earnest research

EarnestQuery

EarnestQuery gives KPI clients the ability to supplement top-line trends with deeper analyses.

Providing access to more granular data with the tools to easily extract insights by geography, channel, customer and competitive cohorts, clients gain a deeper understanding of company fundamentals such as sources of growth, competitive situations and customer health.

 

Sales by Geography and Channel


Heat Map
Performance (sales or transactions) of all merchants in Earnest coverage by  1, 4, 12, or 13 weeks trailing, with the ability to segment by concept, geography, and channel


• Is an entire vertical of merchants
showing strength or weakness?
Is a specific geography or channel
impacting performance?


• Is there a calendar or holiday shift
that may be shifting sales from one
week to another?

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Sales metrics with the ability to segment data by concept, geography and channel

Change in Spend


 


• How much more do new Amazon Prime subscribers spend at Amazon relative to non-Prime Amazon customers?

How does spend change at Papa John's after a customer uses Grubhub for the first time?

Customer Overlap


 

Customer overlap analyses to better understand competitive situations and shared spending behaviors




What percentage of Williams-Sonoma customers also shop at Wayfair and how is that changing over time?

In an M&A situation, what percentage of a customer base is already shared between the two merchants? 

Disruptor analyses that help identify changes in spending patterns across merchants after shoppers try an emerging competitor for the first time

Cohort Retention

Customer health trends over time via new customer growth, monthly retention and lifetime value

Loyalty Spend

Top/bottom quintile analyses to better understand customer loyalty and customer concentration



• Are Whole Foods' most loyal customers in 2016 still as loyal today?

• Is this cohort shifting its spend to other grocers? 

Ticket Frequency


• What percentage of all Starbucks transactions in this quarter were between $5 and $10 and how does that compare to last quarter?

• Lowe’s is starting to sell appliances; is the frequency of higher ticket transactions increasing over time?

 

Distribution of transactions in a specific time period by ticket size (e.g. $0 - $5, $5 - $10, etc.) 

Subscription Sales by Geography and Type of Subscription

Subscriber metrics (Panel Sales, EoP Subs, Churn, Gross Adds, ARPU) with the ability to segment data by geography and subscription type 

Subscription Cohort Metrics

Assess customer base health trends over time via cohort lifetime value and cumulative churn


Multi-Merchant Retention
Multi-merchant, single cohort (monthly, quarterly, or yearly
cohorts of new customers) views to help assess customer
base health trends over time via new customer growth,
monthly retention (percent of customers and sales retained
from a specific cohort) and customer lifetime value


• How does Blue Apron customer retention compare to retention at Plated and Sun Basket? 

• What is the average customer lifetime value in the
beauty space?

Merchant Fiscal Quarter KPI
Fiscal quarter views of merchants' KPIs
(sales, transactions, average ticket)
with the ability to segment data by
concept, geography and channel

How are Lululemon online sales
performing?


• How is inclement weather in the Northeast affecting auto parts retailers?

Multi-Merchant KPI
Multi-merchant analyses tracking sales metrics (percent of market share
or dollar amount) on a daily, weekly,
monthly, quarterly or annual basis with
the ability to segment data by concept, geography and channel


• Which organic grocer is gaining share
in battleground markets?


• Which department store had the best performance over the holidays?


Merchant Fiscal Quarter KPI
Fiscal quarter views of merchants' subscription KPIs with the ability to segment data by concept, geography and subscription type

• What regions are attracting New York Times Digital Gross Adds?

• How are Spotify’s subscription plans performing?


Multi-Merchant KPI 
Multi-merchant analyses tracking subscription KPIs (percent of market share or dollar amount) on a daily, weekly, monthly, quarterly or annual basis with the ability to segment data by concept, geography and subscription type

• What does the market share for cable merchants look like
around the country?


• What is the proportion of premium to standard subscriptions for Netflix subscribers? 


Merchant Multi-Cohort
Multi-cohort (monthly Gross Adds) views to help assess customer
base health trends over time via Churn,
Average Monthly Bill, and Customer Lifetime Value (CLTV) with the ability to toggle between state and subscription type

• How do the Weight Watchers ‘New-Year-Resolution’ January sign-ups perform?

• How sticky is the New York Times Digital ‘Trump-Bump’ cohort, relative to other cohorts of subscribers?


Multi-Merchant Cohort
Multi-merchant, single cohort (monthly Gross Adds) views to help assess customer base health trends over time via Churn, Average Monthly Bill, and Customer Lifetime Value (CLTV) with the ability to toggle between state and subscription type 

• How do churn and CLTV differ between Planet Fitness and Weight Watchers cohorts?

• How do Netflix and Hulu Gross Adds compare surrounding
a popular content release?


Merchant Retention
Multi-cohort (monthly, quarterly, or yearly cohorts of new customers) views to help assess customer base health trends over time via new customer growth, monthly retention (percent of customers and sales retained from a specific cohort) and customer lifetime value

 

  • How do Amazon's 2018 cohorts compare to 2016/2017 cohorts?
  • Are customer retention and lifetime value improving over time?
  • How valuable are Ulta Beauty customers acquired during promotional periods?