How Clearpay helps Furniturebox unpack more growth
By giving customers more ways to pay, Furniturebox is unlocking more ways to grow, with Clearpay driving both spend and discovery.
When school friends Monty George and Dan Beckles launched Furniturebox in 2015, the online furniture market was still largely untapped. “Furniture hadn’t gathered any sort of momentum,” says George. “It was too big and bulky in terms of delivery.”
Spotting the gap, the pair scaled quickly, today Furniturebox ships 400 orders globally every day.
Just as forward-thinking was their move into Buy Now, Pay Later. Early on, the pair recognised the shift in how customers wanted to pay – and how Clearpay could drive growth. “It just gives that flexibility to customers so they can spread their payments,” says Beckles.
Today, Clearpay doesn't just enhance the customer service, it drives it – by boosting average order value by eight per cent and delivering a steady stream of new customers.
About Furniturebox
Beckles and George were just teenagers when they launched Furniturebox. “We were best mates and played a lot of sport together,” says George, who convinced Beckles to delay his university plans to take a chance on Furniturebox.
“I said, ‘Do you fancy coming to try this for a year?’ And here we are 10 years later.”
Furniturebox now employs more than 80 people, operates from a dedicated warehouse, and ships across the UK and into the US. The ambition is simple: “We want to be the destination of all home.”
A customer-first solution
From day one, Furniturebox has invested in customer service, offering free and next-day delivery. “I think our customer service proposition has really separated us from the rest,” says Beckles. “End to end, we want to give our customers as many options as possible.”
That includes how they pay. Clearpay lets customers pay for purchases in instalments – and important lever in a high-value category like furniture. “Furniture can be an investment so Clearpay helps customers spread that cost.”
“Furniture can be an investment so Clearpay helps customers spread that cost.”
Dan Beckles, Furniturebox
Values that align
Not only does Clearpay help customers manage their finances, but it’s easy to use, says Beckles. “It’s hassle-free for customers. You’re very clear on what your repayment terms are.”
Beckles also points to Clearpay’s approach to responsible spending, which prevent customers from spending if payments are missed, as another differentiator. “The way that Clearpay operates is aligned with our values as a company.”
Bigger baskets, new customers
Clearpay has commercial benefits, too. Customers who pay with Clearpay spend, on average, eight per cent more than those paying with other methods.
But the biggest benefit is acquisition. “In our data, we can see that 13 per cent of all our [Afterpay] orders have come directly from the Clearpay app,” says Beckles. “So, these are customers who wouldn’t have found us otherwise.”
For Beckles, this steady – and free – stream of new customers is “incredibly important… Clearpay offers additional sales you wouldn't otherwise have – that you're not having to work hard to get.”
"Clearpay offers additional sales you wouldn't otherwise have – that you're not having to work hard to get.”
Dan Beckles, Furniturebox
“It’s a profitable stream,” he adds. “There are a lot of costs to running a business… so anything you can leverage that’s free that gives you access to a different group of consumers is really important.”
More payment options, more customers
Clearpay is not FurnitureBox’s only BNPL platform – and that’s by design.
“Offering [more than one BNPL provider] gives customers options,” he says, explaining that the two BNPL services offered by Furniturebox offer different repayment structures and deliver different audiences.
Would he recommend Clearpay to other businesses? " I can't see a downside. We want to be best in class for service. Clearpay gives our customers flexibility to pay whatever way they prefer."
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