irce 2016 preview guide

DIAMOND SPONSORS: OFFICIAL PUBLICATION AND MEDIA SPONSOR:

JUNE 7-10, 2016

CHICAGOMCCORMICK PLACE WEST

FAST FORWARD.CONFERENCE / EXHIBITION / COMMUNITY

E-Commerce is evolving faster than ever.

Blink and you’ll miss out on the next big thing. Join the flagship industry event and keep moving.

CONFERENCE SPONSOR:

MAIN STAGE SPEAKERS:

DELLScott Pittman

Interim Chief Information Officer

NASA John Yembrick

Social Media Manager

STEVE MADDENMark Friedman

President, E-Commerce

TIGERFITNESS.COMMarc Lobliner

Chief Marketing Officer

2 • #irce16 Register at irce.com

IRCE 2016

IRCE gathers retail trailblazers from across every industry segment for four days of learning, discovering, and networking. With an average attendance of 10,000 and growing, this conference and trade show is critical for business owners of all sizes. Whether you are an e-commerce entrepreneur, the founder of a Top 500 retailer or an e-commerce professional working for a Fortune 500 company, IRCE is the conference that provides strategies that help you grow your business now. If you sell online, you should attend IRCE.

IRCE: CONFERENCE, EXHIBITION, COMMUNITY – ROI X 3E-commerce is evolving faster than ever and IRCE provides you with a conference jam-packed with industry experts, an Exhibit Hall filled with the

latest and greatest solution providers in every category, and a deeply engaged community for networking with like-minded industry peers.

EXCEPTIONAL EDUCATIONThe agenda presented at IRCE has the unique advantage of being curated by the editorial experts from Internet Retailer magazine and is laser-focused on providing e-commerce success stories and case studies that will help your business right now. Inspiring morning keynotes kick off each main conference day on June 8 and 9 with incredible energy that carries into focused afternoon tracks. On June 7 and June 10, deep-diving workshops bookend the main conference. With 200+ speakers and 130+ sessions, topics covered include new trends

in retail marketing, SEO techniques, Amazon selling strategies, B2B e-commerce, fulfillment and customer service, technology, social media and so much more. IRCE is a true all-day, multi-day conference covering the gamut of your business needs.

AN EXTRAORDINARY COLLECTION OF E-COMMERCE VENDORSThe Exhibit Hall at IRCE features nearly 600 vendors and covers over 250,000 square feet of space – making it the largest e-commerce trade show in the industry. Filled with the latest e-commerce technologies and top solution providers, you will uncover vendors that will benefit your company and drive your online strategy forward. With vendors in nearly every category – including marketing, fulfillment,

The Top Benefits of Attending IRCE 2016 .….….….….….4New at IRCE .….….….….….….….….….….….….….….….….….….….….….6Daily Agendas-At-A-Glance ….….….….….….….….….….….….… 11

DAILY AGENDAS A comprehensive listing of what you can expect each dayPre-Conference Agenda: June 7 ….….….….….….….….….….… 19

E-Commerce Technology Workshop ….….….….….… 19 Amazon & Me Workshop ….….….….….….….….….….….…20 B2B Workshop….….….….….….….….….….….….….….….….….… 22

Main Day 1 Agenda: June 8 .….….….….….….….….….….….….…24 Success Strategies for Top Executives Track ….… 24 Retail Chains Track .….….….….….….….….….….….….….….… 26 Marketing Must-Haves Track .….….….….….….….….….… 27 Small But Mighty Track ….….….….….….….….….….….….… 28 Fulfillment, Customer Service & Operations Track ….….….….….….….….….….….….….….… 29

Main Day 2 Agenda: June 9 ….….….….….….….….….….….….… 31 Design & Merchandising Track .….….….….….….….….… 31

Managing Technology Track .….….….….….….….….….… 33 Social Commerce & Marketing Track ….….….….….…34 Marketing New Frontiers Track ….….….….….….….….… 35 Video in E-Retail Track ....................... 37

Post-Conference Agenda: June 10 .….….….….….….….….… 41 Social Workshop….….….….….….….….….….….….….….….….… 41 Google & You Workshop .….….….….….….….….….….….…42 Mobile Workshop ….….….….….….….….….….….….….….….…44

The Exhibition ….….….….….….….….….….….….….….….….….….….…46The Epicenter of Networking ….….….….….….….….….….….…49Community: The Networking Event of the Year .….…50Sweet Home Chicago .….….….….….….….….….….….….….….….… 51Exhibitor List ….….….….….….….….….….….….….….….….….….….….… 52Registration + Pricing ….….….….….….….….….….….….….….….…54Thank You to Our Sponsors ….….….….….….….… Back Cover

What’s inside the Guide?

Discover what you can expect at the retail industry’s leading e-commerce conference and trade show

Publishing Partner for IRCE 2016: Ascend Integrated Media LLC 6710 W. 121st St., Suite 100 | Overland Park, KS 66209 | 913-469-1110

3June 7-10, 2016 • Chicago • McCormick Place West

PREVIEW GUIDE

e-commerce platforms, new retail technology and more – you are sure to find the solutions you need at IRCE.

MEANINGFUL CONNECTIONSIRCE is about cultivating community. Connect with professionals who face the same challenges you do each day. Strategize with colleagues, share your success stories and uncover new ideas. Network with industry leaders and peers. IRCE offers multiple opportunities, events, parties and one-to-one meeting tools to help you network and connect with others in attendance, providing you with the chance to share ideas, voice opinions and have some fun together in the city of Chicago. Making connections has never been easier than at IRCE.IRCE is the can’t-miss event for e-commerce professionals of every level and industry. Spend a few days with us this June and see for yourself.

TUESDAY, JUNE 7: PRE-CONFERENCE WORKSHOPS

Features 3 concurrent day-long workshops 8:45 a.m.-4:45 p.m.

WEDNESDAY, JUNE 8: MAIN DAY 1

General session: 8:15 a.m.-9:30 a.m.

Keynote:SCOTT PITTMANDell, Interim Chief Information Officer

Special Guest:JOHN YEMBRICK NASA Social Media Manager

Success Strategies for

Top Executives Track

Retail Chains Track

Marketing Must-Haves

Track

Small But Mighty Track

Fulfillment, Customer Service &

Operations Track

E-Commerce Technology Workshop

Amazon & Me Workshop

B2B Workshop

Plus 5 breakout tracks

THURSDAY, JUNE 9: MAIN DAY 2

General session: 8:15 a.m.-9:30 a.m.

Keynote:MARK FRIEDMANSteve Madden, President, E-Commerce

Featured:MARC LOBLINER TigerFitness.com, Chief Marketing Officer

Design & Merchandising

Track

Managing Technology

Track

Social Commerce &

Marketing Track

Marketing New Frontiers Track

Video in E-Retail Track

Plus 5 breakout tracks

FRIDAY, JUNE 10: POST-CONFERENCE WORKSHOPS

Features 3 concurrent day-long workshops 8:45 a.m.-3:40 p.m.

Social Workshop

Google & You Workshop

Mobile Workshop

Exhibit HallHours

June 7 4-6:30 p…m…

June 89 a…m…-6:30 p…m…

June 9 9 a…m…-4 p…m…

June 10 Closed


ROI x 3IRCE is focused on providing education, vendors and connections that will grow your business right now. After attending IRCE you’ll be more nimble, have a handle on new strategies and be able to implement them into your business immediately. See your ROI increase to the power of 3 through the conference, exhibition and community at IRCE. IRCE offers a variety of pass types to allow businesses of all sizes and budgets to attend. If you choose to visit for a single workshop or go all in with four complete days of education, or even opt to just visit the exhibition, IRCE provides information and connections that directly benefit your business.

1

Why IRCE?IRCE enables you to explore the

latest technologies and service

providers in the 250,000+ square

foot Exhibit Hall, while gaining knowledge and

inspiration from the movers and shakers of the industry

with our unmatched 130+ conference sessions and

200+ industry speakers.

IRCE 2016

Meaningful Conference ContentThe IRCE agenda boasts 130 separate sessions, with six day-long workshops

on the opening and closing days and 10 conference tracks on the two main conference days. With so many diverse options, there is something

for everyone. IRCE is the only conference offering a curated agenda hand-selected by editors from Internet Retailer magazine. Every session at IRCE

features a retailer or e-commerce professional who has real-life case studies to share. IRCE delivers strategies that will be successful for your business.

2


PREVIEW GUIDE

Unrivaled CredibilityBecause of IRCE’s history of providing expert, trend-focused unbiased content on all e-commerce topics, attendees receive information that gives their businesses a competitive advantage. The attendee ratings from last year’s event were consistently high: 87% of IRCE 2015 attendees rated the conference overall as either Excellent, Very Good or Good.

3

A Conference and Exhibit Hall for Retailers of All Sizes

IRCE attracts retailers of all sizes – from small businesses just building their e-commerce strategies to those that boast more than $1 billion in annual revenues – who attend IRCE to learn what’s new in the industry

and help grow their online business. Our agenda features multiple tracks, including one just for CEOs/Top Executives and one for Small but Mighty

retailers, to help you design the conference experience that most benefits your business. The 600+ vendors in the Exhibit Hall supplement what

attendees learn in the conference sessions, offering the latest in services and solutions and a full-education on their own.

4

The Networking Event of the Industry IRCE is the opportunity of the year to meet industry peers with whom you normally might not cross paths. That’s because the e-commerce professionals attending IRCE are as diverse as the show’s conference agenda and roster of experts. IRCE not only attracts nearly 10,000 attendees; it creates many opportunities to meet, exchange views and experiences and to learn from one another. With cocktail events and lounges in the Exhibit Hall and an easy-to-use meeting “match-making” tool, this is the industry event to make new contacts.

5

Excellent - 20% Very Good - 41% Good - 26% Fair - 10% Poor - 3%

87% of attendees

say IRCE is the most

important or leading

educational event in

e-commerce or retail…

{ {

IRCE 2016


Expanded Marketing ContentYou asked, we responded… IRCE 2016 features more focused e-commerce marketing content then ever! The overwhelming popular marketing track has been split into two, one offered each main conference day… June 8 features Marketing Must-Haves – these are the long-established bedrocks of e-commerce marketing… June 9 introduces Marketing New Frontiers – explore the pitfalls and possibilities of the new world of tactics that have exploded onto the scene…

Aligned Sessions Allow You to Cover MoreWe’ve aligned timing of the sessions, breaks and lunches at IRCE to allow you to more easily move between tracks… That’s right, when you attend IRCE you can attend any session taking place in any track… Design your own perfect conference, discover totally new concepts or learn new tricks in strategies you’ve mastered…

The IRCE PlannerLaunching new for 2016, the IRCE online planner allows you to sort and select sessions by day, topic and expertise level… Create your own conference agenda… Explore the Exhibit Hall in advance including full details on booth events, giveaways and parties… Even better, your planner will tie directly into the IRCE 2016 app, creating custom walking plans for the Exhibit Hall, sending you session reminders and allowing you to connect with fellow attendees and exhibitors!

New1 2 3


PREVIEW GUIDE

IRCE LinkLooking to make new connections? IRCE Link, exclusive to IRCE, allows you to set up direct one-to-one meetings with fellow attendees… Use the tool to find attendees with similar job titles, company sizes or industries and request a 30-minute meeting at IRCE… Link will assign you a meeting space in the Link lounge, located in the Exhibit Hall, to make connecting easy!

An Exhibit Hall that Serves Every NeedIRCE has reinvented spaces in the Exhibit Hall to help provide you with the networking, amenities and breaks you need at a conference this large and this intensive… New lounges help you Refresh with beverages, Refuel with snacks and Recharge with charging stations and lockers… Need a quiet space to return emails? Check out the Study for a peaceful break from the hustle and bustle… Feeling competitive? In the BackYard you can grab a beer and a game of pool, bags or Foosball… All lunches, breaks and our evening networking parties take place in the IRCE Exhibit Hall…

4 5

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E-COMMERCE TECHNOLOGY WORKSHOP

Declutter: Tools to Take You Further

AMAZON & ME WORKSHOP 2016 Your Best Amazon Year Yet

B2B WORKSHOP B2B E-Commerce: The Future

is Digital

TuesdayJune 7: Pre-Conference Workshops

WELCOME RECEPTION IN THE EXHIBIT HALL sponsored by

Registration

Welcome and Introduction

Out with Omnichannel, In with Personalization and Customer Centricity

CTO and CMO Mashup: Impact of Technology on Marketing

Break (sponsored by Kibo)

New Ways to Sell — Expanding Your Reach

Making Sure Your Technology Keeps You in Touch With Your Customers—Wherever They Are

Lunch (sponsored by Kibo)

Let’s Get Tactical: Pricing Strategies and Tools

Let’s Get Tactical: Shipping and Logistics

Let’s Get Tactical: Analytics

Break (sponsored by Kibo)

Selling from Around the World — Addressing Global Technology Considerations

Innovation Now, Best Practice in 2017: Social Commerce

Innovation Now, Best Practice in 2017: iBeacons and Wearables

Innovation Now, Best Practice in 2017: Innovation Labs

Registration


Vendor Central 101: Top Strategies for Getting Started

Seller Central 101: Marketplace Listings Best Practices

Merchandising for Enhanced Visibility

Break (sponsored by ROI Revolution)

Get Discovered: Advertising Strategies for Retailers

How to Own the Buy Box

Climbing the Ranks: Product Reviews and Seller Reputation

Lunch (sponsored by ROI Revolution)

Techniques to Drive Profits and Sales for Manufacturers

Analyzing Your Marketplace Data

Break (sponsored by ROI Revolution)

Amazon 2016 and Beyond

Bring Your Burning Questions: Wrap-up Q&A

PREVIEW GUIDE

7-8:30 a.m.

8:30-8:45 a.m.

8:45-9:30 a.m.

9:30- 10:15 a.m.

10:15- 10:30 a.m.

10:30- 11:15 a.m.

11:15 a.m.- 12:15 p.m.

1:15-1:35 p.m.

1:35-1:55 p.m.

1:55-2:20 p.m.

2:20-2:35 p.m.

2:35-3:15 p.m.

3:15-3:35 p.m.

3:35-3:55 p.m.

12:15-1:15 p.m.

3:55-4:20 p.m.

7-8:30 a.m.

8:30-8:45 a.m.

8:45-9:15 a.m.

9:15-9:45 a.m.

9:45-10:15 a.m.

10:15- 10:30 a.m.

10:30-11 a.m.

11:45 a.m.- 12:15 p.m.

12:15-1:15 p.m.

1:15-2 p.m.

2-2:30 p.m.

2:30-2:45 p.m.

3:30-4:15 p.m.

11-11:45 a.m.

2:45-3:30 p.m.

7-8:30 a.m.

8:45-9 a.m.

9-9:30 a.m.

9:30-10:15 a.m.

10:15- 10:30 a.m.

10:30-11 a.m.

11-11:45 a.m.

12:45- 1:30 p.m.

1:30-2 p.m.

2-2:45 p.m.

2:45-3:15 p.m.

3:15-3:30 p.m.

4-4:45 p.m.

11:45 a.m.- 12:45 a.m.

3:30-4 p.m.

Registration

Welcome and Introduction: B2B E-Commerce Is Happening

Betting on B2B E-Commerce for Growth

Full-Steam Ahead to $1 Trillion+ Sales

Break (sponsored by NetSuite)

The B2B Customer Journey: When to Offer Guideposts and When to Step Out of the Way

How Well Can Buyers Really Use Your Site?

Lunch (sponsored by NetSuite)

Selling Complex Products? Build the Right Set of Online Selling Features

The Foundation of B2B E-Commerce Success: Your Product Information Strategy

Does E-Commerce Self-Service Top the Performance of Sales Reps?

Using Mobile Technology to Keep Sales Reps in the Game—And Hitting Home Runs

Break (sponsored by NetSuite)

Helping Small Businesses Shop - Wherever They May Be

You Can Make a Retail Site Work in the B2B World—If You Know What You’re Doing

4-6:30 p.m.

A CAN’T-MISS NETWORKING OPPORTUNITY!

IRCE 2016


SUCCESS STRATEGIES FOR TOP EXECUTIVES TRACK

Managing for Today and Stewardship for Tomorrow

RETAIL CHAINS TRACK Exploit Store Assets to Fuel All

Selling Channels

MARKETING MUST-HAVES TRACK

Find New Ways with Tried and True Tactics

Wednesday June 8: Main Day 1

7-8:15 a.m.

8:15-8:30 a.m.

What Shoppers Want From Online and Omnichannel Retailers in 2016

From Click to Car: A Store Pickup Ecosystem for Online Orders

The New Tactics Driving Affiliate Marketing Today

10:30-11 a.m.

The Zen of Financial Intelligence Unlock the Secret to Store Incentives that are Fair and Fruitful

Search? Display? Finding the Right Balance

11-11:30 a.m.

11:30 a.m.-1:15 p.m.

The Secrets Behind 10x Growth Dynamic Pricing: Lessons from Leaders and Laggards

Five Search Strategies for Capitalizing on Buyer Intent

1:15-1:45 p.m.

People Are People: Success Stories Online From Those Who Know The Deal

Speedy Store-based Fulfillment – A Game of Tag, You’re It

Step One: Get Content. Step Two: What Kind?

1:45-2:15 p.m.

2:15-3:15 p.m.

How and Where To Find Top E-Commerce Talent

Engaging Shoppers in Store: Are Beacons a Good Option or a Distraction?

20 Ways to Lose SEO Rankings3:15-3:45 p.m.

What the Growing Role of Apps Means for Retailers and Brands

Retail Stores: Can Mobile Shopping Come Inside to Play?

Personalization + Email = Cart Recovery: A “Unique” Look

3:45-4:15 p.m.

4:30-6:30 p.m.

8:30-9 a.m.

9-9:30 a.m.

9:30- 10:30 a.m.

Registration & Breakfast (sponsored by ROI Revolution)


Lunch

Break in Exhibit Hall

KEYNOTE: 180 countries, 34 languages, One Platform: How the New, Global Dell.com Keeps Customers Happy Around the World

SPECIAL GUEST: A Social Strategy Tailored for All of Humanity


Outsourcing Technology: A Growth Strategy for Everyone?

Seeking Nirvana: Unified Commerce to Enable ‘Buy Anywhere, Ship Anywhere’

Lightning Round: Two Dozen Quick Fixes to Boost Your Online Marketing and Conversion

4:15-4:45 p.m.

COCKTAIL RECEPTION IN EXHIBIT HALL sponsored by


June 8: Main Day 1

PREVIEW GUIDE

SMALL BUT MIGHTY TRACK Big Wins and Great Saves

on a Shoestring

FULFILLMENT, CUSTOMER SERVICE & OPERATIONS TRACK

The Backroom: The Hub That Keeps Customers Happy and Loyal

Notes:FOR A DETAILED DESCRIPTION OF EACH EVENT AND ITS LOCATION, SEE PAGE 19.



