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Pravesh Mehta

Churning Data Into I... • 23h

You're spending ₹2,000 to acquire a customer who spends only ₹1,500 — that’s a ₹500 loss. At scale, it’s lakhs burned. And with only 25–30% making a second purchase, most brands lose money on 3 out of 4 customers. CAC has exploded in 2024: rising CPMs, expensive influencers, and 800+ D2C brands fighting for the same attention. CAC is now ₹1,800–2,500 while AOV stays stuck at ₹1,500. No wonder only 14% of D2C brands were profitable in FY23. Winners aren’t acquiring more — they’re retaining better. Retention costs ₹200–300 and even a 5% lift can boost profits up to 95%. Yet most brands still put 80%+ into acquisition. So what’s your CAC, and what’s working? Referrals? Post-purchase flows? Subscriptions? Content? WhatsApp/email automation? The brands that survive 2025 won’t be the ones who get the most customers — but the ones who keep them.

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