.   P.S. Whenever you’re ready... here are 3 ways Ian and I can help you grow your ecommerce business:     1. Talk to us. Book a call with us and let's talk about accelerating your growth - https://go.hammersleys.co.uk/scheduleuk-ant/   2. Grab a copy of our book - https://book.hammersleybrothers.com/ 3. Join the Ultimate Guide To Ecommerce Facebook group and connect with e-commerce owners who are scaling too - https://www.facebook.com/groups/924567391291786

In this episode, Mark and Ian dive deep into the five essential offers that every eCommerce business needs to scale — and why most businesses get them wrong.   🔑 Key takeaways: ■ Recruitment Offer: How to attract your first customers and set up a winning acquisition strategy ■ Second Sale Strategy: Get customers to buy again, and increase your revenue per user ■ General Retention: Keep your customers coming back with targeted campaigns ■ Peak Offers: Drive massive sales during seasonal events like Black Friday or Valentine's Day ■ Reactivation: Win back lapsed customers and turn them into loyal buyers In this intro to the new series, you'll also hear about: The importance of customer segmentation and why it’s often misunderstood How focusing on the right offers can skyrocket your sales How to create an offer architecture that boosts average order value and lifetime customer value   🎯 Ready to optimize your eCommerce offers and scale? Tune in and don’t miss the next episode, where we go deep into Recruitment Offers.   👨‍🏫 Join our community for more: HammersleyBrothers.com P.S. Whenever you’re ready... here are 3 ways Ian and I can help you grow your ecommerce business:   1. Talk to us. Book a call with us and let's talk about accelerating your growth - https://go.hammersleys.co.uk/scheduleuk-ant/   2. Grab a copy of our book - https://book.hammersleybrothers.com/ 3. Join the Ultimate Guide To Ecommerce Facebook group and connect with e-commerce owners who are scaling too - https://www.facebook.com/groups/924567391291786

This is the fifth ecommerce business type in our series — and it’s often the most misunderstood. In this episode, Mark and Ian unpack the Seasonal Specialist model — where 80%+ of revenue happens in just 6–8 weeks. Whether you sell Christmas hampers, school shoes, winter clothing, or Valentine’s gifts, this episode shows you: 🔍 What you’ll learn:   • Why trying to "smooth the troughs" is a waste of time • How to maximize the peak season instead of burning cash year-round • Why most seasonal brands overspend in quiet months • How to use event-based email + SMS to create more peaks • Brands like British Hampers & Stormy Kromer scaled fast by getting this right • The one thing your agency will never understand about seasonal scaling   P.S. Whenever you’re ready... here are 3 ways Ian and I can help you grow your ecommerce business:     1. Talk to us. Book a call with us and let's talk about accelerating your growth - https://go.hammersleys.co.uk/scheduleuk-ant/   2. Grab a copy of our book - https://book.hammersleybrothers.com/ 3. Join the Ultimate Guide To Ecommerce Facebook group and connect with e-commerce owners who are scaling too - https://www.facebook.com/groups/924567391291786

Continuing our exploration of the 5 types of ecommerce businesses.   This week, we dive into type 4, the 'Needs Driven Supplier'.   Watch this if your business is reliant on google ads and sells a product that people only want when they need it.   It's a good one with a lot of good case studies, so I hope you enjoy it. P.S. Whenever you’re ready... here are 3 ways Ian and I can help you grow your ecommerce business:     1. Talk to us. Book a call with us and let's talk about accelerating your growth - https://go.hammersleys.co.uk/scheduleuk-ant/   2. Grab a copy of our book - https://book.hammersleybrothers.com/ 3. Join the Ultimate Guide To Ecommerce Facebook group and connect with e-commerce owners who are scaling too - https://www.facebook.com/groups/924567391291786

You’ve got sales. You’ve got a brand. But your bank account says otherwise. In this episode, Mark and Ian break down the Volume Retailer — the third ecommerce business type — and explain why most owners of $2M–$10M brands never get paid unless they fix one critical thing: 🧠 Profit Velocity. Inside: •The real reason brands get stuck at $3M–$5M •Why revenue growth means nothing if you’re not making cash •The exact model behind Bedding Envy, ProCook, Brook Taverner, and Cox & Cox •How to break through to $10M+ with margin, bundling, stock control, and scale jumps •How to spot when it’s time to go all-in — or risk stagnating forever P.S. Whenever you’re ready... here are 3 ways Ian and I can help you grow your ecommerce business:   1. Talk to us. Book a call with us and let's talk about accelerating your growth - https://go.hammersleys.co.uk/scheduleuk-ant/   2. Grab a copy of our book - https://book.hammersleybrothers.com/ 3. Join the Ultimate Guide To Ecommerce Facebook group and connect with e-commerce owners who are scaling too - https://www.facebook.com/groups/924567391291786

Most ecommerce advice doesn’t apply to high-ticket stores — because they follow completely different rules. In this episode, Mark and Ian break down the second of the 5 ecommerce business types: The High-Ticket One-Timer — and how it totally changes your strategy. Whether you’re selling sofas, tiles, custom bikes, or industrial equipment, you’ll learn:, •Why your ads aren’t converting (and why ROAS looks broken), •How to fix your lead capture, upsells, and cashflow timing, •What the 3 success levers are that actually move the needle, •How to avoid death-by-yoyo-spending when the market shifts, •Why agencies often destroy this model by treating it like a volume retailer,  If you’ve ever thought “Why isn’t this working?” — this episode will give you the diagnosis and strategy reset you need. P.S. Whenever you’re ready... here are 3 ways Ian and I can help you grow your ecommerce business:   1. Talk to us. Book a call with us and let's talk about accelerating your growth - https://go.hammersleys.co.uk/scheduleuk-ant/   2. Grab a copy of our book - https://book.hammersleybrothers.com/ 3. Join the Ultimate Guide To Ecommerce Facebook group and connect with e-commerce owners who are scaling too - https://www.facebook.com/groups/924567391291786