Lunch


KEYNOTE: 180 countries, 34 languages, One Platform: How the New, Global Dell.com Keeps Customers Happy Around the World

SPECIAL GUEST: A Social Strategy Tailored for All of Humanity


COCKTAIL RECEPTION IN EXHIBIT HALL sponsored by

Rebranding: Abandon the Comfort Zone for the Growth Zone

How Well-Executed Operations Are Key to Customer Satisfaction

Why the Top 500 Should Be Terrified of the Second 500

Managing Drop Shipping in Times of Crisis

Prescriptions for the Growing Pains of Mid-Market E-Retailers

The Data You Need to Turn Order Fulfillment Into a Competitive Advantage

To VC or Bootstrap? Pros & Cons to Fund Your Startup

The Many Ways Fraud Can Happen—And the Many Ways to Fight Back

33 Tactics to Engage and Retain More Customers—Across Every Channel

Taming the Returns Beast: How One Retailer Wrote the Book on Product Returns

Curation + Comedy + Connection = Word of Mouth That Moves the Needle

Making Sure Your Customer Service Reps Know More Than Your Customers

How One Retailer Bumped Up Sales by Spending on Customer Service

A very special

THANK YOU to our Conference Sponsor:

Another GREAT chance to network!

IRCE 2016


DESIGN & MERCHANDISING TRACK

Clicking the Buy Button: How to Turn Shoppers into Buyers

MANAGING TECHNOLOGY TRACK

Creating a Technology Strategy that Leads to E-Retail Success

SOCIAL COMMERCE & MARKETING TRACK

Trading Cautious for Audacious

ThursdayJune 9: Main Day 2

7-8:15 a.m.

8:15-8:45 a.m.

Two Years Later: How Did that Redesign Work Out for You?

Navigating the Crucial Intersection of Technology and Marketing

Millennials on Your Mind? Snapchat Should Be, Too

10:30-11 a.m.

Good Isn’t Good Enough: How to Meet the Highest Standards for a Website’s Simplicity and Usability

One Retailer’s Journey to the All-Important Product Information Database

Social Selling When Your Budget is Zero

11-11:30 a.m.

11:30 a.m.-1:15 p.m.

Reviews Happen: A Strategy for When and How to Respond

Out of Many, One: Getting Past Legacy Systems to a Streamlined Technology for Today

Sneak Peek: What’s Next at Facebook

1:15-1:45 p.m.

Getting Your Customers to Do Your Merchandising—How to Acquire User-Generated Content and What to Do With It

Overcoming the Analytics Staffing Challenge: How to Find Digital Analysts, Motivate Them, Then Measure What They’re Doing

Demystifying the Magic of Going Viral

1:45-2:15 p.m.

2:15-3:15 p.m.

The Small Things That Add Up: How to Find What Design Factors Influence Conversion Rates

Relief from Data Exhaustion: How Retailers Can Get the Most of Their Analytics

Oops. We Didn’t Mean That: How to Avoid – or Recover from – That Unfortunate Post

3:15-3:45 p.m.

35 Conversion Rate Optimization Tests – And 35 Surprises

Taking the Re-Platforming Plunge: How One Retailer Made Sense of the Technology Options

Converting Social Channels to Service Channels

3:45-4:15 p.m.

8:45-9:15 a.m.

9:15-9:30 a.m.

9:30- 10:30 a.m.


KEYNOTE: How Steve Madden Keeps it Edgy at Every Touchpoint, Digital and Beyond

Lunch


FEATURED: Stamina – Not Shortcuts – Gets Your Social Endorphins Pumping

The Top 500: Riding the Wave of E-Commerce Opportunity


What Do Mobile Users Want? A Recipe for Success

Keeping a Lid on Tech Costs: Growing Sales Without Growing Tech Investments

Storytelling Selling to Lift Conversions

4:15-4:45 p.m.


June 9: Main Day 2

MARKETING: NEW FRONTIERS TRACK

New Tools and Tactics to Connect with Shoppers

VIDEO IN E-RETAIL TRACK The Merchandising Tactic That

Really Engages Shoppers

FOR A DETAILED DESCRIPTION OF EACH EVENT AND ITS LOCATION, SEE PAGE 19.

PREVIEW GUIDE

Notes:

A very special



KEYNOTE: How Steve Madden Keeps it Edgy at Every Touchpoint, Digital and Beyond

Lunch


FEATURED: Stamina – Not Shortcuts – Gets Your Social Endorphins Pumping

The Top 500: Riding the Wave of E-Commerce Opportunity


Data and Automation Drive the Future of All Marketing Communications

Secrets of Successful Videos from a Viral Video Master

How Your CRM Data Can Supercharge Paid Search and Social Targeting

Three Metrics to Help Retailers Measure Video Program ROI

Paid Content and Context: The Do’s and Don’t’s of Native Advertising

10 Tips for Using Video (and Visual Content) to Increase Conversion Now

10 Things Retailers Need to Know About the Rise of Ad-Blocking

Video at Scale: How JC Penney Expanded Its Online Video Program

Content Strategy for Shopper Engagement, Entertainment and Education

Video on an iPhone – Or: It Doesn’t Take Huge Resources to Create Great Videos

The Hidden Gold in Post-Purchase Marketing

You’ve Got the Videos, Now How Do You Bring Them to Shoppers?

What’s Your Company’s Marketing DNA?

Some Videos That Are Great—All for Different Reasons

IRCE 2016


SOCIAL WORKSHOP Find Your Voice. Craft Your Plan

GOOGLE & YOU WORKSHOP Staying in Step With

an Ever-Changing Platform

MOBILE WORKSHOP Making the Right Moves in Mobile

FridayJune 10: Post-Conference Workshops

Whether you are a small, medium or large business, IRCE has tracks and workshops designed for your needs. Explore full descriptions of each session beginning on page 19.

Registration

Going Beyond the Boost — Getting Started with a Social Media Promotion Strategy

Soup to Nuts on Social — Engaging on Multiple Platforms

What You Need to Know about Pinterest, Instagram and Google Buy Buttons

Break

5 Ways to Boost Social Media Engagement You Can Deploy Tomorrow

How to Get Shoppers to Create Great Content Money Can’t Buy

Boost Brand Awareness Via Instagram

Lunch

Engage Millennials and Build Your Brand with the Next Generation of Buyers

Licit or Complicit: Are You Coloring Inside the Lines on Legal Matters?

Review & Rethink: Social Tactics to Shun and Good Ones to Clone

Registration

The State of E-Commerce Search

How E-Retailers Are Driving Sales from Google Searches

Google Shopping Campaigns—How Segmentation Boosts Return on Ad Spend

Break

Google Product Listing Ads - MakingThem Work for You

Paid Marketing on Google in 2016: What’s New and What Matters

Does Your SEO Stand Up to Google Search: Live Site Reviews

Lunch

Keys to Profitable Growth With Google Shopping

Mobile SEO: Why You Need to Know How to Optimize for Google on the Go

Knowing and Using Google’s Free Tools

7-8:30 a.m.

8:30-9:15 a.m.

9:15-9:45 a.m.

9:45-10:15 a.m.

10:15- 10:30 a.m.

10:30-11 a.m.

11-11:45 a.m.

11:45 a.m.- 12:15 p.m.

12:15-1:15 p.m.

1:15-2 p.m.

2-2:30 p.m.

2:30-3:30 p.m.

7-8:30 a.m.

8:30-9 a.m.

9-9:30 a.m.

9:30-10 a.m.

10-10:15 a.m.

10:15-11 a.m.

11:30 a.m.- 12:30 p.m.

12:30-1:30 p.m.

1:30-2:15 p.m.

2:15-2:45 p.m.

11-11:30 a.m.

2:45-3:30 p.m.

7-8:30 a.m.

8:30-9 a.m.

9-9:45 a.m.

9:45-10:15 a.m.

10:15-10:30 a.m.

10:30-11:15 a.m.

Noon- 12:30 p.m.

12:30-1:30 p.m.

1:30-2:15 p.m.

2:15-3 p.m.

3-3:30 p.m.

11:15 a.m.-Noon

Registration

The State of Mobile Commerce 2016: Trends and Lessons from the Internet Retailer Mobile 500

How To Bring In Big Conversions on Small Screens

Mobilegeddon: What We’ve Learned After a Year

Break

No Development Resources? No problem—Getting Started with Mobile Deep Linking Now

Turning Data in Action: The Keys to Mobile App Engagement

More Than Sales: Tap the Full Power of Your Mobile Site and Apps

Lunch

Unlocking Your Own Data to Fuel Mobile Marketing

Apps: Find the Right Users and Find Success

Catch The Retail App Wave: A Top 10 List of Best Practices


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TUESDAY, JUNE 7Pre-Conference Workshop

7-8:30 a.m.Registration

8:30-8:45 a.m.Welcome and Introduction

Speaker: Bernardine Wu, Chief Executive Officer, Founder, FitForCommerceThis year’s E-Commerce Technology Workshop will cover major e-commerce technology topics while introducing innovations. The workshop kicks off with perspective on the overall e-commerce market and trends, as well as the framework to keep in mind as attendees

learn from a variety of peers and experts throughout the day.

8:45-9:30 a.m.Out with Omnichannel, In with

Personalization and Customer CentricitySpeakers: John Minardi, Senior Director, Enterprise Digital, CVS Health; Daniel Moure, Chief Marketing Officer, PureFormulas.comInnovative brands are leading the way in defining the next generation of customer experience with e-commerce personalization, delivering more accurate, relevant and personalized touchpoints both in store and online. These companies are optimizing customer interactions over mobile devices, building brand loyalty by giving each customer a voice, and creating unique customer experiences as part of a customized journey to increase engagement and drive sales. This session will cover the different paths of the customer journey and explore the varieties of technologies needed to address loyalty, targeted discounts and personalization and how those technologies can be integrated into an existing e-commerce platform.

9:30-10:15 a.m.CTO and CMO Mashup: Impact

of Technology on MarketingSpeakers: Two retailers TBAWith marketing becoming increasingly technology-based, it is not surprising that marketing technology is one of the fast-growing budget line items. The question often arises as to whether technology investments belong in the marketing or in the technology budget. This session will cover how technology impacts marketing and how marketing impacts technology. Our CMO and CTO speakers pair up to share how they work together

to streamline marketing technologies and investment and avoid friction between two departments that sometimes speak different languages.

10:15-10:30 a.m.Break

Sponsored by Kibo

10:30-11:15 a.m.New Ways to Sell — Expanding

Your ReachSpeakers: Charles Hunsinger, Vice President, Customer Technologies, LL Bean; Bernardine Wu, Chief Executive Officer, Founder, FitForCommerceEmerging technologies have changed how we communicate and interact, not only with each other, but also with brands and retailers. The lines between discovery, research, shopping and entertainment continue to blur and competition for the consumer’s attention and wallet seems to intensify by the minute. This session will cover how brands and retailers are leveraging advanced technologies to move customer interactions beyond the four walls of the retail store and the e-commerce storefront. Our speakers will illustrate how you can take advantage of emerging technologies to expand your reach, stay ahead of the competition and accelerate sales.

11:15 a.m.-12:15 p.m.Making Sure Your Technology

Keeps You in Touch With Your Customers—Wherever They AreSpeakers: Amy Ballantyne Rapawy, Senior Vice President, Marketing, Rachel Roy; Kevin Ertell, Senior Vice President, Digital, Sur La Table; Kathy Kimple Vice President, Senior Consultant, FitForCommerceToday’s retail reality is about customer centricity. Online, in-store, mobile and

AgendasPre-Conference+Main Days+Post-Conference

E-Commerce Technology WorkshopDeclutter: Tools that Take You Further

Without a roadmap, investigating technology enablers to support digital selling is intimidating. This

workshop covers a wide range of solutions to improve marketing and personalization, questions to ask before considering big initiatives such as replatforming or entering markets abroad. Attendees will come away with an understanding of the foundational components that enable e-commerce, along with advanced innovations.

Sponsored by Kibo

AGENDAS

IRCE 2016


social channels are finally merging in today’s retail world, allowing consumers to enjoy a uniform but tailored total shopping experience. For many retailers, successfully accomplishing these challenges means significant changes to their e-commerce solution. For some, that means replatforming and for others, leveraging different technology pieces. In this session, we explore the technologies and methodologies that allow for a cohesive experience by laying the groundwork (e-commerce platforms and tech stack) while uncovering technology innovations that warrant consideration today.

12:15-1:15 p.m.Lunch

A boxed lunch will be served adjacent to the session rooms.Sponsored by Kibo

1:15-1:35 p.m.Let’s Get Tactical: Pricing

Strategies and ToolsSpeaker: Marta Dalton, Director, E-Commerce, Coca-ColaWhat factors should determine your pricing? How should you integrate dynamic pricing into your existing pricing strategies? Is personalized pricing something you should be doing? Our speaker will cover pricing strategies and tools with a detailed look at the technology that makes pricing strategies possible.

1:35-1:55 p.m.Let’s Get Tactical: Shipping

and LogisticsSpeakers: Retailer TBA Shipping is a key factor in impacting cart abandonment. To combat this, online retailers can offer free shipping or flat fees. But more recently, multichannel retailers are also offering services such as “pick up in store,” adding complexity to the supply chain and distribution methods. This session will help you determine what shipping and logistics strategy is right for your online business and how to find the technology that will enable you to execute your strategy.

1:55-2:20 p.m.Let’s Get Tactical: Analytics

Speakers: Retailer TBARetailers have been collecting and analyzing data to understand their customers and their shopping behaviors. Analytics give insight into what has worked and why. Retailers now need to identify the data that they need to make business decisions around customers, tracking their actual behavior. Only real data will allow

predictive analysis and recommendation engines to be effective. This session will address the best technology to suit your data analytics needs.

2:20-2:35 p.m.Break

Sponsored by Kibo

2:35-3:15 p.m.Selling From Around the

World — Addressing Global Technology ConsiderationsSpeakers: Two retailers TBA To expand globally, retailers face key challenges in creating a strong and focused plan on strategy, technology and operations. This session will examine the considerations surrounding the most appropriate delivery models (software as a service, on-premises, outsourced), the key integration required across regions and the use of technology to address the implications of localization needs.

3:15-3:35 p.m.Innovation Now, Best Practice

in 2017: Social CommerceSpeaker: Sarah Veit Wallis, Vice President, General Manager, lululemon/ivivva

Shopping is often a social experience, so brands and retailers are exploring social commerce strategies to leverage the interactions and engagements to

ultimately convert to a sale. In this session, an early entry to social media will outline the various technology tools it uses to monitor and measure performance across all social platforms and how these systems keep everyone looped in on progress and new initiatives planned.


in 2017: iBeacons and WearablesSpeaker: Kartik Subramanian, Director, Mobile Product, API, Innovation, WalgreensiBeacons and wearables have been around a few years now, but how do you efficiently utilize them in your overall omnichannel offering? As adoption rate increases and consumers expect these technologies from retailers, it is critical to find technologies that complement your brand and culture. This session will detail how to integrate popular consumer technology into your overall technology systems so you are serving your customers and increasing sales.


in 2017: Innovation LabsSpeaker: Fred Argir, Vice President, Chief Digital Officer, Barnes & Noble

With a deluge of retail innovations and new technologies in the market, how do you narrow down the options to only those relevant to your organization? In this

session, our speaker will cover some of the most promising technology innovations that you should be exploring today in order to stay ahead of the curve.

4-6:30 p.m.Welcome Reception in Exhibit

HallThis reception will kick off the opening of the Exhibit Hall. Open to all IRCE attendees and featuring complimentary beer, wine and soft drinks, this is the perfect time to get acquainted and browse the 600+ solution vendors.Sponsored by IBM Marketing Cloud



Amazon & Me Workshop2016 Your Best Amazon Year Yet

Retailers and brand manufacturers are eager to learn about the latest Amazon developments and selling opportunities

that will catapult the business to the next level. 2016 can be the year to make this happen. This workshop will provide Amazon veterans and newcomers alike with the knowledge, insights and tactics to drive sales, profits and sustainable growth. Sessions are tailored for both first-party vendors and third party sellers ready to develop a robust and comprehensive Amazon strategy.

Sponsored by ROI Revolution


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8:30-8:45 a.m.Welcome & Introduction

Speaker: Scot Wingo, Executive Chairman, Co-Founder, ChannelAdvisor Corp.Amazon & Me Workshop Chairman Scot Wingo will give an overview of the day’s agenda and a roadmap for retailers and branded manufacturers. From getting products listed on Amazon, to fulfilling orders, managing feedback and analyzing performance, the 2016 Amazon & Me framework will provide everything you need to know to maximize sales and profits on Amazon. This workshop will cover the entire process of selling on Amazon from both first-party and third-party seller perspectives.

8:45-9:15 a.m.Vendor Central 101: Top

Strategies for Getting StartedSpeaker: Chad Brandon, Key Account Manager, Amazon, ASICSAmazon has the most unusual requirements for your product data. Managing your Amazon product listings in Vendor Central, the web interface for manufacturers (also called first-party sellers), can be very confusing and require tedious manual input. This session will provide top strategies to ensure your product information is properly uploaded to Vendor Central and give tips on automating the process. All attendees, including retailers, will gain a deeper understanding of the Amazon ecosystem.

9:15-9:45 a.m.Seller Central 101: Marketplace

Listings Best PracticesSpeaker: Dave Madoch, Director, E-Commerce, Toynk ToysThe key to Amazon Marketplace success is creating comprehensive product listings using Amazon Seller Central, which is open to all merchants. Amazon has an extensive set of data requirements for each of its categories. This session will cover how to efficiently organize your product data and attributes for optimal performance on Amazon, what it’s like to work within the Amazon Brand Registry to manage your content and best practices for quantity management and correcting product listing errors.

9:45-10:15 a.m.Merchandising for Enhanced

VisibilitySpeaker: Fahim Naim, Founder, eShopportunityOnce you have Amazon selling your products, as a brand you still have many levers you can pull to merchandise your products and drive more sales. This session

will cover the best practices for product merchandising on Amazon such as A+ Pages enhanced content, SEO and more.

10:15-10:30 a.m.Break


10:30-11 a.m.Get Discovered: Advertising

Strategies for RetailersSpeaker: Matt Kubancik, Chief Executive Officer, Street Moda; second retailer TBAYour product listings are live on Amazon — now it’s time to get discovered. This session will cover advertising, categorization and promotion strategies on Amazon to increase your visibility on the Marketplace. Attendees will walk away with five strategies to help move their product listings higher on the Amazon search results page, including product reviews, so you can get found fast.

11-11:45 a.m.How to Own the Buy Box

Speakers: Jason Stuempfig (pictured), Chief Operating Officer, ShoeMetro; Marina Macartney, Director, Marketplace, Swiss Watch International

The Buy Box is a coveted piece of Amazon real estate. Using Fulfillment By Amazon is a great way to tap into Amazon’s Prime audience, a highly loyal

group that converts and spends more than non-Prime shoppers, and get access to the Buy Box. This session will cover the intricate details of repricing on Amazon to win the Buy Box and still make money, as well as leveraging Amazon’s massive fulfillment center network to increase the speed and efficiency of your fulfillment.

11:45 a.m.-12:15 p.m.Climbing the Ranks: Product

Reviews and Seller ReputationSpeakers: Joseph Jaconi (pictured), General Manager, Co-Founder, Tech Armor; Dave Rifkin, President, Chief Executive Officer, MicroFiber Products Online

A solid seller reputation and positive customer feedback form the backbone of a successful Amazon business. This session will outline five steps retailers

can take to solicit feedback, encourage positive product reviews and respond to negative feedback in constructive ways to protect brand image and even convert complainers to advocates.

