Dispensary customer segment · Spending and value
Mid-range dispensary spenders ($50 to $99): the group most stores ignore
The biggest band in your store, and the most ignored
The Mid-range Spenders segment in Sticky Cards includes every dispensary customer whose average order value is $50 or more and under $100.
Most of your customers and most of your revenue sit here. Small movements in this band are worth more than large ones anywhere else.
What is the Mid-range Spenders segment?
Everyone here has an average order value of $50 or more and under $100. It sits directly above Low Spenders and directly below High Average Basket Size.
This is usually the largest group you have and it tends to get the least attention, because the top band looks more exciting and the bottom band looks more urgent. That is a mistake of arithmetic. A small lift across a large group beats a large lift across a small one nearly every time.
These customers have also already decided about you. They come in, they spend a reasonable amount, they are not agonising over it. You are not persuading them of anything, which means the gains here come from making the visit slightly better rather than from changing their mind.
How Sticky Cards builds this segment
- Category
- Spending and value
- Membership
- Dynamic, recalculated from your POS
- Find it in the app
- Customers > Segments > Spending & Value
This band will be large on every row, which makes it a good place to run channel tests. It is big enough for the results to mean something and unremarkable enough that you are not risking your best customers to learn something.
What should a dispensary send to mid-range spenders?
The attachment or add-onPush
One more item on a visit that was already happening. Across a band this size that is the largest revenue movement available to you, and push costs nothing to run.
The premium introductionEmail
These customers can afford the better option and often have not been shown it. Email gives you room to explain the difference rather than just charging more.
The frequency nudgeSMS
An extra visit a quarter from a band this large is a serious number. Aim it at the half whose gaps between visits are stretching.
The channel testEmail against SMS
Large enough for a split to be meaningful, ordinary enough that a failed test costs you nothing important. This is where to learn what your store responds to.
Ideas to try
The trade-up play
Build it in Play Designer to follow a purchase with one suggestion of the better version of what they bought. Run it on push so it costs nothing, and let it run for a quarter before you judge it.
Sample subject line
The step up from what you usually get
The quarterly split test
Take one offer, split this band in half by channel, and compare revenue per recipient. Do it once a quarter and within a year you will know where your money should go rather than guessing.
Sample subject line
Something new worth your next trip
The stretch catch
Cross this segment with No purchase in 30+ days. A mid-range customer whose rhythm is slipping is the easiest revenue to hold on to, and nobody notices them going because they were never remarkable.
Sample text
Been a few weeks. Your points are on your card and there is plenty new in. Reply STOP to end.
The top-band invitation
Send to the upper part of this band about whatever you reserve for your best customers: early access, a first look, a heads-up. Aspiration moves people up more reliably than a discount does.
Sample subject line
First look, before it goes out to everyone
Related segments to pair it with
- Top 20% SpendersWhere you are moving people. Track the flow from this band into that one; it is the clearest evidence these campaigns are working.
- Low SpendersThe band below, under $50 average order. Worth comparing your results across both, because a message that works here often does not work there.
- High Average Basket SizeThe band above, at $100 or more. Where you are moving people, and the clearest measure of whether these campaigns are working.
- No purchase in 30+ daysDon’t send toSet this as your exclusion on frequency nudges. Someone who has already drifted needs a win-back, and a cheerful "come in more often" message to a lapsed customer reads as not paying attention.
What to measure
Total revenue from the band, not revenue per customer. A one-step improvement across a group this size shows up as a real number in your month, and per-customer averages will hide it. Track the flow into the top band each quarter as the slower, more meaningful version of the same question.
Questions we get
Where does mid-range start and end?
An average order value of $50 or more and under $100. Below that is Low Spenders, at $100 or more it is High Average Basket Size, and the three bands do not overlap.
Why focus here instead of on my top spenders?
Arithmetic. This band usually holds several times more people, so a small average lift produces more revenue than a large lift at the top. The top band is worth protecting; this one is worth growing.
What actually moves a mid-range customer up?
One more item per visit, or one more visit per quarter. Both are small enough to be achievable and large enough across a band this size to matter.
See this segment running on your own customers
We connect your POS, build the list from your own orders, and walk you through the first campaign on it.
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