The beauty of responsible growth with Clearpay
Why British beauty brand Tropic Skincare chose Clearpay to drive basket size and accessibility
Tropic Skincare has built a reputation for doing beauty differently. Freshly made formulas, carbon-neutral operations, and a commitment to giving back are all part of the brand’s mission to create a healthier, more empowered world.
So, when Tropic decided to offer a Buy Now Pay Later service, the brand opted for a platform that aligned with its values. Clearpay’s stance on responsible spending – and customer protection against long-term accumulating debt – made it the natural choice.
Since then, Clearpay has become an essential part of Tropic’s customer experience, increasing customers’ access to premium products, without the need to discount. Today, around 11 per cent of Tropic’s sales are made using Clearpay.
About Tropic
Tropic Skincare founder and CEO Susie Ma launched the brand when she was just 15 from a London market stall. Two decades later, Tropic sells millions of skincare products every year, has 250 staff and an ambassador programme of more than 20,000 active members.
Premium products, flexible payments
Tropic’s individual products range from £28-£78, with skincare sets priced around £70. “We are a premium brand, so offering the option of Clearpay is really beneficial,” says e-commerce manager Megan Anwyl, who explains that Clearpay lets customers purchase products when they want them and spread the cost over time.
Clearpay is especially useful for customers buying skincare sets or collections. “You get a saving when you buy one of our customisable collections,” explains Anwyl, “ and these start at £70, so Clearpay is a great option to spread the cost.”
A smarter alternative to discounting
“We very rarely discount,” says Anwyl, who adds that Clearpay offers an alternative to deep discounting, by making products more accessible in the first place.
During sales events like Black Friday Cyber Monday (BFCM) and the festive season, Tropic typically opts for a “gift with purchase” offer rather than a discount – and in that situation, Clearpay also helps boosts sales.
Tropic ran a “Give Back Friday” campaign during BFCM, where customers received a free gift when they spend £100. “Our ethos is that you spend, you get a gift and you also donate education days to charity through our partnerships with UWS,” says Anwyl. "Our threshold this year was £100, so offering Clearpay makes a huge difference."
Bigger baskets, better margins
Offering customers the flexibility to manage their payments on their own terms means that Tropic customers who pay with Clearpay tend to spend more.
In fact, the average order value for Tropic customers paying with Clearpay is 10 per cent higher compared with other payment methods.
Discovery powered by Clearpay
Because all of Tropic’s products are freshly made, its products aren’t stocked in stores. Instead, the brand has a unique – and powerful – sales tool: 20,000 active ambassadors who sell Tropic’s products.
While these ambassadors are the main way Tropic connects with new customers, the brand is also listed on the Clearpay app, which delivers thousands of referrals to Tropic’s website every month, driving discovery and sales.
Spreading payments. Building trust
Anwyl says that in addition to driving sales and new customer acquisition, Clearpay helps build trust. I know that anytime I shop with a brand, I always scroll to the bottom [of the homepage] and see if they offer Clearpay, especially if I’m new to the brand. I think most brands offer buy now pay later options – we’d be missing a trick if Tropic didn’t.”
*All brand statistics provided by Tropic Skincare.
All references to any registered trademarks are the property of their respective owners. Clearpay does not endorse or recommend any one particular supplier and the information provided is for educational purposes only.
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