12:15-1:15 p.m.Lunch

A boxed lunch will be served adjacent to the session rooms.Sponsored by ROI Revolution

1:15-2 p.m.Techniques to Drive Profits and

Sales for ManufacturersSpeakers: Scott Ohsman, Chief Executive Officer, Founder, The Cairn Company; Eric Heller, Chief Executive Officer, Founder, Marketplace IgnitionOnce you have listed your products and merchandised them, what else can you do to drive more sales? How can you utilize the data provided by Amazon via Vendor Central to increase profits? This session will cover techniques and marketing programs, such as Amazon Vine and Subscribe & Save, which manufacturers selling directly to Amazon can leverage to grow Amazon success.

2-2:30 p.m.Analyzing Your Marketplace

DataSpeaker: Alison Held, Product Manager for Marketplaces, ChannelAdvisorWhat are you doing with all that data? Now that your Amazon orders are piling up, it’s time to make informed decisions to take your Amazon sales to the next level. This session will provide five strategies for analyzing data to improve your Amazon performance, better understand the demand for your products and avoid stockouts.

2:30-2:45 p.m.Break


2:45-3:30 p.m.Amazon 2016 and Beyond

Amazon spends more than $15 billion a year on research and development, more than any retailer in the United States and even more than most technology companies. This session will examine the latest Amazon innovations to illustrate how initiatives like drone, grocery and restaurant delivery, along with other developing projects, impact your Amazon business in the near- and longer-term future.

3:30-4:15 p.m.Bring Your Burning Questions:

Wrap-up Q&ASpeakers: Scot Wingo, Executive Chairman, Co-Founder, ChannelAdvisor Corp.; additional retailers TBAThe last session of the Amazon & Me Workshop will be a wrap-up of the day’s content and themes. Speakers from earlier in the day will open the mics to answer

IRCE 2016


attendees’ questions about aspects of selling on Amazon that were not answered in the course of the day or to provide more detail about areas that were discussed. Our panel of speakers will encourage attendees to participate and provide insights based on their own experience using Amazon systems. The goal is to leave no stone unturned and no question unanswered.





8:45-9 a.m.Welcome and Introduction:

B2B E-Commerce Is HappeningSpeaker: Paul Demery, Editor, B2BecNews, Internet RetailerE-commerce in commercial selling is developing fast. Companies that don’t harness the power of the Internet to make buying easier for their customers and to gain the efficiencies that e-commerce provides will soon be at a competitive

disadvantage. The editor of Vertical Web Media’s B2BecNews and chair of the B2B workshop will lay the groundwork for today’s discussions with an overview of the leaders in the adoption of e-commerce in B2B selling.

9-9:30 a.m.Betting on B2B E-commerce for

GrowthSpeaker: Girisha Chandaraj, Senior Vice President, Chief Digital Officer, Essendant

From the top on down, Essendant, a distributor of business and industrial supplies, believes e-commerce is the future in B2B sales. Not only is

Essendant (formerly United Stationers) building its own e-commerce capabilities to sell direct to resellers, it is also helping those re-sellers build their own capabilities to sell to their retail customers. In this presentation that kicks off the B2B Workshop, Essendant’s chief digital officer will explain the value the company finds in transformation to an e-commerce business model and the journey the company has embarked upon—in technology, management, staffing and business processes—to make e-commerce a reality.

9:30-10:15 a.m.Full-Steam Ahead to $1

Trillion+ SalesSpeaker: Andy Hoar, Principal Analyst, Forrester ResearchAs the B2B world conducts more commerce on the web, companies of all sizes will reap more revenue; as a result, all will have to possess a deep understanding of how the transformation to B2B e-commerce happens. A leading industry analyst will discuss key trends in B2B e-commerce from the viewpoints of customers’ demands and sellers’ strategies. How are online buyers’ expectations shifting? What are manufacturers, distributors and wholesalers doing to meet those demands, stand out from the crowd of competitors, and operate more effectively and efficiently as sellers of products and services? Our speaker will provide a look behind the scenes at e-commerce business strategies and related technology investments.

10:15-10:30 a.m.Break

Sponsored by NetSuite

10:30-11 a.m.The B2B Customer Journey:

When to Offer Guideposts and When to Step Out of the WaySpeaker: Adrienne Hartmann, Director of E-Commerce, Government and Customer Insights, J.J. Keller & AssociatesWhat’s a likely course for a B2B buyer, from researching through purchasing to the final sale—and how can sellers best interact with buyers along the way? Our speaker will share her experiences in how her company uses the web to acquire customers, engage them, close more deals, and build a loyal following. Steps in this process can involve knowing which content—such as product brochures or promotional offers—to display with search marketing and display ads; knowing when and how to reach out with email or live chat; and when a sales rep should step in with the personal touch. J.J. Keller sells compliance manuals, online training courses and services to help companies deal with government regulations in such areas as workplace safety, transportation, human resources and handling of hazardous materials, so every customer need is different. Its customers include 91% of the Fortune 500.

11-11:45 a.m.How Well Can Buyers Really

Use Your Site?Speakers: Sonesh Shah, Director, Digital, Robert Bosch Tool Corp.; Scott Kincaid, Vice President of User Experience, Usability SciencesDevelopers and clients can be so close to a project that they don’t really understand how actual customers shop a site. The only way to know for sure is to observe real customers trying to accomplish a task. Our speakers performed a usability study focusing on subjects attempting to buy items and gather information on B2B web sites. You can test your own knowledge of web site design when our speakers share the videos, with user commentary, then ask the audience to vote on which next steps the users took. This session will open eyes as to what seems obvious to business owners but obscure to customers.

11:45 a.m.-12:45 p.m.Lunch

A boxed lunch will be served adjacent to the session rooms. Sponsored by NetSuite

B2B WorkshopB2B E-Commerce: The Future is Digital

Just as e-commerce revolutionized consumer shopping and buying, it is transforming B2B commerce. This workshop

will prepare manufacturers, distributors and wholesalers to compete in the new world of B2B e-commerce. It will feature real-life stories of challenges and success, guidance on what to offer on a website and what’s best sold by reps, how to make sure websites are performing up to expectations, how to integrate e-commerce into an operation and how to achieve staff buy-in.



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12:45-1:30 p.m.Selling Complex Products?

Build the Right Set of Online Selling FeaturesSpeakers: Gene Alvarez, Managing Vice President, Gartner Inc.; Matt Clark, Global Director of E-commerce, Newark element 14A seemingly simple B2B shopping task, such as buying an electronic component, can involve many steps—some complex, some simple. Buyers and sales reps alike make many assumptions, some spoken and some tacit, when working together on an order. On the Internet, however, buyers have to spell out everything they need. An e-commerce platform that misses a step or presents vague options will fail as a selling medium. Our speakers will address the multiple e-commerce technology platform options that companies can install and explain the features that can be important to buyers involved in complex purchases. Our first speaker has many years experience in analyzing and recommending e-commerce platforms. Our second speaker represents a manufacturer that has invested in creating an up-to-the-moment B2B e-commerce website that streamlines buying. They will discuss how the right web site features can ease the purchase of complex products and earn the loyalty of repeat customers.

1:30-2 p.m.The Foundation of B2B

E-Commerce Success: Your Product Information StrategySpeaker: Julie Schmitt, E-Commerce Marketing Analyst, Tops Products/RR DonnelleyWhen a ground up rebuild of an e-commerce system is necessary, one of the first areas ripe for change is usually the catalog. Creating a consolidated Product Information Management system can easily become the initiative around which development of an e-commerce strategy revolves. Our speaker will talk about how one company developed its product management platform, the staff and monetary resources it required and how it underlay the rest of the e-commerce implementation.

2-2:45 p.m.Does E-Commerce Self-Service

Top the Performance of Sales Reps?Speakers: Justin Racine, Director of Marketing & E-commerce, Geriatric Medical Supply; Dwayne Doshier, Director, Customer Growth Services, Insite SoftwareAs executives compare e-commerce strategies to traditional selling through account managers and field sales reps,

it’s helpful to view data on what works. Our speakers will discuss how to use an online dashboard to gain a comprehensive look at such data as sales of product categories and particular SKUs via self-service e-commerce and through sales reps. Companies can use that data to determine which products sell well without discounted prices through online self-service and which require a sales rep’s expertise. Companies can also view customer satisfaction ratings for the purchase of the same products sold through self-service e-commerce and through sales reps, then decide what they need to do to improve customer satisfaction through each channel. Our speakers will explain how using dashboard analytics provides executives with the perspective to ensure both their e-commerce system and their sales reps are performing at the highest levels for the best return on investment, and how they can use dashboard data to determine the steps to improve performance.

2:45-3:15 p.m.Using Mobile Technology to

Keep Sales Reps in the Game—And Hitting Home RunsSpeaker: John Toler, President, Evergreen Enterprises of VirginiaAs more companies buy products through self-service e-commerce, sales reps face the challenge of evolving to make their contributions more valuable in customer relationships. One way to change is through the use of mobile devices that field sales reps can use to help customers research and buy products. As customers place more orders through self-service online methods, sales reps can be freed from helping customers place basic orders. And, equipped with the right tools tied to such information as available inventory and customers’ contract pricing, reps can spend more time helping customers place larger, higher-margin orders and develop new business with prospects. Our speaker will explain how a field sales rep can, for example, spend more time helping customers choose the best selection of merchandise, and view available and planned inventory to prepare for peak seasons, while using tablets to display detailed images of new products.

3:15-3:30 p.m.Break


3:30-4 p.m.Helping Small Businesses

Shop – Wherever They May BeSpeaker: Hayden Kwast, Manager of E-Commerce and Marketing, Olam Coffee SpecialtySmall business owners and procurement managers have a lot to juggle, and many travel frequently. A thorough mobile strategy is essential for any company that wants to target sales to these innovative, busy buyers. Olam Specialty Coffee, a coffee supply chain management company that connects coffee roasters with coffee producers, has experienced a significant jump in online sales since deploying a mobile commerce strategy in early 2015. Olam’s e-commerce & marketing manager will discuss how Olam synced its marketing initiatives and e-commerce platform to launch and maintain an effective mobile strategy.

4-4:45 p.m.You Can Make a Retail Site

Work in the B2B World—If You Know What You’re DoingSpeakers: Pam Schechtman (pictured), Vice President, Corporate E-Channel, Enesco; Ken Burke, Founder, MarketLive

As retailers take on more sales to business buyers—such as bulk sales of gifts or uniforms to corporations—they need e-commerce sites that

deliver the basics to B2B buyers: a retail-like set of site features that make finding and purchasing products fast and easy and a complementary set of B2B features that ensure the buyer is acting within authority and within budget. Beyond that, buyers want extensive product specs and installation instructions; the ability to share planned purchases with colleagues and supervisors before completing a purchase; and the option to pay with purchase orders integrated with their accounts/payable system. Our speakers, one a provider of e-commerce technology and the other a B2B seller, will share insights on how to design an effective site for B2B e-commerce.



IRCE 2016


WEDNESDAY, JUNE 8Main Day 1

9:30-10:30 a.m.Break

Visit the Exhibit Hall, filled with the latest e-commerce technologies and top solution providers, with nearly 600 vendors across 250,000 square feet of space.

10:30-11 a.m.What Shoppers Want From

Online and Omnichannel Retailers in 2016Speakers: Gian Fulgoni, Executive Chairman, Emeritus, Co-Founder, comScore; Bala Ganesh, Director, Retail Marketing, UPSThe fifth year of a joint survey from UPS, comScore and The E-Tailing Group team


8:15-8:30 a.m.Welcome and IntroductionSpeakers: Craig Dooley, Senior Vice President, Group Show Director, IRCE | Emerald Expositions; Kurt Peters, Executive Editor, Internet Retailer

8:30-9 a.m.KEYNOTE: 180 Countries, 34 Languages, One Platform: How the New, Global Dell.com Keeps Customers Happy Around the WorldScott Pittman, Interim Chief Information Officer, Dell

Today, as consumers’ expectations of the online shopping experience ratchet up at an ever-faster pace, shopper preferences

and marketing opportunities can emerge or evaporate in a near-instant. For online retailers that operate on a global scale, it’s even more challenging to manage these fast pivots seamlessly across multiple countries, cultures and languages. Computer industry giant Dell has met that challenge head-on with a monumental replatforming effort: a custom-built e-commerce infrastructure that unites its online properties around the world on a single platform. Now live after 18 months of development, the new platform gives the company unprecedented speed in executing changes large and small to online marketing and merchandising that must meet customer demands across 180 countries and 34 languages. Combining a response agility more typical of smaller retailers with Dell’s own scale and resources as a global leader, the new platform is delivering impressive results, with the responsive design that was part of the platform rollout having already produced a 50% lift in the conversion rate from mobile devices and a 70% increase in

customer satisfaction. In this Keynote Address, Dell’s interim Chief Information Officer will showcase examples of what the new platform enables in added functionality and Dell.com’s ability to respond rapidly to market opportunities around the world, as well as what that’s achieved for Dell. The winning outcome of Dell’s massive replatforming demonstrates for online retailers of all sizes why speed and agility are critical engines in driving success in today’s fast-changing online environment.

9-9:30 a.m.SPECIAL GUEST: A Social Strategy Tailored for All of HumanityJohn Yembrick, Manager, Social Media, NASA

As NASA’s social media chief, John Yembrick has a mission “to bring space down to Earth” for everyone, inspiring a band of social

enthusiasts to alert a new generation of Americans: Space rocks. Like many retailers, NASA does not have a big budget for social media initiatives and yet its highly diversified portfolio— nearly 500 social accounts across 12 platforms—elevate mankind from mere observer of space exploration to participant by connecting Earth dwellers with astronauts via online Q&As, hosting live events called NASA Socials and providing followers the virtual experience of a spacewalk via spectacular video footage of our planet from outside the International Space Station. In its quest to provoke that “aha!” moment among those for whom space is too distant a concept, NASA explores new ways social media is woven into our lives and positions itself at the center of that universe. Attendees will be inspired to view their own brands through fresh eyes and explore uncharted territory to reach a broader audience through social media.

Main Day 1

Success Strategies for Top Executives TrackManaging for Today and Stewardship for Tomorrow

This track will cover the landscape on the strategic thinking retail company leaders must use in assessing opportunities

and challenges. It will show how critical decisions made at top management levels pull the key levers that drive e-commerce results and company growth — increasing revenue and containing costs — at the implementation level.

A very special



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polls 5,800 avid online shoppers on the online shopping experience, touching on broad-ranging topics from mobile and social media to product marketing, new technology, loyalty and more. Survey findings show that 83% of shoppers are satisfied with desktop shopping but only 65% with mobile shopping; 43% of shoppers discover new products via social media; shoppers are willing to wait eight days for deliveries when shipping is free but only six when paying for it, and other useful planning data. Our speakers will provide insights into consumer behavior and offer guidance on how e-retail executives can adapt their approaches to drive sales and profits.

11-11:30 a.m.The Zen of Financial

IntelligenceSpeaker: Parag Mamnani, Founder, Chief Executive Officer, Webgility; Retailer TBATo increase revenue, both new and seasoned e-commerce businesses must distill data to its purest form for analysis. This presentation will identify the specific elements key to e-commerce that every online seller must know about their business to drive results. Our speakers will provide a simple formula for finding, mastering and leveraging this information to increase profits from online sales. You’ll learn the right questions to ask–for example, in determining their most profitable items, should e-retailers include all costs such as marketplace fees or return rates? This session will cover where to find answers and how to use them to scale up.

11:30 a.m.-1:15 p.m.Lunch break in the Exhibit Hall

1:15-1:45 p.m.The Secrets Behind 10x Growth

Speakers: Bryan Lalezarian (pictured), Chief Executive Officer, MeUndies; Robert J. Moore, CEO, Co-Founder, RJMetrics

What do high-growth e-commerce companies have in common? They’re experts at leveraging the Internet’s unique capabilities to drive repeat

purchases among customers. In contrast to industrywide statistics showing that only 32% of online customers purchase a second time, more than half of these companies’ revenue comes from repeat buyers. The lifetime value of their customers is 79% higher than average, and the top 1% of their customers are worth 18 times more than the average customer. Retailers of all sizes will learn

the tactics that increase repeat purchases and AOV, and the metrics to watch in benchmarking their own efforts against the best practices our speakers will share.

1:45-2:15 p.m.People Are People: Success

Stories Online From Those Who Know The DealSpeaker: Timothy Peterson, President, Dataglam Omnichannel ConsultingThe most successful Internet retailers are not nameless, faceless, and robotic. Rather, they recognize that humans respond to the same treatment online that they do across all channels. In this session we’ll hear the expert perspective of a veteran e-retailer on how new technologies are creating and supporting the human connection online and how this is playing out in specific brands. Our speaker will examine how what’s always worked in customer interactions in-store is now coming to the fore online to drive conversions

2:15-3:15 p.m.Break


3:15-3:45 p.m.How and Where To Find Top

E-Commerce TalentSpeaker: David Redlich, President, Co-Founder, ReStockIt.comIt’s no surprise that two of the top speakers at IRCE 2015 used the opportunity to announce from the conference stage to the general audience of nearly 7,000 e-commerce professionals that their companies were actively hiring. The right marketing and operational strategies and technology are critical to maintaining and growing a successful e-commerce business, but they require talented staff to create, execute and run them. It takes creativity to connect successfully with the best employee prospects. In this session, you’ll garner new ideas on how and where to reach them and how to communicate your opportunities in a way that nets the best results.

3:45-4:15 p.m.What the Growing Role of Apps

Means for Retailers and BrandsSpeakers: Samuel Yang, Vice President, Americas, App Annie; Retailer TBAConsumers’ growing adoption of mobile is shaking up how consumers search and

shop. And that means online marketers will need to strategize—and spend—differently if they rely on search to reach customers. Most of the time a consumer using a smartphone, unlike a desktop user, does not start with search on a browser. Instead she goes right to her favorite app. Google is not present in that app in most cases, nor are most advertising networks. With smartphone users increasingly spending their online time in mobile apps instead of the open web, this session will examine how apps are changing traditional online marketing and what e-retailers must to do thrive in the new environment.

4:15-4:45 p.m.Outsourcing Technology: A

Growth Strategy for Everyone?Speakers: Richard Sejean (pictured), Director, E-Commerce, Browns Shoes Inc.; Andy Lee, Manager, E-Commerce, D-Link

There’s a strong argument that it makes sense to outsource most technology. Many e-commerce startups use Amazon Web Services as a

host—AWS will even provide a credit for startups that use it. Many inexpensive e-commerce applications allow an e-retailer to get up and running for as little as a few hundred dollars a month. But can what works so well for start-ups also deliver benefits to established e-retailers with entrenched systems already in place ? This session will cover how to determine the capabilities of an outsource service provider and also what will be required of your company to make the relationship work. You’ll learn the questions to ask to figure out whether, and when, buying capacity outside of your own four walls vs. relying on your own technology could make sense for your e-commerce business, no matter what its size.

