The Intersection of Black Friday Trends and Key Business Metrics

Gina Martinez

Gina Martinez

Aug 21, 20233 min read


The Intersection of Black Friday Trends and Key Business Metrics


Black Friday, the annual shopping extravaganza, is just around the corner. As we gear up for the busiest shopping day of the year, it's important to stay ahead of the game and understand the trends that will shape this year's event. Simultaneously, businesses must also focus on key metrics to ensure their strategies align with customer acquisition and retention goals. In this article, we will explore the top Black Friday trends expected in 2023 and how businesses can leverage key metrics to maximize their success.

1. Black Friday Starts...NOW:

Black Friday has become synonymous with incredible discounts and massive sales. In recent years, the momentum has been building even before the official day arrives. Retailers have been enticing customers with early access deals, exclusive discounts, and extended sales periods. This trend is likely to continue in 2023, with businesses aiming to capture consumer attention and drive sales well in advance of the actual day.

2. The Importance of Customer Acquisition and Lifetime Value:

For businesses, measuring the Cost of Customer Acquisition (CAC) and Customer Lifetime Value (CLV) is crucial. CAC refers to the cost spent on acquiring new customers, while CLV represents the average value a customer brings over their entire relationship with the company. These metrics provide insights into the effectiveness of customer acquisition strategies and help identify profitable client segments.

3. Calculating CAC and CLV:

To calculate CAC, divide the total marketing expenses by the number of new customers acquired within a specific time frame. For example, if you spent $8000 on marketing in September and acquired 40 customers, your CAC would be $200. On the other hand, calculating CLV requires multiplying the average value of a sale by the number of repeat transactions and the average retention time. The specifics of your product or service will determine the CLV calculation method.

4. The Synergy between CAC and CLV:

Understanding the relationship between CAC and CLV is essential. While a low CAC might seem appealing, it's crucial to evaluate it in conjunction with the CLV. Acquiring customers for a reasonable cost becomes more favorable when their lifetime value is significantly higher. By analyzing CLV across different client segments, businesses can identify which segments are most profitable and prioritize their efforts accordingly.

5. Black Friday Trends and Customer Lifetime Value:

The Black Friday shopping frenzy presents an opportunity for businesses to not only acquire new customers but also increase their CLV. By offering exclusive deals and incentives, companies can entice customers to make repeat purchases and establish long-term relationships. This strategic approach aligns with the goal of maximizing CLV and ensuring a sustainable revenue stream beyond the holiday season.

6. Actionable Advice:

  • a. Segment your customer base: Analyze your customer data to identify segments that bring in higher profits. Focus your marketing efforts on these segments to optimize your customer acquisition strategy.
  • b. Let go of unprofitable clients: Identify clients who contribute to a decreasing net profit and are challenging to convert. By redirecting your resources towards more rewarding customers, you can enhance your overall profitability.
  • c. Develop personalized offers: Leverage the Black Friday hype to create personalized offers tailored to different customer segments. By understanding their preferences and shopping habits, you can increase the likelihood of repeat purchases and boost CLV.


As Black Friday approaches, businesses must be prepared to navigate the evolving landscape of consumer trends while keeping a keen eye on key metrics. By understanding the intersection between Black Friday trends and customer acquisition and lifetime value, companies can optimize their strategies and drive long-term success. Remember to segment your customer base, prioritize profitable clients, and create personalized offers to maximize the potential of this shopping extravaganza. With the right approach, Black Friday can become a stepping stone towards sustained growth and profitability.


  1. "The Top 7 2023 Black Friday Trends You’ll See This Year - Litmus", (Glasp)
  2. "12 Business Metrics That Every Company Should Know | Scoro", (Glasp)

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