4:30-6:30 p.m.Cocktail Reception in Exhibit Hall

Grab some complimentary beer, wine or soft drinks and meet with some exhibitors before heading out to the numerous networking events, parties and more hosted throughout Chicago.Sponsored by Circle Commerce

IRCE 2016



9:30-10:30 a.m.Break


10:30-11 a.m.From Click to Car: A Store

Pickup Ecosystem for Online OrdersSpeaker: Dawn Block, Senior Vice President, Target.com, Mobile Merchandising, Target

Convenience reigns supreme in shoppers’ minds. The desire to meet their terms and timetables has more e-retailers testing and expanding store

pickup of orders placed online, including curbside pickup. In this session, our speaker from Target will outline how to determine if your customers are ready for store or curbside pickup (before your competitor offers it first), the technical infrastructure, processes and store training needed for picking, packing and the retrofits required for curbside pickup to serve shoppers too time-starved to get out of the car. Keys to a smooth operation are permitting shoppers to dictate pickup times and speedy mobile payment to send them on their way. Our speaker will talk about what Target learned from its initial tests in California and what the

latest expansion of the service out East – and right here in Chicago – means for store pickup going forward.

11-11:30 a.m.Unlock the Secret to Store

Incentives that are Fair and FruitfulSpeaker: Retailer TBAThe role of sales associates to lift the brand and sales – both online and in store – has never been more crucial. It’s a big turnoff when store staff dismiss the importance of online channel, causing shoppers to walk and not return. Key to creating a store atmosphere where customers move freely between their phones while perusing items on display is a sales incentive program that employees embrace enthusiastically and reminds shoppers: “We are here for you, wherever you are.” Our speaker will detail incentives plans that encourage cross-department collaboration and reward all selling channels in fair and equitable manner.


1:15-1:45 p.m.Dynamic Pricing: Lessons From

Leaders and LaggardsSpeaker: Paula Rosenblum, Managing Partner, Retail Systems ResearchThe Internet has changed the pricing game, granting shoppers power to haggle and a competitive edge to e-retailers that turn this transparency to their advantage. When it comes to strategy, execution and perception of dynamic pricing’s impact in store and online, there is a deep divide between e-retailers pacing ahead of the industry and those trailing behind on comp sales. Which are you? This session will pose questions to help determine if you need to up your pricing strategy game: Do you measure effectiveness of promotions and eliminate poor performers? How do you balance the need to get more sophisticated with pricing against the fear that consumers will rebel or game the system? This session will reveal startling disconnects between pricing strategies of leaders that focus on the customer and process improvement versus laggards that naively seek a silver bullet technology solution rather than monitor competitors’ pricing activity – and their own. Benchmark your company against the leaders and get ready to rethink your approach on dynamic pricing.

1:45-2:15 p.m.Speedy Store-based Fulfillment

– a Game of Tag, You’re ItSpeakers: Rory Hudson Vice President, Information Technology, Zumiez; David Potts, Chief Executive Officer, Founder, SalesWarpFulfilling web site orders via stores is a smart way to optimize physical assets. Add a competitive element to incentivize staff and soon the culture becomes performance-oriented. This is what Zumiez found when it implemented an order management system with a stopwatch: if a store fails to fill and ship an order within a preset time, the order is re-routed to another store; the stopwatch starts again and if the second store is too slow, the order is re-routed again – and everyone is keeping score. Top performers in this hot potato game – at the warehouse and in stores – are recognized and rewarded. And those lagging behind are motivated to up their game. Zumiez will describe how the new strategy and systems were deployed, how staff adopted the process changes, the positive impact on the work environment and most importantly, the sales impact of faster delivery times. Our second speaker from vendor SalesWarp will detail the automation required to implement such a system and the results seen by other retailers using a similar strategy.

2:15-3:15 p.m.Break


3:15-3:45 p.m.Engaging Shoppers in Store:

Are Beacons a Good Option or a Distraction?Speakers: Adam Silverman, Principal Analyst, Forrester Research; Jeffrey Douglas, General Manager, E-Commerce, Nebraska Furniture MartNow that the initial hype has lifted for beacons—those location-aware devices that connect with shoppers in stores via their smartphones—what’s next? In this session, our speaker from Nebraska Furniture Mart will disclose why the retailer digitally tagged nearly all major products to help shoppers locate items easily with beacons in its massive selling spaces such as its 560,000-square-foot store. NFM will also outline its dynamic digital pricing strategy that lends a competitive edge. This session will include broader context from Forrester Research on how other retailers are deploying beacons, along

Retail Chains TrackExploit Store Assets to Fuel all Selling Channels

Physical stores represent a significant investment and retailers seek new ways to leverage these assets to support all

selling channels. The store pickup option for goods ordered online has grown in popularity and many are taking the service to new levels. Others are focusing on creating interactive experiences in store using beacons and touchscreens. This track will explore initiatives that blur the lines between the physical and digital to keep customers shopping wherever they like.


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with a reality check to help determine if beacons are a fit for your business or whether you’re better off focusing on your total mobile strategy–without beacons–at least for now.

3:45-4:15 p.m.Retail Stores: Can Mobile

Shopping Come Inside to Play?Speaker: Retailer TBAThe Internet is making deeper inroads to physical shops as retailers play with design and interactive components to heighten the in-store experience with functionality shoppers already use online and via their phones. Our speaker brought the best of digital – specifically mobile – into the physical store to add fun to browsing, ease the process of path to product and to speed checkout. The retailer continues to refine and expand digital functionality to personalize the in-store experience so customers have as much fun shopping online as they do in stores. Our speaker will inspire attendees to find new ways to exploit store assets to drive sales – online and off – while enhancing shopper loyalty.

4:15-4:45 p.m.Seeking Nirvana: Unified

Commerce to Enable ‘Buy Anywhere, Ship Anywhere’Speakers: Brian Brunk, Principal, Boston Retail Partners, Retailer TBASeamless shopping across physical and digital channels is a top priority for retail chains and many recognize that lack of a unified commerce platform is holding them back. Boston Retail Partners research indicates that 78% of retailers surveyed will adopt a unified commerce platform in the next five years. This session will detail how retail chains are pushing this “buy anywhere/ship anywhere” mandate through enhanced mobile, order management, fulfillment, payments and customer engagement. Our second speaker is a retailer moving toward a centralized commerce platform who will share lessons learned so far, what pivots were necessary and how the new platform will exploit chains’ strengths – store assets and transaction history – to provide a seamless, personalized experience in every channel.




9:30-10:30 a.m.Break


10:30-11 a.m.The New Tactics Driving

Affiliate Marketing TodaySpeakers: Nicholas Lamothe (pictured), Senior Manager, Retention Marketing, Adidas Group; Robert Glazer, Founder, Managing Director, Acceleration Partners

Elevating and improving your affiliate program can be difficult in a world of off-brand promotion and cross-channel cannibalization. However,

smart brands are using new technology and tactics to create programs that drive incremental and sustainable revenue. Our first speaker will discuss the changing industry and explain how retailers are focusing affiliate programs on elements like brand alignment, high-quality partners, mobile optimization, and global expansion to drive revenue. Our second speaker will discuss how his company has upgraded its affiliate program using these strategies and tactics. Attendees will gain expert insight into the future of affiliate marketing

as well as takeaways to leverage in their own programs.

11-11:30 a.m.Search? Display? Finding the

Right BalanceSpeaker: Debbie Johnsen, Director, Interactive Marketing, Leading Hotels of the WorldPaid and organic search can be very effective in driving traffic and conversions. But can you rely solely on search to grow your customer base? This session will focus on the different roles that display, social and other media play in the conversion path. Our speaker will explain the right media mix for each business, how to set goals and allocate media spending and how to understand the customer journey and path to purchase.


1:15-1:45 p.m.Five Search Strategies for

Capitalizing on Buyer IntentSpeakers: Scott Tannen, Founder, CEO, Boll & Branch; Denis Coombes, Director, ROI RevolutionUnderstanding a searcher’s intent can mean the difference between a wasted impression and a profitable click. Our speakers will discuss how Boll & Branch improved conversions significantly by using proven paid search strategies such as remarketing search ads. This campaign targets generic terms, for instance, serving ads to shopping cart abandoners who continued to search Google for “cotton sheets” after leaving their site. They’ll also share strategies to help you engage your shoppers by capitalizing on likely buyer intent.

1:45-2:15 p.m.Step One: Get Content. Step

Two: What Kind?Speaker: Nathan Safran, Founder, CEO, Blue Nile ResearchMost online retailers know that presenting original content can help capture and convert traffic. Where they may be stalled in implementing that insight in their own content creation and marketing efforts is in not understanding what kinds of content resonate with different buyers, and what kind of content actually moves shoppers to purchase. Content creation is not a one size fits all proposition, and this session will feature original research that uncovers patterns in the different kinds of content that appeal to different personality types. You’ll also learn how those patterns differ between B2C and B2B buyers

Marketing Must-Haves TrackFind New Ways with Tried and True Tactics

The long-established vehicles that are the bedrock of online marketing today remain popular on their own

merits: affiliate marketing, email, SEO and SEM can cost-effectively acquire traffic and customers and drive sales and loyalty. This track will cover new ways to use the proven workhorses of digital marketing and also remind e-marketers that sometimes, the quickest problem fixes and best opportunities may be found in a new perspective on what they already know.

IRCE 2016


2:15-3:15 p.m.Break


3:15-3:45 p.m.20 Ways to Lose SEO Rankings

Speakers: Matthew O’Donnell, Owner, North Shore Residential Door; Nik Rajpal, Vice President, Marketing Sciences, Exclusive ConceptsBelieve it or not, Google wants you to rank for your top terms – but guess who keeps getting the way? You do. Our speakers will outline the 20 things retailers do that hurt their own rankings. This brand new research will include some algorithm shifts so newly-forged that they’re still smoking. This session will cover how to start identifying and correcting your biggest SEO blunders.

3:45-4:15 p.m.Personalization + Email = Cart

Recovery: A “Unique” LookSpeaker: Courtney Lear Wallace, Director, Digital Marketing E-Commerce, Unique Vintage

At vintage-inspired fashion retailer Unique Vintage, a marketing campaign incorporating social, email and content elements to personalize interactions

drove up sales in the email channel alone by 100%. It boosted shopping cart recovery by 300%, while its abandoned cart email messages produced a conversion rate of nearly 20%. In this session, Unique Vintage will explain how it used email marketing strategies to keep a friendly and personal tone with customers in a campaign focused on saving abandoned carts. Our speaker will discuss how to use transactional emails, personalization techniques, and customers’ device preferences to extend loyalty and improve customer engagement.

4:15-4:45 p.m.Lightning Round: Two Dozen

Quick Fixes to Boost Your Online Marketing and ConversionSpeakers: Adam Audette, Senior Vice President, Organic Search, Merkle; Retailer TBAE-retailers worry about static or decreasing conversions due to online marketing that just isn’t equal to the task. They want to know how to hit with the marketing heavyweights, pull in leads, increase revenue and boost search engine rankings. This session will identify what some of the worst marketing mistakes are—commonly made every day—and how to avoid them. It will highlight

examples of best practices in paid search, SEO, email marketing and social media marketing and provide takeaways that can be implemented easily to improve results.




9:30-10:30 a.m.Break


10:30-11 a.m.Rebranding: Abandon the

Comfort Zone for the Growth ZoneSpeaker: Joanna Cline, Chief Marketing Officer, Fathead

Rebranding is not a matter taken lightly, especially for small companies that have put great care into brand image. But being online makes rebranding a less

daunting proposition than if you’re rebranding a chain. This session provides the questions to ask to determine if missed selling opportunities indicate your branding is in need of a refresh – and how to execute

a rebranding to increase sales without alienating loyal customers. Fathead recognized a reset was needed to engage the untapped female demographic and to promote its custom product offerings – both of which were overshadowed by its longstanding “Real Big” messaging geared to sports and men. Fathead CMO Joanna Cline will detail the research and testing that led to a new “For Real” gender-neutral brand positioning that successfully shifted its 63% male/37% female customer base to an even 50-50 split – without losing ground on customer satisfaction. And she will discuss how the Internet made the rebranding faster and more successful.

11-11:30 a.m.Why the Top 500 Should Be

Terrified of the Second 500Speaker: Stefany Zaroban, Director, Research, Internet RetailerEach year, new insights emerge from examination of e-retailers in the Second 500 Guide, which profiles companies that rank No. 501 to 1,000, according to online sales. These are the up-and-comers you may not have heard of that are rapidly making strides in e-commerce. What’s unique about the latest crop of fast-growing leaders? What strategies are they deploying and what technology investments are they making? Last year, a predominant theme among the Second 500 e-retailers was thoughtful spending in search, social and mobile with a focus on profits and long-term stability over top line growth at any cost. Stefany Zaroban, who spends all year interviewing and analyzing these mid-tier e-retailers, will preview the latest trends among this important group, highlight attributes of the most successful and reveal where they are deploying resources to speed past competitors to earn a ranking in the Top 500.


1:15-1:45 p.m.Prescriptions for the Growing

Pains of Mid-Market E-RetailersSpeakers: Steve Elkins, President, WEBS America’s Yarn Store; Gabrielle Gallo (pictured), Head of E-Commerce, The Sak Brand Group; Darren Hill, Chief Executive Officer, Co-Founder, WebLinc

Getting started in e-commerce has its challenges, but there are a lot of companies and people ready to help businesses get started

online. Likewise, retailers at the higher end of the market have all the resources they

Small But Mighty TrackBig Wins and Great Saves on a Shoestring

Small and mid-sized e-retailers have a competitive edge: agility. In this track, multichannel and web-only merchants

will divulge initiatives that strengthen their market position and do not require huge investments. Learn how startups get off the ground, rebrand when needed, how they turned their first profit—and once humming along at a good clip — how to manage growth while keeping profits and the customer experience top priorities.


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need to be successful. But where navigating online retail seems to be most difficult— in the mid-market, facing growth spurts and all the related challenges— it’s surprisingly the most lonely and forgotten. This session will bring together mid-market retailers in all phases of growth to share their experiences and lessons. Attendees will hear strategies for ramping-up an e-commerce team, meeting customer service needs, scaling marketing efforts and more. Attendees will gain a better understanding of the key performance indicators they should monitor to ensure they don’t outgrow order management systems, warehousing or fulfillment, and that their platform can scale with growing traffic and catalog size.

1:45-2:15 p.m.To VC or Bootstrap? Pros &

Cons to Fund Your StartupSpeakers: Brian Fricano, Chief Executive Officer, Founder, Sustainable Supply; Ross Petersen, Chief Executive Officer, Co-Founder, BlitsyStartups can take on investors with aggressive growth goals, or bootstrap it, answer to no one and build the business steadily though more slowly. Our speakers, one of whom took the venture capital route and one who chose to go it alone, will share the advantages and disadvantages of each approach. Attendees will come away with a solid snapshot of each company’s funding strategy, the surprises they encountered, challenges overcome and whether, knowing what they know now, they would do it the same all over again.

2:15-3:15 p.m.Break


3:15-3:45 p.m.33 Tactics to Engage and

Retain More Customers—Across Every ChannelSpeakers: Mark Ginsberg, Chief Marketing Officer, Beyond Stores; Andrew Scarbrough, Chief Operating Officer, Delegator, PriceWaiter.comE-retail startups become a formidable force when innovation and customer focus are the guiding principles. BeyondStores.com CMO Mark Ginsberg will show how he draws on his SEO expertise to develop a variety of digital marketing strategies including upselling via email, content marketing, blogger

outreach and shopper-friendly features such as hassle-free returns and a name-your-own-price tool. As a result, the company grew quickly— from $1 million in 2011 to more than $13 million today— by leveraging inventive customer engagement tools on their site, on mobile and in social channels. Andrew Scarbrough, COO of Delegator.com and PriceWaiter, will provide greater context about tools used by BeyondStores and other leading retailers, helping Mark detail 33 tactics that fuel rapid growth that other Second 500 e-retailers can implement if they are willing to get creative, test, measure, learn and innovate.

3:45-4:15 p.m.Curation + Comedy +

Connection = Word of Mouth That Moves the NeedleSpeakers: Jonathan Beekman, Chief Executive Officer, Founder, Man Crates; Brent Bellm, Chief Executive Officer, BigcommerceThis session explores tactics that bring a product to life without a big budget. Speakers from gifts e-retailer Man Crates and Bigcommerce will illustrate how to inject humor, build word-of-mouth marketing and heighten customer service to convert a dissatisfied customer into a brand advocate. Man Crates will disclose unconventional gambits such as offering products that don’t exist; inventing a holiday honoring caveman nutrition; and delighting gift-givers (while frustrating recipients) with hard-to-open gift boxes. It’s all in the name of creating memorable products and experiences. Started on a shoestring $1,000, Man Crates offered products it did not have available for sale as a way to open dialogue with customers and learn what products would resonate with them— and why— before developing that merchandise. That curation led to creative “manly” new gift offerings such as alpaca jerky and gear to ward off a Zombie attack.




9:30-10:30 a.m.Break


10:30-11 a.m.How Well-Executed Operations

Are the Key to Customer SatisfactionSpeaker: Annie Scopel, Director of North American Customer Service, Thule Inc.

Customers might think your web site is beautiful and they may be able to find and order your outstanding products easily. But what they really remember after

an order is how quickly the product arrived, the condition it was in and how effectively you responded to post-purchase inquiries. In the face of unhappy post-purchase customers, Thule Inc., which provides bags, cases and car carriers, overhauled its operations from post-order support, to fulfillment and delivery and customer service. Our speaker will talk about how Thule identified problems, what it took to repair them and the benefits the company has derived.

Fulfillment, Customer Service & Operations TrackThe Backroom: The Hub That Keeps Customers Happy and Loyal

The real test of how good an e-retail organization is comes after the sale. How well do they handle fulfillment and delivery?

Post-purchase inquiries? Returns? These sessions will dive into the hidden foundation of e-commerce success that supports everything else. Topics include managing fulfillment and shipping, handling customer service, keeping a lid on fraud and managing returns.

IRCE 2016


11-11:30 a.m.Managing Drop Shipping in

Times of CrisisSpeaker: Sam Sisakhti, Owner, USTrendyDrop shipping is an efficient way of operating when things are going great. But what happens when a crisis strikes—like the huge snowstorm in January 2015 that dropped three feet of snow on some areas of New England? Or volume spikes because your product gets a favorable mention on a popular TV show? This session will examine what controls a retailer must have in place to ensure smooth operations over an area that is not under the retailer’s direct control.


1:15-1:45 p.m.The Data You Need to Turn Order

Fulfillment Into a Competitive AdvantageSpeaker: Kenneth Cassar, Vice President, Analytics Solutions, Slice IntelligenceMost retailers know their own delivery metrics—how quickly packages leave their facilities, how many customers are willing to pay and how much for expedited delivery, how long orders take to get to customers’ doorsteps. But many don’t know how their performance compares to their competitors’. Our speaker will report original research on fulfillment and delivery metrics that attendees can use to assess their own operations. Analyzing shipping and delivery information gathered from online purchase receipts of 3.5 million customers, he will report length of time for orders to leave the warehouse, length of time to deliver, what percentage of shoppers get free shipping, the average price a consumer who doesn’t get free shipping pays, what percent pay for speedier shipping and what that average cost is. He will analyze the data by merchandise purchased, type of retailer, geography and shopper demographics. And he will provide insights into how fulfillment practices affect marketing and merchandising.

1:45-2:15 p.m.The Many Ways Fraud Can

Happen—And the Many Ways to Fight BackSpeakers: Don Bush, Vice President of Marketing, Kount Inc.; Skip Myers, Director of Loss Prevention, Micro Center/Micro Electronics Inc.The stakes of fraudulent transactions are increasing because the ways fraud can happen are exploding. A few years ago it was good enough to implement measures to protect against credit card fraud. Today, the number of ways consumers can pay

has grown and that has only increased the complexity of identifying and combating fraud. This session will examine the risks merchants face in fraudulent transactions, outline how fraud occurs among different payment methods, and look at steps one retailer has taken to decrease chargebacks and instances of fraud.

2:15-3:15 p.m.Break


3:15-3:45 p.m.Taming the Returns Beast: How

One Retailer Wrote the Book on Product ReturnsSpeaker: Jason Willit, CEO, QuiptReturns have always been a fact of life for retailers—and even bigger fact of life for e-retailers, whose customers often can’t experience the product before they buy it. The challenge lies in managing returns so they do not become a drag on profits. Some e-retailers take a proactive approach, tracking the reasons customers make returns and using the data to improve products. They also allow a free form reply to the why question, allowing customers to explain the problem so the company can better understand issues. They also apply analytics to returns so that problems products are identified quickly. Some also inspect returned products for resale, either at full price or as a clearance item. Our speaker will explain how his company minimizes returns and collects relevant data on them and maximizes revenue on returned products.

3:45-4:15 p.m.Making Sure Your Customer

Service Reps Know More Than Your CustomersSpeaker: Jon Hoch, President, Power Equipment Direct

It’s not new but it’s growing ever more important: To differentiate yourself from competitors who undercut your prices you need customer service reps who

know everything about your products, how they compare to one another, how they compare to competitors’, and their best use. On top of that, ideal staffers can communicate all that through phone, email and live chat where there is no face-to-face interaction. In addition, reps in today’s world of Internet research must be more knowledgeable about your products AND your competitor’s products than your

customers. Our speaker’s company has spent years thoroughly training all customer service reps in the features, benefits and comparative advantages of products with an emphasis on professional direct communication in today’s world where sales activity does not take place face to face. He will explain how the company identifies the right candidates for the job, how it trains and tests reps, and how it measures the benefits of such an extensive training program.

4:15-4:45 p.m.How One Retailer Bumped Up

Sales by Spending on Customer ServiceSpeaker: Mitch Goldstone, President, ScanMyPhotos.comWhen President Mitch Goldstone analyzed ScanMyPhotos.com’s return on ad spending, he learned that most clicks did not result in sales and customers who did buy often were not repeat buyers. Goldstone then shifted his focus from ads to better customer service, reasoning that consumers who have a better experience with the company are more likely to buy more and spread the word about the company. He added online surveys just prior to checkout and hired 10 staffers to serve customers and to interview them and share their stories on social media. The result: A 30% increase in sales, which he attributes to customers’ being more engaged with the company. Goldstone will explain how he analyzed his ad spending data, how he decided on which areas of customer service to beef up, the result, and what he has learned that will help refine the company’s approach.


Grab some complimentary beer, wine or soft drinks and meet with some exhibitors before heading out to the numerous networking events, parties and more hosted throughout Chicago. Sponsored by Circle Commerce


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THURSDAY, JUNE 9Main Day 2

9:30-10:30 a.m.Break


10:30-11 a.m.Two Years Later: How Did that

Redesign Work Out for You?Speaker: Alexander Sienkiewicz, Chief Marketing Office, Spiraledge (SwimOutlet.com)

In spring of 2014, online-only merchant Swimoutlet.com launched a redesigned web site. The goal was to provide better organization, more personalized shopping,

easier navigation and a streamlined

7:00-8:15 a.m.Registration

8:15-8:45 a.m.KEYNOTE: How Steve Madden Keeps it Edgy at Every Touchpoint, Digital and BeyondMark Friedman,

President, E-Commerce, Steve MaddenWhen a brand carves out a niche as Steve Madden has – think “rock and roll with a jolt of sex appeal” – that edgy urban vibe must resonate with authenticity at every customer touchpoint, whether it’s the sensory experience in stores or online via desktop, tablet and mobile. Our keynote speaker will discuss the foundational elements enabling a unified customer experience – from a new mobile app, personalized content, business intelligence tools and, ultimately, a database that provides a 360-degree view of each customer’s behavior across all selling channels and every device. Mark Friedman will dissect the challenges involved, from deciphering what’s really going on with cross-device usage among its Madden-obsessed Millennial shopper to measuring channel attribution and the digital spend’s impact on in-store and online sales.

8:45-9:15 a.m.FEATURED: Stamina – Not Shortcuts – Gets Your Social Endorphins PumpingMarc Lobliner, Chief Marketing Officer, TigerFitness.com

“This is not a game” is the mantra at TigerFitness.com, a nutritional supplements e-retailer driven by a near-

fanatical commitment to original content populated across numerous social channels. Featured Speaker Marc Lobliner will detail how, with

limited resources and staff, he crafted a highly diversified social regimen that reaches consumers on YouTube, Instagram, Facebook, Vine, its own app and Periscope live video streaming. A focus on credible, high frequency (and sometimes unscripted) content stokes a dialogue with shoppers that inspires user-generated content for the $10 million company that ranks No. 772 in the Internet Retailer Top 1,000. Social media efforts have doubled Tigerfitness.com’s sales for three consecutive years as it strives to increase revenue sixfold by 2019. Maintaining a robust social presence in so many channels takes stamina and discipline. E-retailers open to rethinking their strategy will come away with a colorful assortment of possibilities to muscle up their own social initiatives.

9:15-9:30 a.m.The Top 500: Riding the Wave of E-Commerce Opportunity

Mark Brohan, Vice President, Research, Internet RetailerThe Internet Retailer Top 500 maintain their position as

e-commerce leaders by changing with—and staying ahead—of the market. Mark Brohan will present analysis from the just-released Top 500 Guide and offer insights on business performance and other growth metrics driving the leading web merchants in North America.

Main Day 2

Design & Merchandising TrackClicking the Buy Button: How to Turn Shoppers into Buyers

For today’s shoppers, the website is the richest — and sometimes the only — contact point with a retailer. And so the website

must make a strong initial impression and provide a quick way to buy. This track will provide guidance on effective site design, content organization, ways to test a site’s effectiveness, how to make sure a site is ready for the mobile revolution and more.

A very special


IRCE 2016


shopping cart and checkout. Swimoutlet.com’s chief marketing officer will explain the results the new site has achieved in two years, which decisions proved successful and which were disappointing, how the design has evolved since launch and what the company would have done differently two years ago if management had known then what they know now. Our speaker will also address how what the company has learned since the last redesign will influence the next redesign.

11-11:30 a.m.Good Isn’t Good Enough: How

to Meet the Highest Standards for a Website’s Simplicity and UsabilitySpeakers: Karen Bennett, Senior Manager, Usability, Customer Analytics & Feedback Strategy, Home Depot; Michael Mace, Vice President, Mobile, UserTestingThe customer journey, so elegant and straightforward on a whiteboard, is actually a random walk through a minefield of distractions and competing priorities. Creating a great experience requires a much higher standard for usability and simplicity than most retailers realize. Our speakers will show videos of tests with real users in their natural environment, and discuss practical steps companies can take to avoid such problems as a store finder that sends customers to locations where the service ordered is not available and perceptual blindness, in which mobile users are so distracted they fail to read information plainly displayed in apps and on websites, causing transactions to fail.


1:15-1:45 p.m.Reviews Happen: A Strategy for

When and How to RespondSpeakers: Mike Ward (pictured), President, Thrift Books; Retailer TBA

Whether you know it or not, customers are posting reviews online of your products and services, often not on your own site. This creates two major

challenges for retailers. The first is encouraging customers to post reviews in a way that a retailer can respond to them. The second is knowing how to craft an appropriate response to those reviews. This session will explore how unanswered reviews or delayed responses can impact your brand perception and harm your business. It will also include key elements of asking for reviews including timing, tone

and approach. It will outline when, why and how to respond to reviews, using real-life examples, and lay out the ways to deal with negative reviews and how to turn them into positives.

1:45-2:15 p.m.Getting Your Customers to Do

Your Merchandising—How to Acquire User-Generated Content and What to Do With ItSpeakers: Maia Haag, President, I See Me!; Jai Rawat, CEO, ShopSociallyThe Internet has changed the retailer-customer relationship in many ways—one of the most profound being that merchants can now turn to customers to provide marketing content and endorsement of the retailer’s products and brands. Such user-generated content is valuable to e-retailers. But many merchants struggle with how to encourage customers to provide content in a significant enough quantity—and then what to do with it once they get it. This session is aimed at helping retailers discover strategies to greatly increase user-generated content on their e-commerce sites and will showcase how retailers can generate fun, engaging and positive user-generated content at scale. Our speakers will provide examples of how to leverage customers’ passion for creating unique content by engaging them at the most critical moments in the purchase cycle, like right after making a purchase or on receiving a product. They will also discuss how to get the most out of the content once you’ve acquired it. They will provide real-life examples of acquiring user generated content at scale and making the most of it.

2:15-3:15 p.m.Break


3:15-3:45 p.m.The Small Things That Add Up:

How to Find What Design Factors Influence Conversion RatesSpeakers: Tom Anderson, Senior Performance Engineer, Target; Tammy Everts, Senior Researcher, SOASTAHow do you know what consumers expect from your site? Every shopper is different and every shopping visit is different. Industry stats tell only part of the story. You need to crack the hood and analyze your own real user data. In this session, our speakers will analyze Target.com’s user data and explain how understanding it creates better results for

Target. The speakers will address conversion and bounce rates across browser, geography, operating system, carrier speed, and device type; the most common user paths through the site, and which user paths generate the most and least conversions; how factors such as page load time affect conversion and bounce rates and whether this impact is felt more on some pages than others; and how multi-screen shopping fits into all of this. Our speakers will outline how and why to gather real user data, extract action-oriented insights, create a better shopper experience, and improve business metrics.

3:45-4:15 p.m.35 Conversion Rate

Optimization Tests – And 35 SurprisesSpeaker: Larry Wasserman, Vice President, E-Commerce and Digital Marketing, Really Good StuffE-commerce marketing channels are exploding. For instance, some e-commerce sites get 60% of their traffic from mobile devices and Pinterest has launched Buy buttons. Shoppers can buy from the Amazon marketplace as well as directly from Google search results. In this complex environment, optimizing a site for conversion rates becomes a huge challenge. Our speaker this session will reveal the big surprises he discovered after running more than 35 conversion rate optimization tests. He will explain why features such as shipping costs and tax estimators have opposite results during high-season and low-season. He will also outline how to stay agile and roll out new capabilities all while launching a new brand, re-working the checkout process, and redesigning sites to be mobile friendly.

4:15-4:45 p.m.What Do Mobile Users Want? A

Recipe for SuccessSpeaker: Lauren Freedman, President, The E-Tailing GroupThe e-retail industry has accepted a broadly agreed upon set of standard practices for website success. But such standards are still evolving for mobile. Consultant Lauren Freedman and her team identified 6 tasks shoppers are most likely to perform on mobile devices and 175 features/functionalities that support those demands. She will provide an assessment of key pages and commentary on how the right delivery of page elements on mobile sites can lead to higher customer satisfaction—and how the lack can lead to failure. She will present her analysis of the mobile sites of three online sellers—a large merchant, a brand and a small merchant—


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and will explain which requirements are standard fare and which can be unique from one to the next. A prioritization list of opportunities will wrap up each analysis.


9:30-10:30 a.m.Break


10:30-11 a.m.Navigating the Crucial

Intersection of Technology and MarketingSpeaker: Michael Layne, Director, Internet Marketing, FatheadMarketing and technology may seem very different. But in e-commerce the two intersect in business critical ways, and whether their relationship leads to disastrous outcomes or game-changing success depends on the people and processes they share. Marketing managers must communicate and coordinate with their technology partners to ensure campaigns don’t overwhelm web and data capacity. And technology managers must make decisions in concert with marketing colleagues that open rather than constrict business opportunities. This session features a speaker whose

role coordinates the marketing and technology needs of an e-commerce web site. During a recent overhaul of the site, reconciling marketing expectations and technology solutions often led to painful decisions. He will explain where and how conflicts arose, how the company resolved them and the results.

11-11:30 a.m.One Retailer’s Journey to the

All-Important Product Information DatabaseSpeaker: Eric Grunewald, Vice President & Chief Marketing Officer, DiscountRamps.com

Product information databases are deep behind the scenes but they play a crucial role in the success of a web site. Not only do they provide the

information on which customers base purchasing decisions, they also are key to achieving great SEO rankings. Our speaker will detail how his company developed a product information database—the technology choices they faced, the challenges of getting all the info into the database and keeping it up to date, the personnel required to create and run the database, and more.


1:15-1:45 p.m.Out of Many, One: Getting Past

Legacy Systems to a Streamlined Technology for TodaySpeaker: Rick Gemereth, Chief Information Officer, LionelAny company that was in business before the Internet era faces challenges with how to update and coordinate legacy technology systems. Many want to keep getting the most out of the already-paid-for technology. But sooner or later—and usually sooner—there will be a reckoning. Smart companies overhaul systems before that reckoning. Lionel, the iconic model railroad manufacturer, struggled with managing a mix of legacy systems which introduced many inefficiencies into business processes and kept the company from moving to a 21st Century way of doing business. Lionel’s CIO will share details behind how the company streamlined and modernized its global business by replacing multiple legacy systems with a single solution. Attendees will learn about the challenges and obstacles the company faced; the investments in people, processes and

technology the transformation to Internet-based technology required; and the risks that companies making such a change might face in the process.

1:45-2:15 p.m.Overcoming the Analytics

Staffing Challenge: How to Find Digital Analysts, Motivate Them, Then Measure What They’re DoingSpeakers: Michael Ross, Senior Manager, Web Analytics, Dick’s Sporting Goods; Adam Greco, Board Member, Digital Analytics AssociationBy now, most online retailers know the value of analytics. Without data about everything a company does, management can hardly act. The biggest challenge is finding the right staffers to interpret the data and recommend actions. Trade group the Digital Analytics Association recently released the first Digital Analyst Competency Framework. The Framework is an inventory of analysts’ job tasks at beginning, intermediate and advanced levels, along with detailed descriptions of the knowledge and skills needed to carry out those tasks. The association is positioning the framework as a guide to those wanting to enter the analytics field, to become certified, or to deepen their understanding of the profession. The association aims the guides to employers, who can use them to identify, evaluate, and develop appropriate competencies in digital analysts, and to individuals, for whom the Framework defines key skills they should master in order to advance. Our first speaker, representing the Digital Analytics Association, will explain the Framework, how it was developed and its goals. Our second speaker will provide a real-world example of how one company used the Framework in hiring and promoting digital analysts.

2:15-3:15 p.m.Break


3:15-3:45 p.m.Relief From Data Exhaustion:

How Retailers Can Get the Most of Their AnalyticsSpeakers: Sarah Skinner, Director, Digital Marketing, Kate Somerville; Brian Kelly, CEO, KissMetricsJust because it’s there doesn’t mean you have to do something with it. What started as a great thing – knowing

Managing Technology TrackCreating a Technology Strategy that Leads to E-Retail Success

The sessions in this track will help attendees develop a technology strategy in a fast-changing market.

Experienced merchants will discuss whether to take e-commerce technology in-house or to outsource it, how to integrate legacy systems into e-commerce technology or replace it altogether, how to grow faster than your technology investments, how to make sense of data and more.

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what works and what doesn’t for each business – can quickly become a deluge of information that doesn’t always lead to clear interpretation. Our speakers in this session will explain practical tips and concrete examples that illustrate how e-retailers can overcome data exhaustion and start utilizing analytics to drive better results. Specific tips will include: 1) Resist the temptation to check data too frequently 2) Let the data paint a clear picture 3) Set up the systems required for each context 4) Keep learning the landscape and 5) Don’t let the data drive every decision.

3:45-4:15 p.m.Taking the Replatforming

Plunge: How One Retailer Made Sense of the Technology OptionsSpeaker: Stephanie Bottner, General Manager, Pear Tree Greetings

When Pear Tree Greetings needed to replace its 15-year-old e-commerce platform—and standardize operations that were spread over a number of

technologies—managers interviewed a whopping 32 companies. They came away overwhelmed by information, conflicting advice and a 10-fold spread in price. The task seemed so daunting some in the company advocated just keeping things as they were. But technology changes so fast that the technology that served you well 3 years ago, much less 15 years ago, is not what you need today. In this session the executive who headed Pear Tree’s migration to a new platform will explain how the company went about the process, how it narrowed the choices, and how it finally settled on a vendor. She will provide her checklist of what to ask prospective e-commerce technology providers when you’re looking to upgrade.

4:15-4:45 p.m.Keeping a Lid on Tech Costs:

Growing Sales Without Growing Tech InvestmentsSpeaker: Jonathan Wu, Founder/CEO, Touch of ModernIf there is one thing being an online retailer should enable, it’s the use of technology to streamline operations. Yet many e-retailers view operations through a traditional lens that requires adding people and infrastructure as a business grows. Touch of Modern, a members-only e-retailer and app focused on selling lifestyle products, fashion, and accessories to men, has grown from $6 million in sales to $90 million without a corresponding

increase in operational staff or technology. Co-founder and COO Jonathan Wu will explain how Touch of Modern uses automation and in-house customization to achieve this success.


9:30-10:30 a.m.Break


10:30-11 a.m.Millennials on Your Mind?

Snapchat Should Be, TooSpeakers: Lara Nicotra, Manager, Marketing, 16 Handles; Jocelyn Lyle Babuscio, Vice President, Development, Online Engagement, Environmental Working GroupOnce dismissed as a sexting tool, video messaging app Snapchat has matured into a legitimate social engagement tool for companies targeting Millennials. Snapchat messages are viewable for mere seconds before disappearing and can’t be shared, lending urgency and exclusivity not found on other platforms. Our speaker from 16 Handles is an early adopter and will detail how the yogurt shop embraced Snapchat to deliver highly valuable discounts that emphasize the fun factor. Our speaker

from Environmental Working Group, a nonprofit, just began testing the platform and will share insights and opportunities for using Snapchat to advance its public health/environmental mission. This session will reveal how this growing platform helps e-retailers, brands and nonprofits test something without the need to be polished – perfection is not the goal – and how to draw consumers to advocate for you and your cause.

11-11:30 a.m.Social Selling When Your

Budget is ZeroSpeakers: Brantley Crowder, Director, E-Commerce, Savannah Bee Company; Richard Sexton, Principal, OmniMarketing2020Shoppers look to social channels to find products, to gain insights into the best quality and value, all while meeting new people and sharing their knowledge. Engagement on social networks continues to grow and so too, do the vast array of on-site social plug-ins on retailers’ sites. This rapid-fire session will cover entry-level, no-cost apps for all flavors of engagement from refer-a-friend, trending walls, contests and gamification, ratings and reviews, social logins, social sharing and social analytics that e-retailers of every size can test and refine to keep shoppers coming back and posting about your brand on multiple social networks. Our speakers will prioritize key metrics from revenue per share to social conversion rate and social ROI that go well beyond the number of Likes and followers.


1:15-1:45 p.m.Sneak Peek: What’s Next at

FacebookSpeaker: Jeremy Lewis, Head of U.S. E-Commerce, Facebook

Each spring, Facebook gathers thousands of developers from around the world. It’s a braintrust of innovation featuring new ideas, demos and lively

debate about how emerging technology such as virtual reality might work into the shopper experience, or what changes in the Facebook and Instagram platforms are coming in the months ahead. It’s a springboard for “What’s Next” at Facebook. By June, when IRCE gets under way, several of these “big ideas” will morph into new tools and functionality that retailers can implement to keep their social

Social Commerce & Marketing TrackTrading Cautious for Audacious

If 2015 was a year of prudent experimentation in social channels, then 2016 is shaping up to be full of bold initiatives –

and an exit strategy when efforts backfire. The best social strategies ensure shoppers know their voice is heard and the content they create is handled with respect. After today’s daylong programming on social strategy, stick around Friday to learn about bold tactics to deploy once you return home.


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media presence engaging, fun, ROI-friendly and, most importantly, ahead of competition. Our Facebook speaker will provide an early look at new ways to leverage the social network.

1:45-2:15 p.m.Demystifying the Magic

of Going ViralSpeaker: Kelli Agnich, Manager, Social Media, ZazzleThere is no formula for going viral. But there are proven steps that increase the chances a post will catch fire in social channels. This session will cover the often-overlooked budget and planning aspects behind the most successful viral campaigns so e-retailers can better understand the dynamics and what resources to devote to social media to make a big splash. Our speaker will dissect a number of viral examples (think: that striped blue dress) to reveal common elements all share. By deconstructing ads, videos, memes and posts that went viral, our speaker will reveal how originality, humor, surprise and irreverence work into the mix — along with planning and partnerships — as viral is not as serendipitous as some may think.

2:15-3:15 p.m.Break


3:15-3:45 p.m.Oops. We Didn’t Mean That:

How to Avoid – or Recover From – that Unfortunate PostSpeaker: Stephen Riddell, Chief Sales Officer, SprintPeople are human and sometimes clueless or just plain careless. When faux pas erupt in social channels, there is no “undo” button, only damage control. This session will cover measures to put in place to protect your brand, such as social media policies that at this late stage many retailers have still not developed. Using current examples of regrettable social posts, our speaker will dissect the responses and illustrate how they defused the situation, or made it worse. In this eye-opening session, you’ll identify your own vulnerabilities — especially if outsourcing content creation — and come away with new practices that will help you sleep at night. And, should your brand get caught up in a firestorm, you’ll have a roadmap to minimize damage.

3:45-4:15 p.m.Converting Social Channels to

Service ChannelsSpeakers: Jessica Latimer, Senior Manager, Social Media, Customer Engagement, Alex and Ani; Brad Wolansky, President, Consumer Direct/ President, Fundraising, CMO, Yankee CandleYour customers are an excellent resource for feedback. They spot problems — big and small — and are not shy about calling you out on them. In this session, e-retailers who are good social listeners and tuned into the conversation share how they identified the need for customer care via social channels and how they resolved them. Learn how to leverage transparency and authenticity in social channels to show customers you are receptive and responsive to their input.

4:15-4:45 p.m.Storytelling Selling to Lift

ConversionsSpeaker: Anna Cole, Senior Manager, Operations, Merchandising, Carhartt

Bring together vivid product imagery against the backdrop of gritty, on-the-job settings, compelling product descriptions and the faces

of actual customers and you have the makings for an authentic brand story. Create ways for customers to share content and become part of the narrative, and you have a Storytelling Selling opportunity. After refreshing its website with an emphasis on storytelling and education, workwear apparel retailer Carhartt experienced solid conversion improvements online. Our speaker from Carhartt will detail how it designed social sections and content pages on the website to engage its already-loyal base and how you can do the same if you let your customers’ lifestyle be your guide.


9:30-10:30 a.m.Break


10:30-11 a.m.Data and Automation Drive the

Future of All Marketing CommunicationsSpeakers: Matthew Butlein, President, Freshpair.com; Max Bennett, Vice President, Co-Founder, Bluecore LabsData-centric, automated marketing messages across channels are poised to become the default communication mechanism between brands and customers. Marketers will control prioritization, frequency and branding while automation will analyze and react to individual customer behavior and product catalog data to create and launch multichannel communications plans on the fly. This session will cover how FreshPair used a single, end-to-end system to capture and analyze data and trigger automated outbound email and display ads based on product catalog changes and customer behaviors. This contrasts with marketers’ typical workflow, which requires multiple components of the marketing stack to get a single view of customers. The session will show how calculating priority and frequency rules are critical in avoiding

Marketing: New Frontiers TrackNew Tools and Tactics to Connect with Shoppers

Triggered email, content marketing strategy, native advertising and more: A new world of online marketing practices has

joined established tactics, offering e-retailers more opportunities to drive sales and traffic. This track will cover the pitfalls and the possibilities, what results these new approaches are delivering to online marketers, and the important lessons they’ve learned that you need to know.

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communication overload that can overwhelm shoppers, while still driving a dynamic customer experience that boosts revenue from email and display.

11-11:30 a.m.How Your CRM Data Can

Supercharge Paid Search and Social TargetingSpeakers: Ginny McCormick (pictured), Vice President, Integrated Media and Promotions, Hasbro; Jeff Campbell, Co-Founder, Managing Director, Resolution Media

Retailers can use their own customer data to target ad serving and to measure the offline lift and lifetime customer value of their paid search and social marketing

– if they know how. This session will detail that, covering targeting and customizing ads based on behavior segmentation and how to use CRM data to measure sales across channels and devices. Integrating marketing software across all customer touchpoints unlocks CRM data that can increase the lifetime value of customers, and support budgeting, forecasting, and guide where to spend your digital marketing dollars. A top retailer will share how it uses this approach to refocus campaigns, attract new customers that resemble its best customers and build long-lasting and profitable relationships.


1:15-1:45 p.m.Paid Content and Context: The

Do’s and Don’t’s of Native AdvertisingSpeakers: David Varnai, Director, Performance Marketing, Zenni Optical; Michael Mothner, Founder, CEO, WpromoteIn a world of ad-blocking software and increasing blindness to traditional display advertising, native advertising—ads that have the look, feel and genuine value of non-paid content—is gaining traction as an innovative way to build your brand, prospect for new customers and create engagement that can’t be produced in traditional advertising. But creating great native advertising is a new frontier requiring an understanding of content-driven commerce that few marketers have experience in. In this session, Wpromote will open the doors on the good, bad and ugly in native advertising to provide a roadmap to success in this new area.

1:45-2:15 p.m.10 Things Retailers Need to

Know About the Rise of Ad-BlockingSpeakers: Chris Mason, Co-Founder, Chief Executive Officer, Branding Brand; Retailer TBAIn the second quarter of 2015, 45 million Americans were blocking ads on their smartphones, 48% more than were doing so in Q2 2014. While online publishers raised the first objections to the now widely-available ad-blocking apps, ad-blocking is poised to become an issue for retailers as well, as it can interfere with the shopping experience on mobile devices—increasingly, shoppers’ preferred channel—in the form of missing content, broken links and malfunctioning shopping carts. This session will focus on how – and how much – ad blocking will affect online shopping via mobile going forward, and what online retailers can do about it, from adjusting marketing channels to tactical solutions to creating ads consumers won’t want to block.

2:15-3:15 p.m.Break


3:15-3:45 p.m.Content Strategy for Shopper

Engagement, Entertainment and EducationSpeakers: Alex Schmelkin, Founder, Chief Executive Officer, Alexander Interactive; Retailer TBARetailers are excited about the potentials for content marketing. They are ready to jump on the band wagon of distributing content and luring in customer with blogs, videos and social media posts but often times there are holes in their content strategy. Content strategy plans for the creation, delivery and governance of content. It is critical to get the fundamentals right and establish how content will work across your site. In this session, you will hear stories about the content challenges that retailers face, learn


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how they create content strategies that work for their businesses and how they measure ROI.

3:45-4:15 p.m.The Hidden Gold in Post-

Purchase MarketingSpeaker: Jay Dunn, Chief Marketing Officer, Jay Dunn Marketing ConsultingIncreasing the budget isn’t the only way online retailers can drive better results—simply redirecting some of the existing budget from pre-purchase to post- purchase marketing can boost ROI on the same marketing spend. Though many e-retailers use stand-alone activities such as loyalty and email re-targeting, few have a comprehensive post-purchase marketing strategy to take full advantage of that opportunity. This session will offer new research on the value to be gained in post-purchase marketing and why it’s underused by most e-retailers. It will provide real-life insights on how planning and deploying an integrated post-purchase program helped increase sales at one retailer by 76% in two years by driving higher margin sales, repeat purchases

and customer retention, while lowering marketing costs overall.

4:15-4:45 p.m.What’s Your Company’s

Marketing DNA?Speakers: Gaston Frydlewski (pictured), Founder, CEO, Hickies; Daniel Alejandro Romano, Founder, Co-CEO, MentAd

In the same way that the look that works well for someone else may not be right for you, one company’s successful customer acquisition

strategy doesn’t necessarily work for anyone else. Building and implementing a winning marketing plan takes more than creative vision and robust technology. It has a lot more to do with your company’s unique DNA—average order value, customer lifetime value, average ratio between new and returning customers—than you think. What if these metrics guided your customer acquisition strategy, instead of being its results? This session will cover how to identify the elements of your own company’s essential DNA and

how to put that information to work in improving your marketing plans. Our speakers will showcase how this approach worked at several e-retailers.


9:30-10:30 a.m.Break


10:30-11 a.m.Secrets of Successful Videos

From a Viral Video MasterSpeaker: Steven Leeds, Director of Marketing, TigerDirect

Every online marketer’s dream is to produce the video that goes viral. But here’s a sobering stat from YouTube: 300 hours of video are uploaded to

YouTube every minute. How do you stand out in such a crowd? And what actually constitutes going viral? Are 1 million views enough to qualify? 10 million? Before our speaker joined Systemax/Tiger Direct, he wrote viral videos for FunnyorDie and other clients. His videos have been viewed over 100 million times. TigerDirect’s last two videos have received 25 million and 6 million views. Even if they don’t go viral, videos are increasingly important to selling online. Our speaker will discuss the video production process from start to finish. And he will address: how to determine

Video in E-Retail TrackThe Merchandising Tactic That Really Engages Shoppers

Video has become key to online success. Yet many e-retailers have not adopted video merchandising because

they don’t understand how easy it actually is. This track will examine the parts that make up a successful video merchandising and marketing program. Experts will discuss what makes great video, video production, how to measure success, how to scale up a video program, best means for distribution and more.

IRCE 2016


your target demographic and identify the social platform to reach them (YouTube for the masses, Facebook for generation Y, Snapchat for Millennials); methods of video distribution; whether to create your own video or hire a YouTube celebrity to create one for you; how to measure success and tie ROI back to a campaign; and insight into what goes into viral videos.

11-11:30 a.m.Three Metrics to Help Retailers

Measure Video Program ROISpeakers: Tena Crock, Vice President of E-commerce & Digital Marketing, Step2; Fred Waugh, Vice President, Marketing, InvodoRetailers are no longer asking if they should invest in video. They are asking how much, what type, and where. With visibility into the right metrics, marketers can ensure they’re getting the most ROI out of their video spend. In this session, our speakers—a retailer and a video management expert—will explain three metrics that help link video performance to cart-adds and incremental sales.


1:15-1:45 p.m.10 Tips for Using Video (and

Visual Content) to Increase Conversion NowSpeakers: Meghan Litchfield, Senior Director, Global E-Commerce, GoPro; Retailer TBAOnline shoppers’ needs are changing and growing faster than ever. Shoppers expect a visual experience online – something as close to being in-store as possible. Our speakers in this session will lay out 10 ways to harness the power of video and visual content to wow and convert shoppers.

1:45-2:15 p.m.Video at Scale: How JC Penney

Expanded Its Online Video ProgramSpeaker: Gail Jackson, Divisonal Vice President, JC PenneyVideo has become a necessary component of successful e-commerce sites. Necessary enough, in fact, that companies of all sizes face the challenge of creating enough videos to satisfy shoppers. The challenges of scaling video apply equally to e-retailers with hundreds of SKUs as well as to e-retailers with hundreds of thousands of SKUs. In this session, JC Penney will discuss how the company creates massive amounts of videos and the success it has experienced with ramping up its program.

2:15-3:15 p.m.Break


3:15-3:45 p.m.Video on an iPhone – Or: It

Doesn’t Take Huge Resources to Create Great VideosSpeaker: Tristan Pope, Independent Videographer

Many marketers don’t plunge more quickly into video because they fear the cost of filming and production equipment. But those fears are

unwarranted, as several film directors have proven recently. Our speaker in this session is an experienced videographer who has made several short films using only an iPhone and editing equipment. He is an Emmy-award-winning videographer with an active YouTube following. He will explain the capabilities of an iPhone and compare the abilities and limitations of an iPhone to more traditional equipment.

3:45-4:15 p.m.You’ve Got the Videos, Now

How Do You Bring Them to Shoppers?Speakers: Two retailers TBAThe fun part of the video process is on the creative side. But the payoff part is on the distribution side. Videos mean nothing if shoppers don’t see them. Our speakers,

a consultant on video initiatives for major online retailers and a retailer, will discuss the distribution avenues e-retailers can follow, from YouTube and other web-based video channels, to hosting videos on your own site to a hybrid approach. They will discuss how to make sure your YouTube channel fits with your company image; what technology is needed and what to ask your platform provider if you want to host the videos on your own site; and how to coordinate a hybrid approach. Further, our speakers will address how to ensure that the platform you choose fits in with your marketing plan to entice consumers to watch the videos.

4:15-4:45 p.m.Some Videos That Are Great—

All for Different ReasonsSpeakers: Cyndi Knapic, Head, Animoto for Business, Animoto; Fred Waugh, Vice President, Marketing, InvodoThere is no formula for making a great video that sells products. Some use humor, others focus on benefits/features, still others evoke an emotion or a lifestyle, and yet others take a singular approach envisioned by a director or product marketer. Our speakers in this wrap-up session will examine videos that are effective for different reasons and tell why they think they work as merchandising tools. They will also review some of the finalists for the Internet Retailer Excellence in E-Retailing Award in Video, explain why they were chosen as finalists and highlight their strong points.

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FRIDAY, JUNE 10Post-Conference Workshop


8:30-9:15 a.m.Going Beyond the Boost —

Getting Started with a Social Media Promotion StrategySpeaker: Val DuVernet, Senior Program Manager, Content, Social Media Strategy, Advance Auto PartsGood news: You’ve been given the green light to develop a promotion strategy for social media. And better yet: A budget! Where to start? In this session, our speaker from Advance Auto Parts will provide an expansive palette of advertising options, how pay-per-click has recently changed on Facebook, how Custom Audiences and Tailored Audiences (and even lookalike audiences) permit you to retarget along with a wide array of tools available for the major social platforms.

9:15-9:45 a.m.Soup to Nuts on Social —

Engaging on Multiple PlatformsSpeaker: Raaja Nemani, Chief Executive Officer, Co-Founder, BucketFeet

Some e-retailers devote all social energy to a select few social channels. Others engage a broad array of social platforms—established and nascent—in

an integrated fashion. This session will showcase one e-retailer’s social strategy across multiple channels. Among the crucial questions our speaker will address: Which content can be repurposed in

different channels and which content must be tailored to a specific channel? How do you adjust content for each channel while preserving the brand voice? How does frequency of posting vary across platforms? Which social networks are well-suited to content that is outsourced versus that which you must develop internally and control? How much social budget do you allocate for various channels?

9:45-10:15 a.m.What You Need to Know about

Pinterest, Instagram and Google Buy ButtonsSpeakers: Ashley Walkley (pictured), Director, Brand, Strategic Initiatives, Dogeared; Pau Sabria, Chief Executive Officer, Co-Founder, Olapic

Big news at 2015 IRCE was the arrival of the Buy button on Pinterest and Instagram, followed shortly by Google—all with the intent to facilitate more purchases

via mobile. This session dives into the latest crop of Buy buttons and examines how to put these features to work for your brand. Because the “buy” is direct and shoppers won’t be visiting other pages to view pertinent product details, it’s crucial that product information be easy to view. Consumers’ appetite for rich imagery continues to rise, creating new ways to exploit visual social platforms and this session will cover the most effective ways to leverage this channel. Jewelry e-retailer Dogeared will show how it’s exploiting Buy buttons and their impact on sales while Olapic, a platform that captures and curates social images, will detail experiences from other retailers making the most of the Buy button.

10:15-10:30 a.m.Break

10:30-11 a.m.5 Ways to Boost Social Media

Engagement You Can Deploy TomorrowSpeaker: Andrea Weiss, Chief Executive Officer, Founder, Retail ConsultingThe methods that capture and hold shoppers’ attention, build trust, traffic and conversion on social media are built on a foundation of authenticity. But what does authenticity look like? This session will outline steps to find your authentic voice, how to stay out of your own way and how to meet shoppers where they are to build a community of trust. These tactics are simple, straightforward and proven—and

you can put them in place tomorrow. This session is well-suited to small businesses that have yet to develop a social media strategy, the do-it-yourselfers as well as those partnering with others to manage their social presence.

11-11:45 a.m.How to Get Shoppers to Create

Great Content Money Can’t BuySpeaker: Tom Montgomery, Head of Marketing, Web Design, Co-Founder, Chubbies ShortsEntice shoppers to create and post content that smiles upon your brand consistently and you have a win. Reward them in meaningful ways and elevate them to brand evangelist—and you have a trifecta. In this session, our speaker with a pulse on what motivates their shoppers will provide a roadmap for creating a multidimensional campaign that captures shoppers’ imagination by putting their interests at the center and leads to powerful user-generated content. This goes way beyond one-off selfie contests or time-worn special deals. Our speaker will cover tactics to encourage quality user-generated content that are practical regardless of company size or retail vertical.

11:45 a.m.-12:15 p.m.Boost Brand Awareness via

InstagramSpeakers: Loren Mattia, Manager, Content Marketing, Z Gallerie; Apu Gupta, Chief Executive Officer, Co-Founder, CuralateJust as the ubiquity of email brings newfound charm to the rare handwritten card, personalized digital communications are welcomed by consumers—so long as messages are thoughtfully conceptualized and delivered. In this session, learn how Z Gallerie encouraged shoppers to reveal their style sensibilities and then, leveraging Instagram, delivered tailored content, product recommendations and digital ads corresponding to the individual’s personal style sense. The wins? Improved brand awareness among consumers and new insights for Z Gallerie on the preferences of existing and prospective customers. The retailer will also detail an earlier Instagram campaign that rewarded consumers posting the most beautiful images. Just one month into the campaign, results included a 24% spike in submissions of user-generated content and a 24% increase in new catalog sign-ups. Z Gallerie also saw a 33% growth in their Instagram base to 400,000 followers over the course of the campaign. Our speaker from Curalate will

Social WorkshopFind Your Voice. Craft Your Plan

If your social media efforts have been a mélange of hits and misses, get ready to get buttoned up with a plan

that delivers results, accountability and opportunities to learn and refine. This workshop provides a framework to create an integrated social strategy, guidance on finding your authentic voice and exploration of tools and tactics to engage and reward shoppers for content that spreads love for your brand.

news:You%E2%80%99ve

IRCE 2016


share Instagram brand-building initiatives yielding results for other retailers.

12:15-1:15 p.m.Lunch

1:15-2 p.m.Engage Millennials and Build

Your Brand with the Next Generation of BuyersSpeakers: Barney Waters, President, K-Swiss Global Brands; Tom Flierl, Vice President, Marketing, Business Strategy, Hanson Dodge CreativeK-Swiss wanted to connect with a younger audience. Realizing that Millennials consume information differently and have different values than previous generations, the heritage tennis brand developed a campaign to relaunch to a new audience. Our speakers will detail how this award-winning social and digital campaign leveraged consumer insights and research to understand the psychographics of Millennials as well as how they consume information. This session will cover the various tactics from creative to promotions to website to social media that successfully engaged with 40% of the target audience in just six weeks. Even if your brand is not in need of a reset, you’ll learn strategies to engage creative Millennials to advance your brand.

2-2:30 p.m.Licit or Complicit: Are You

Coloring Inside the Lines on Legal Matters?Speaker: Clifford Ennico, Attorney, Law Offices of Clifford R. EnnicoDespite well-publicized horror stories, e-retailers continue to expose themselves to legal liability arising from social media marketing activity. Common missteps range from copyright infringement and defamation of character to more complicated matters involving privacy and whether you can get sued based on comments posted by others on your social pages. In this session, attorney Cliff Ennico will provide an update on the latest social legislation applicable to e-retailers along with a checklist to determine if your social team is buttoned up from a legal standpoint or needs to adopt some changes for full compliance. Through vivid examples of companies unwittingly violating laws—and the prices they paid—attendees will learn how to assess their degree of risk and what measures to take to avoid being the next Poster Child of legal nightmares.

2:30-3:30 p.m.Review & Rethink: Social Tactics

to Shun and Good Ones to CloneSpeakers: Charlie Cole, Entrepreneur in Residence, Maveron; Eric Enge, Chief Executive Officer, Stone Temple ConsultingBy the conclusion of this year’s IRCE, attendees will have been exposed to a large number of successful (and not-so-successful) social media campaigns launched by e-retailers. In this final wrapup session, we’ll connect the dots—and dissect yet more social efforts—to highlight the best of the best and the worst of the worst for contrast that is instructive when planning your next big splash. This session will move quickly, spending only a few minutes on each example. Attendees will be given an opportunity to submit their own social efforts for review and critique.



8:30-9 a.m.The State of E-Commerce

SearchSpeaker: Zak Stambor, Editor, Online Marketing, Internet RetailerThe formula for what makes paid and natural search marketing successful keeps changing as the industry evolves – and so do the retailers who are at the head of the pack. In this welcome and introduction to the Google & You Workshop, Internet

Retailer’s editor of online marketing shares an overview fresh out of Internet Retailer’s Digital Marketing Report series on the state of search – which retailers are driving the most traffic from paid and natural search, which ones are the most effective, and the trends and tactics that are leading the way.

9-9:30 a.m.How E-Retailers Are Driving

Sales From Google SearchesSpeakers: Seth Freiden, CEO, US Toy Company; Tim Callan, Chief Marketing Officer, SLI SystemsE-retailers may have little control over how Google ranks a site for a specific search term, but there are technologies and tools that ensure visitors arriving on their site from search or paid ads stay and buy from it. Our speakers will show how leading retailers drive sales from Google with advanced learning search technology and user-generated SEO. This session will cover tips such as learning from visitor behavior to dynamically create optimized landing pages for Google’s index, how e-retailers can boost conversion by a factor of ten

Google & You WorkshopStaying in Step With an Ever-Changing Platform

Every e-retailer knows Google means search with a capital “S.” What’s less clear – and a topic of endless discussion – is

how e-retailers can best utilize the ever-evolving Google to drive sales and maximize profits. This workshop digs into retailers’ latest experience with some of Google’s longstanding opportunities and surfaces how they are taking advantage of some of its newest offerings.


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by directly connecting shoppers with the products they are most likely to buy, and how to use the search terms that drive visitors from Google to your site to improve your site search.

9:30-10 a.m.Google Shopping Campaigns-

How Segmentation Boosts Return on Ad SpendSpeakers: Cody Krauskopf, Integration Architect, BuyAutoTruckAccessories.com; Linda Bateman, General Manager, Lead Strategist, Vertical RailGoogle is always finding ways for retailers to be more precise in its search campaigns, with the idea that the more consumers find exactly what they’re looking for in a Google search, the more likely they will be to use Google. One of the most valuable but underutilized efforts—but one that is way behind the scenes as far as shoppers are concerned—is Google Custom Labels. Retailers use Custom Labels to define attributes of their products, such as “seasonal,” “low margin”and ”best- selling.” They are basically labels that help retailers sell products based on the metrics that are

important to the retailer. This session will cover how, combined with the keywords that retailers apply to products, Custom Labels give retailers more control over bidding, ad targeting and ad budgets.

10-10:15 a.m.Break

10:15-11 a.m.Google Product Listing Ads -

Making Them Work for YouSpeakers: Darren Baldwin, Director, E-Commerce Strategy, Dungarees.net; Rick Backus, CEO, Co-Founder, CPC StrategyWhen a consumer searches for a product name, Google populates the paid ads above the search results with product listing ads—ads that include a picture of the product as well as the price and the retailers selling it. PLAs are popular among online retailers because they engage a shopper with not only an image of the product, but the price as well. Our speakers will explain what it takes to get set up with PLAs, how to set up a Product Listing feed, and tips and tricks to make your PLAs more effective. Our speakers

will also cover what’s new with PLAs and what Google is testing.

11-11:30 a.m.Paid Marketing on Google in

2016: What’s New and What MattersSpeakers: Eric Best, Chief Strategy Officer, CommerceHub; Retailer TBAThe evolution of Google search marketing will bring new wrinkles to your performance marketing programs. In Google’s fast-changing eco-system, what moves will drive results? This session is your one-stop-shop to understand what’s new and different on Google for 2016 and where the smart bets are being placed. We’ll dive deep into the latest developments in programmatic marketing, retargeting campaigns and AdWords Ad Extensions and learn to harness them to maximize growth. We’ll also analyze new experiments like Purchases on Google and how retailers can get the most out of them.

11:30 a.m.-12:30 p.m.Does Your SEO Stand Up to

Google Search: Live Site ReviewsSpeaker: Stephan Spencer, Co-Author, “The Art of SEO”This session, a longstanding favorite at IRCE, goes to the heart of one of the most confounding issues on Google: how to optimize your site for search results on the fast-changing search engine. Our expert speaker will review, on the fly, sites volunteered from attendees on the floor. He’ll highlight for the learning of all where

IRCE 2016


and how the sites are crushing it with SEO for Google and call out where they’re dropping the ball. Whether you step up for or stand down from this fast-paced pre-lunch stretch, you’re sure to come away with food for thought on how to approach SEO on Google as well as new tactics to try at home.

12:30-1:30 p.m.Lunch

1:30-2:15 p.m.Keys to Profitable Growth With

Google ShoppingSpeakers: Brett Curry (pictured), Lead Strategist, ClassyLlama; Joe Bigane, CEO, Owner, Downtown Pet Supply

This session will dig into examples of how top-selling online merchants approach Google Shopping. Attendees will discover secrets of formatting

their product feed to Google Shopping that provide an immediate lift, feed mistakes that kill Google Shopping performance, four bidding strategies every merchant should consider and how to make each product title work harder. Our speakers also will highlight good and not-so-good examples of Product Listing Ads and how to identify areas for improvement, the key Google Shopping reports to run and optimize campaigns for and even how lessons learned from Google Shopping success can carry over to drive results in other search engines.

2:15-2:45 p.m.Mobile SEO: Why You Need to

Know How to Optimize for Google on the GoSpeakers: David Wachter, Senior Vice President, E-Commerce and Direct Marketing, Jimmy Jazz; Tim Kilroy, CEO, Co-Founder, AdChemixWith Google now seeing more mobile searches than desktop, and a 34x increase in the search phrase “near me” being appended to everything from car dealers to office supplies, it truly is a mobile-first world. This session will cover the basics around mobile SEO. It will also touch on app vs. mobile web and the new rise in “deep linking” driven by Apple, Google & Facebook. Our speakers will take a look at how to maximize visibility for your locations, your selling content and your product pages. You will walk away from this session understanding what Google (and Bing) look for in mobile relevancy, how to insure that your site is not just mobile friendly, but mobile dominant and how to handle all of

this without out losing your focus on what matters – your customers.

2:45-3:30 p.m.Knowing and Using Google’s

Free ToolsSpeakers: Tom Funk, Senior Manager, Digital Product and Content, Keurig Green Mountain; Retailer TBA

Keeping up with algorithm shifts and new rollouts in paid placement can be a fulltime job in itself for e-commerce sites that want to create their best

presence on Google. So Google has developed and launched a number of free tools aimed at making SEO and SEM and tracking their effectiveness easier. The tools range from Google Analytics that analyzes visitor traffic to your site, to newer ones like those that track how well ads work across different devices or offer guidance on the purchase and placement of native ads. This session will round up Google’s free tools to make your ad investment more profitable. Our speakers will also cover retailers’ experience with the tools, and how easy they are to use. They will reveal the back-end resources Google offers, and provide tips to improve your own search program.



8:30-9 a.m.The State of Mobile Commerce

2016: Trends and Lessons From the Internet Retailer Mobile 500Speaker: Katie Evans, Editor, Mobile, Internet RetailerWith 30% of e-commerce now taking place on mobile devices, mobile’s moving to the forefront of e-retail with best practices clearly defined. But with mobile a hotbed of innovation, the best practices of today give way to new tactics and technology at a rapid pace. Internet Retailer’s editor, mobile, who also will chair the workshop, sets the groundwork for what distinguishes winning moble merchants now and what’s shaping up for tomorrow with an industry overview drawn from the Internet Retailer Mobile 500, the industry’s most comprehensive compilation of data on leading mobile retailers around the world.

9-9:45 a.m.How To Bring In Big

Conversions on Small ScreensSpeakers: Carissa Ganelli, CEO, Founder, Lightning Buy; Retailer TBAThe constraints on marketing and selling on mobile – a tiny screen and heavy data demands on mobile site and app performance – are well-known to designers and developers. But it’s also a fact that good design is all about problem-solving. This session will explore mobile design principles, consumer behavior on mobile, and also include the latest in mobile payments. We’ll hear about success stories and even some failures to get your own creative thinking flowing on how to make a great mobile experience, end to end, for customers and visitors.

9:45-10:15 a.m.Mobilegeddon: What We’ve

Learned After a YearSpeakers: Tyler White, Senior Analyst, Adobe Digital Index; Retailer TBAWhen Google in April 2015 altered its ranking algorithm to factor “mobile friendliness” into search results, the change wrought such havoc on retailers’ search results that the update quickly earned the nickname “mobilegeddon.” Ranking high in search results on mobile phones now required a mobile-optimized site for smartphones, and Google penalized sites using software that often crashes, or that required shoppers to pinch and zoom in to navigate a page, and more. By July sites that weren’t mobile-friendly were seeing up to a 10% dip in organic traffic. E-commerce sites had to prioritize adjusting to the new algorithm, and fast.

Mobile WorkshopMaking the Right Moves in Mobile

Mobile’s so embedded in how consumers live today that retailers can reach connected customers at almost any time and

place. That’s a big universe, but retailers’ budgets are finite – how can e-retailers today know where to focus their energies, attention and resources in mobile to produce the greatest return? This workshop will cover new developments in mobile marketing and technology and the choices retailers are making about both that are winning customers and sales.


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This session will examine what one retailer did to recover quickly and what all retailers must do to rank high in search results under the mobile-friendly rules.

10:15-10:30 a.m.Break

10:30-11:15 a.m.No Development Resources?

No problem – Getting Started with Mobile Deep Linking NowSpeakers: Brian Klais, Founder, CEO, Pure Oxygen Labs; Retailer TBACan your omnichannel marketing campaigns check for brand apps and open them? Can the links in your social marketing campaigns open the mobile apps for Facebook, Twitter, Instagram and Pinterest? Deep linking into apps is not just key to maximizing mobile conversion and engagement, it’s table stakes for participating in the app-centric ecosystems of Google Now, Siri Proactive, Apple TV. This session will cover specific steps marketers can take to start bridging the divide between mobile apps and the mobile web. You’ll learn how to tell if your competitors are using deep linking and how you can get quick mobile app-related insights not found through other mobile analytics dashboards. And you’ll take away deep linking tactics to increase and inform engagement metrics across channels and lay the foundation for an ever more interconnected mobile experience for customers.

11:15 a.m.-NoonTurning Data into Action – The

Keys to Mobile App EngagementSpeakers: Ben Jones, Senior Vice President, Digital, The Honest Company; Raj Aggarwal, CEO, LocalyticsShopping apps drove much of mobile app advancement in 2014 – with lifestyle and shopping apps growing by a whopping 174% over the past year. This shift requires new measurement and marketing tactics to keep pace with the modern consumer, especially for retail companies that rely so heavily on e-commerce. Achieving personalized and ongoing customer engagement in your app—along with the resulting sales – is critical for e-retailers in a crowded market where 25% of those who download an app open it only once. This session will cover effective app measurement, how to get consumers to keep using your app and how you can turn the data gathered on an app into action across channels.

Noon-12:30 p.m.More Than Sales: Tap the Full

Power of Your Mobile Site and AppsSpeakers: Kristen Klock (pictured), Director, OmniChannel, David’s Bridal Inc.; Bobby Emamian, CEO, Co-Founder, Prolific Interactive

Retailers who focus on the lone metric of mobile sales are missing out—mobile sites and apps can also deliver value in e-retailing by leveraging the highly

portable, always-on, immediately responsive capabilities of smartphones and how consumers like to use them. At wedding retailer David’s Bridal Inc., an app that streamlined the booking process for appointments to try on wedding gowns drove bookings up by 300%. And a bridal gown finder app that allows shoppers to answer questions about dress preferences and then view dresses that fit those requests sets shoppers well on their way to selection. In this session, our speakers will show how designing your mobile site or app with more than just mobile sales on mind can boost marketing, merchandising, customer service and other functions vital to retail success.

12:30-1:30 p.m.Lunch

1:30-2:15 p.m.Unlocking Your Own Data to

Fuel Mobile MarketingSpeakers: Andrew Birnbryer, Vice President, Advertising Games, AppLift; Retailer TBARetailers now have the ability to follow customers and reach them wherever they are on the path to purchase, and much of that access results from shoppers’ increasing use of mobile. Your own data can tell you where customers are, what they need and when and where to connect with them online for the most impact. This session will cover how you can tap the data you’ve already collected from your customers to reach them via mobile and serve the right ads to guide them at different points in their purchase journey. You will learn from real-life examples about how to leverage your customer data in your mobile advertising program to get customers faster, keep them longer and turn them into loyal fans.

2:15-3 p.m.Apps: Find the Right Users and

Find SuccessSpeakers: Brendon Kraham, Director, Global App Solutions, Google; Retailer TBAIt’s important to drive awareness of your app, but you want to reach the right kind of users: those who engage with your app often, and drive frequent usage and conversions. App promotion, re-engagement, and knowing how to assess lifetime value presents challenges to all app developers. Search, display and video can all work together to build your user acquisition strategy in a sustainable way. This session will address how retailers can leverage Google’s app-supporting tools to achieve their goals for their own apps.

3-3:30 p.m.Catch The Retail App Wave: A

Top 10 List of Best PracticesSpeakers: Brent Allison (pictured), Manager, E-Commerce, Cavender’s; Wilson Kerr, Vice President, Business Development, Sales, Unbound Commerce

Whether it’s in design, performance, marketing, the technology platform or customer experience, certain practices consistently deliver great

results—but it’s surprising how often they’re overlooked. Is your mobile app doing everything it can to drive traffic and sales? This session will identify 10 essential elements that your app needs to have in place. You’ll see why they can make a big difference, and how incorporating them in your own program will open up opportunities you may be missing.

IRCE 2016


The Exhibit Hall at IRCE is the perfect spot

for attendees to explore the nearly 600

vendors and find new solutions to improve

online strategies. Covering over 250,000

square feet of space - the largest display of

services and technology in the industry – you

will find exhibitors demonstrating the latest

in e-commerce and uncover vendors that will

benefit what your company needs.

With vendors in nearly every category - including marketing, fulfillment,

retail technologies and more – you are sure to find the solution you

need in the ever-changing industry of e-commerce.

The Exhibition

Tuesday, June 7 4– 6:30 p.m.• Welcome Reception in the

Exhibit Hall

Wednesday, June 8 9 a.m.-6:30 p.m.• Morning and Afternoon Breaks• Lunch• Cocktail Reception in the

Exhibit Hall

Thursday, June 9 9 a.m.-4 p.m.• Morning and Afternoon

Breaks• Lunch• Sponsored Raffle and

Win-the-Wheels Drawings

Friday, June 10Workshops only, Exhibit Hall will be closed

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The Epicenter of Networking

New featured areas and loungesIRCE is your place to recharge or relax while roaming through all the new available retail technology, with new lounges for attendees to take advantage of. Visit the Refresh Lounge to grab a water, a snack in the Refuel Lounge or plug your phone into one of the charging locations throughout the hall. Looking for a pick-me-up? The Coffee Station will provide you with the jolt of caffeine needed to get you through the rest of the day. Plus, the BackYard, Massage Station and Link Lounge are back for 2016. See more details on what’s happening inside the Exhibit Hall on page 50.

Planning your route within the Exhibit Hall is easier than everThe Exhibit Hall, while large in size, is easily maneuvered with our newly improved IRCE show app. With the ability to navigate and create walking maps of the Exhibit Hall, the app will easily assist attendees in finding who they need to visit. Explore the exhibitor list on page 52.

The Exhibit Hall is an integral part of the

IRCE experience. Not only hosting the largest

collection of e-commerce solutions in the

industry, it also is the spot to network with old

friends and cultivate new friendships. Plus, the

Exhibit Hall is the location for IRCE’s two cocktail

receptions, which are held in the evening on

June 7 and 8, and many other hotspots and

lounges. Find out more and see what’s located

in the Exhibit Hall this year on page 50.

IRCE 2016


Community

1 WELCOME RECEPTION: This reception will kick off the opening

of the Exhibit Hall on Tuesday evening, June 7, from 4-6:30 p.m. Open to all IRCE attendees and featuring complimentary beer, wine and soft drinks, this is the perfect time to get acquainted with the Exhibit Hall and browse the 600+ solution vendors there.

2 COCKTAIL RECEPTION: A cocktail reception, complete with

beer, wine and soft drinks, will be held in the Exhibit Hall, on Wednesday, June 8, from 4:30-6:30 p.m. Grab some drinks and meet with some exhibitors before heading out to the numerous networking events, parties and more hosted throughout Chicago.

3 REFRESH LOUNGE: Quench your thirst as you visit with the many

exhibitors within the Exhibit Hall. There will be complimentary water and beverages distributed during the morning and afternoon breaks on the two main days of the conference.

4 RECHARGE LOUNGE: Stay powered up for the duration of

IRCE. With the ability to charge a wide variety of devices in a secure area, it’s the perfect place for attendees to sit-down, relax and recharge their mind while recharging their mobile devices.

5 REFUEL LOUNGE: The Refuel Lounge is the destination for

attendees to grab a snack and relax while making their way through the Exhibit Hall. Located right in the center of the hall, it’s easy to find and your first destination during conference breaks.

6 MASSAGE STATION: Take a moment to unwind and re-

energize with a complimentary chair massage, at the Massage Station within the Exhibit Hall.

7 “WIN THE WHEELS” TOUR AND DRAWING: IRCE affords attendees

several opportunities to win raffle prizes, with none being more coveted than a brand new car! Last year, the winner drove away with a shiny new Mercedes Benz CLA 250r.

Made possible by generous advertisers of the June issue of Internet Retailer magazine, the booth tour and drawing take place in the Exhibit Hall on Thursday, June 9. The lucky winner will receive the keys to a brand new luxury vehicle.

8 GOURMET COFFEE & BACON STATION: Grab a pick-me-up at

the coffee station, where you can get some complimentary gourmet coffee and some delicious bacon to stay alert for a full day of learning and networking.

9 CHARGING STATION: Ensure your devices are fully powered up

during the course of IRCE. Charging stations in the back of the hall provide attendees another spot on the Exhibit Hall floor to keep those devices at 100%.

10 JUICE BAR: Give yourself a healthy reward while you network with

peers and browse the expansive Exhibit Hall. The brand-new-for-2016 Juice Bar will be located in the Exhibit Hall – a welcome addition for a healthy break!

11 THE STUDY: Need to take a moment to relax and take a break

from the hustle and bustle of the show floor? Then this is the place for you. This space will serve as a quiet oasis to take a seat and relax.

12 LINK LOUNGE: IRCE is the place to network! Connect with fellow

attendees via the IRCE app or through the invitation email, and use the IRCE Link Lounge, located in the Exhibit Hall, as your designated meeting place.

13 THE BACKYARD: The BackYard is the place to relax after a day of

sessions and play some fun old school backyard games! Located in the back of the Exhibit Hall, drop by to play your fellow attendees in pool, try out your aim with bags, or see how skilled you are in foosball.

There’s no better place than the Exhibit Hall at IRCE to network with old and

new friends, and have some fun and food while you are at it! Enjoy a cocktail

at the two receptions, meet with fellow attendees in the Link Lounge, and

enjoy the benefits of one of our new hot-spots: the Refresh Lounge, Recharge

Lounge and Refuel Lounge!

The Retail Networking Event of the Year


PREVIEW GUIDE

Sweet Home Chicago

IRCE 2016 returns to its hometown - the incredible city of Chicago. Situated in the center of the country, with two major international airports, getting to Chicago is easy. And with the expanded IRCE hotel block, you’ll receive great discounts at a variety of hotels.

Chicago is more than just a big city. Besides its striking downtown, which includes some of the tallest buildings in the world, Chicago has a distinctive coastline, hundreds of vibrant parks and 77 unique neighborhoods.

In Chicago you will find incredible shopping on The Magnificent Mile, a Michelin-rated dining scene and exciting nightlife. The city also vaunts more than 60 museums, five regional Tony Award-winning theaters and, no matter the season, a sports team to cheer to victory.

HOTELSOur expanded hotel block includes an incredible variety of choices for your stay at IRCE – from the remarkably stunning Palmer House Hilton in the heart of the Chicago’s loop to the vibrant and innovative Virgin Hotel to the legendary Hyatt Regency located right on the Chicago river.

Hotel rates start at $253 per night and the block sells out early. Book soon for best availability!

SHUTTLE SERVICEMany of the hotels on the IRCE block will offer complimentary door to door shuttle service via McCormick Place’s private express bus route. Avoid the traffic and taxi fees and arrive relaxed and ready to start your day! A full shuttle schedule will be posted on irce.com closer to the show, look for the shuttle icon when booking your hotel for locations that offer door to door service.

IRCE’s official hotels are offered through the travel experts at onPeak. Book through irce.com to receive the discounted rates.

IRCE 2016


4-Tell71 lbsAabaco Small Business Acceleration PartnersAccurate Box CompanyAct BoldAddShoppersAdobe SystemsAdRollAffiliate WindowAffiliateManager.comAffirm, Inc.AFMS Global Logistics

ConsultantsAFS Shipping PartnersAgility MultichannelAgilOne Inc.Air Waves, Inc.AirSaverAkamai TechnologiesAkeneoAlertBotAlexander Interactive Inc.AltiusAmericaneagle.comAPC Postal Logistics LLCAptosAramexAria Systems, Inc.Artifi LabsAsendia eShopWorldATTRAQTAuthorize.NetAvalaraAvantLinkAvectous Integrated

SoftwareAzoyaBarillianceBigcommerceBizowieBKA ContentBlue AcornBlue Cherry GroupBluecoreBox On Demand LLCBrand ViewBroadleaf CommerceBronto SoftwareBuzztala, LLC.

Canada PostCardinalCommerce

CorporationCCJKCelebros Conversion

TechnologiesCelerant TechnologyCertonaChannel IQChannelAdvisorChargeback Gurus -

Merchant CopsChetu Inc.Chicago Tag & LabelCircle CommerceClassy LlamaClearbridge MobileClickTaleCloud ConversionCloudCrazeCommerceHubCommerceV3, Inc.ConnexityConvermaxConversions on DemandCorelead InteractiveCorraThe Credit JunctionCriteoCubiScanCuralateCustora, Inc.CybageDasinfomedia Pvt. Ltd.DCKAPDECORA DesignsDemandwareDematicDeposcoDesktopShipperDHL eCommerceDigital ElementDigital RiverDirect Link WorldwideDistil NetworksDistribution AlternativesDM FullfillmentDomoDotcomWeaversdotmailer

E-commerce Image EditingEasyPosteBayeBay Enterprise

Affiliate NetworkeBay Enterprise

Marketing SolutionseBay Enterprise OperationseComchainEcomitizeEdgecaseElite SEM eMerchantEndiciaEngineering InnovationEstafeta Solucions Logistica

S.A. de C.V.Etail SolutionsEtech Global ServicesExclusive Concepts Inc.Express Messenger

Systems, IncFanplayr Targeted

ConversionsFedExFeedvisorFeefoFIDELITONEFirst Flight SolutionsFirstMileFitForCommerceFlanders Investment

and TradeFlexShopperForterFox IV Technologies, IncFreestyle SolutionsFuelXFulfillment.comFuturePayG2 CrowdGen3 MarketingGlobal AccessGlobal Delivery NetworkGlobal ResponseGlobegistics, Inc.GoECartGorilla GroupGroup FiOGroupBy Inc.

GTMSGuidanceHawk SearchHeartlandHelp.comHighJumpHostway Services, IncHostwindshybris Software,

an SAP CompanyICD TranslationIdeosity, Inc.IDR Marketing PartnersIDS - Integrated Distribution

Services, Inc.iGlobal StoresIgnite OPMIBM Marketing CloudInbentaInferlyticsIngram Micro Commerce

& Fulfillment SolutionsInnotrac/SmartHubinRiver IncInsite SoftwareIntelligent AuditInternet RetailerInterpro Translation SolutionsIntershopIntuitInvodoIPGIsrael’s Economic MissionJagged PeakJCB InternationalJLLJR Language

Translation ServicesKalioCommerceKevy, LLCKiboKountLandmark GlobalLiquidPixelsListrakLiveIntentLoyalty BuildersLYONSCGMad MobileMagento Commerce

Exhibitor List


PREVIEW GUIDE

MagicLogicMagneticMagnetic Ticket & LabelMailChimpMark Roberts Motion ControlMarketLiveMaropostMasterCardMcFadyen SolutionsMelissa DataMerchant WordsMerchantAdvantage LLCMeridian Global ServicesMerkle|RKGMidco ConnectionsMiniSoftMiraklMivaMobilityeCommerceMonsoon CommerceMove MethodMozuMultichannel MerchantNational Fulfillment ServicesNatural SolutionsNavigo Consulting

Group, Inc.NeedleNetElixir, Inc.NetSuite, Inc.Newegg.comNewgisticsNexcessNextopia Software

CorporationNucleus CommerceNumina GroupOHLOlapicOnBrand24OnRampOPEX Material HandlingOpinionLabOptileadOptimizelyOptimoveOrderCloud by Four51OroCRMOrtery TechnologiesOSM Worldwide

OSSCubePacksizePage One PowerParcel Insurance PlanPCA PredictPerficientPerformance TeamPFSwebPitney BowesPlanet PaymentPM DigitalPowerReviewsPrestaShopPrestige Marketing IncPricefalls.com MarketplacePriceManagerPriceWaiter, LLCPromotion Fulfillment CenterProShip, Inc.PulsarFour PunchOut2GoQuantcast CorporationQubitRackspaceRakutenRand MarketingRanpak Corp.Razorfish GlobalReflektionRefund Retriever, LLCRefundsManager.comRestaurant.comRetailMeNot, Inc.Rio SEORJMetrics Inc.RobofirmROC CommerceROI Revolution, Inc.Royal Cyber Inc.RR DonnelleySaddle Creek

Logistics ServicesSalesWarpSalsifySapientNitroSarsisSchaefer Systems

International Inc.Sealed AirSearch Technologies

Searchmetrics, Inc.SearchReputation.netSearchSpringSEKO LogisticsSellerActiveSellerCloudSellerEngine SoftwareSellerLabsSelligentSEMrushShanghai WANHONG

Printing Co.,Ltd.ShareASaleShenzhen 4PX Information

Technology Co. LtdShippingEasyShipStationShipsuranceShipware, LLCShipWorksShopatronShopgateShopify PlusShopper Approved,

Trust GuardShopSociallyShotfarmSigginsSimilarWebSimple HelixSite VibesSitecoreSiteimproveSiteSpect, Inc.SkubanaSkuVaultSLI Systems, Inc.SMARTASSISTANTSmartBear SoftwareSnagshoutSnap36SnapfulfilSoastaSocial AnnexSomething DigitalSpeed CommerceSPISPS CommerceSSIStalco IncStamps.comSteelHouseStellaServiceSureDoneSwiftypeSymantecSymphony CommerceSystems Technology, Inc.Tagazu - Interactive Video

PlatformTealiumTeapplix IncTECHROMIX

TemandoTension Packaging

& AutomationThank You BackThanx MediaThill, Inc.TipaltiTranslations.comTransportation ImpactTrueShip LLCTrustpilotTurnTo NetworksTVPageU-PIC Insurance ServicesUnbound CommerceUnited Fulfillment

Solutions, Inc.United States Postal ServiceUniteU CommerceUPSUPS i-parcelUsability SciencesUserTestingVelaroVenable LLPVerified ReviewsVeriShip Inc.Veterans AdvantageVinculum LimitedVisa, Inc.Visual IQVisual Website OptimizerVTEXWeb 2 Market, Inc.Web Talent MarketingWebgility, IncWebJaguarWebLinc Commerce PlatformWhereowareWilandWindsor CircleWise Commerce IncWooCommerceWorld FirstWorldpayWpromoteX-CartYotpoYottaaYourediZeroLag Hosting

and Cloud ServicesZmagsZnode

Formatted exhibitors are 2016 level sponsors Current as of Jan. 15, 2016

Exhibitor List

IRCE 2016


Registration & Pricing Chicago | McCormick Place West

IRCE 2016 REGISTRATION: REGISTER EARLY TO SAVEIRCE offers a wide variety of pass types to satisfy your needs. Get full access to IRCE 2016 with four days of education, plus full access to the Exhibit Hall, conference and all networking opportunities. Short on time? Choose the two-day conference pass for access to the incredible main stage speakers, afternoon tracks and the Exhibit Hall. If you’re in the market for new solutions, an Exhibit Hall only pass allows entrance to the exhibition for the duration of IRCE.

CONFERENCE REGISTRATION* INCLUDES:

Exhibit Hall pass for the entire event Cocktail receptions in Exhibit Hall on June 7 and 8

Lunch or meal voucher for each registered conference day

*Exhibit Hall Only passes do not include these benefits, with the exception of the cocktail receptions. For specific benefits of each pass type, refer to the pass type chart on page 55.

REGISTERING FOR IRCE 2016 IS EASYYou can register online in minutes at irce.com – it’s quick and easy. Register early to ensure you get the best price. Early bird rates expire on April 4. All registrations must be pre-paid by credit card.

GROUP DISCOUNTSIRCE offers something for everyone! Consider bringing a group from your company. The more you bring, the more you save. Contact [email protected].

Questions? Contact us!

800-352-IRCE (toll free)

312-292-9000 (international residents)

[email protected]

mailto:[email protected]



PREVIEW GUIDE

IRCE 2016Early-Bird (11/16/15 -

4/4/16)

Pre-Show(4/5/16 - 6/4/16)

On-Site(6/5/16 - 6/10/16)

2 Day Conference & 2 Workshops: June 7, 8, 9 & 10 - Best Value!Includes general sessions June 8 & 9, all conference track sessions on June 8 & 9 and all pre and post conference workshops on June 7 & 10. Pass also includes seated lunch during workshop and lunch vouchers (up to $15) for use on June 8 & 9. Exhibit hall pass for duration of the event is included, as well as exhibit hall events: Welcome Reception (June 7) and Cocktail Reception (June 8).

$1,400 $1,500 $1,600

2 Day Conference & 1 Workshop: June 8 & 9, Plus June 7 OR 10

$1,160 $1,260 $1,360

2 Day Conference: June 8 & 9Includes general sessions June 8 & 9 and all conference track sessions on June 8 & 9. Pass also includes lunch vouchers (up to $15) for each June 8 & 9. Exhibit hall pass for duration of the event is included, as well as exhibit hall events: Welcome Reception (June 7) and Cocktail Reception (June 8).

$925 $1,025 $1,125

1 Day Workshop: June 7 OR 10 OnlyIncludes access to all workshop sessions on pre or post conference workshop day ONLY (June 7 OR June 10) and lunch on selected workshop day. Exhibit hall pass for duration of the event is included, plus exhibit hall events: Welcome Reception (June 7) and Cocktail Reception (June 8).

$410 $510 $610

Qualified Exhibit Hall Only:* Retailers OnlyIncludes access to the exhibit hall for the duration of the event, plus Welcome Reception (June 7) and Cocktail Reception (June 8). Pass excludes admission to conference or workshop sessions, lunches and anyother privilege associated with other conference options.

*Qualified retailers receive reduced cost access to the IRCE exhibit hall. Qualified attendees are: retail businesses selling products online to consumers. Credentials must be provided and will be reviewed prior to qualification. IRCE retains the right to adjust pass pricing based on qualification. If you do not qualify, please register for the non-qualified pass type.

$80 $80 $100

Non-Qualified Exhibit Hall Only: Businesses, Non-Exhibiting Vendors, Analysts and AgenciesIncludes access to the exhibit hall for the duration of the event, plus Welcome Reception (June 7) and Cocktail Reception (June 8). Pass excludes admission to conference or workshop sessions, breakfasts, lunches and any other privilege associated with other conference options.

For questions about qualification, contact [email protected]

$410 $410 $510

ATTENDEE PRICING

Cancellation Policy: Cancellations and refund requests (for paid conference registrations) must be made in writing and emailed to [email protected]. Cancellation requests received through Monday, April 4, 2016 will be refunded 75% of the total registration amount paid. Cancellation requests received between April 5, 2016 and May 6, 2016 will be refunded 50% of the total amount paid. Cancellation requests received after May 6, 2016 are non-refundable. Cancellation requests received within 48 hours of booking will be refunded 100% minus a processing fee. Substituting a di�erent person on an existing registration can be done by calling 800-465-5514.

Includes general sessions June 8 & 9, all conference track sessions on June 8 & 9 and all pre or post conference workshops on June 7 OR June 10. Pass also includes lunch vouchers (up to $15) on June 8 & 9 and lunch during your selected workshop day. Exhibit hall pass for duration of the event is included, as well as exhibit hall events: Welcome Reception (June 7) and Cocktail Reception (June 8).

IRCE 2016Early-Bird (11/16/15 -

4/4/16)

Pre-Show(4/5/16 - 6/4/16)

On-Site(6/5/16 - 6/10/16)

2 Day Conference & 2 Workshops: June 7, 8, 9 & 10 - Best Value!Includes general sessions June 8 & 9, all conference track sessions on June 8 & 9 and all pre and post conference workshops on June 7 & 10. Pass also includes seated lunch during workshop and lunch vouchers (up to $15) for use on June 8 & 9. Exhibit hall pass for duration of the event is included, as well as exhibit hall events: Welcome Reception (June 7) and Cocktail Reception (June 8).

$1,400 $1,500 $1,600

2 Day Conference & 1 Workshop: June 8 & 9, Plus June 7 OR 10

$1,160 $1,260 $1,360

2 Day Conference: June 8 & 9Includes general sessions June 8 & 9 and all conference track sessions on June 8 & 9. Pass also includes lunch vouchers (up to $15) for each June 8 & 9. Exhibit hall pass for duration of the event is included, as well as exhibit hall events: Welcome Reception (June 7) and Cocktail Reception (June 8).

$925 $1,025 $1,125

1 Day Workshop: June 7 OR 10 OnlyIncludes access to all workshop sessions on pre or post conference workshop day ONLY (June 7 OR June 10) and lunch on selected workshop day. Exhibit hall pass for duration of the event is included, plus exhibit hall events: Welcome Reception (June 7) and Cocktail Reception (June 8).

$410 $510 $610

Qualified Exhibit Hall Only:* Retailers OnlyIncludes access to the exhibit hall for the duration of the event, plus Welcome Reception (June 7) and Cocktail Reception (June 8). Pass excludes admission to conference or workshop sessions, lunches and anyother privilege associated with other conference options.

*Qualified retailers receive reduced cost access to the IRCE exhibit hall. Qualified attendees are: retail businesses selling products online to consumers. Credentials must be provided and will be reviewed prior to qualification. IRCE retains the right to adjust pass pricing based on qualification. If you do not qualify, please register for the non-qualified pass type.

$80 $80 $100

Non-Qualified Exhibit Hall Only: Businesses, Non-Exhibiting Vendors, Analysts and AgenciesIncludes access to the exhibit hall for the duration of the event, plus Welcome Reception (June 7) and Cocktail Reception (June 8). Pass excludes admission to conference or workshop sessions, breakfasts, lunches and any other privilege associated with other conference options.

For questions about qualification, contact [email protected]

$410 $410 $510

ATTENDEE PRICING

Cancellation Policy: Cancellations and refund requests (for paid conference registrations) must be made in writing and emailed to [email protected]. Cancellation requests received through Monday, April 4, 2016 will be refunded 75% of the total registration amount paid. Cancellation requests received between April 5, 2016 and May 6, 2016 will be refunded 50% of the total amount paid. Cancellation requests received after May 6, 2016 are non-refundable. Cancellation requests received within 48 hours of booking will be refunded 100% minus a processing fee. Substituting a di�erent person on an existing registration can be done by calling 800-465-5514.

Includes general sessions June 8 & 9, all conference track sessions on June 8 & 9 and all pre or post conference workshops on June 7 OR June 10. Pass also includes lunch vouchers (up to $15) on June 8 & 9 and lunch during your selected workshop day. Exhibit hall pass for duration of the event is included, as well as exhibit hall events: Welcome Reception (June 7) and Cocktail Reception (June 8).

Questions? Contact us!

800-352-IRCE (toll free)

312-292-9000 (international residents)

[email protected]





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