selling in an e-commerce world - greater baltimore...

Selling in an e-Commerce World

Shopping, Suzette pulls out her phone

© Pitney Bowes 2015

Shoe stores!


This one looks great!


Suzette goes to the store


She finds some Cole Haans!


She signs up for sale updates


Suzette goes home with her shoes


Suzette gets a catalogue in the mail


Then, she gets a coupon in the mail!


Suzette goes online to the sale site


And finds a great pair of shoes!


The store gets her order


And considers the best way to ship


Different carriers


Different delivery options


Different prices


Different services


Shipping info is uploaded


Parcel movement is tracked


All the way to Suzette’s


Suzette gets her new shoes


And is really happy


Shifts in technology = physical + digital transactions in commerce.

1 billion globally connected digital buyers, purchasing physical goods. Source: eMarketer

$1 trillion+ in digital purchases of goods, physically shipped. Source: eMarketer

86% of marketers say that online combined with offline as part of one integrated campaign

is critical to long term success. Source: Forrester

75% of mobile users shop with their mobile device. Source: Nielsen

74% of smartphone owners use location-based services. Source: Balihoo

The New Landscape of Global Commerce


Businesses are Adapting

Cross-border selling

Location-based marketing

Multi-channel client service

A blending of physical

and digital transactions to enable advanced

commerce for clients.


https://www.google.com/url?q=http://blog.delicious.com/2012/07/delicious-features-update/&sa=U&ei=3uJPU4DlA4LF0QHQjYHACA&ved=0CD4Q9QEwCA&usg=AFQjCNHtjtVwWsuDc_Pa8WjJ4DA-bjWHJg

Physical + Digital Transactions = Stronger Results

Source: Wunderman

Contact

through

Mail Only

Contact

through

E-mail & Mail

Provided information you were

looking for 28.9% 37.6%

Communicated a message that

captured your attention 26.1% 37.6%

Gave a more positive outlook

about the brand 19.8% 23.7%

Resulted in purchase/use of

brand 35.8% 40.6%


45% of Millennials (age 18-33) say a combo -- digital ads combined with traditional ad channels -- are equally or more effective in influencing their brand decision making, compared to either as a standalone channel.

Source: Androit Digital, 2014

The top three actions consumers take after receiving direct mail from a brand they’re interested in: 44% visit a brand’s website 34% search online for more information about the product 26% keep the mailing for future reference.

Source: From Letterbox to Inbox, 2013, UK DMA



Product research on smartphones leads to…

Source: Google/Ipsos, Understanding the Mobile Consumer, May 2013

Making purchases

via computer

Making purchases

offline

40% 38%





Making purchases

via computer

Making purchases

offline

40% 38%

Customer who received a catalog spent

more money on website than those who did not receive.

Source: Winterberry Group Outlook 2010 (April 2010), The Maturation of Email in a Continuously Evolving Market

28%





Making purchases

via computer

Making purchases

offline

40% 38%

Customer who received a catalog spent

more money on website than those who did not receive.

Source: Winterberry Group Outlook 2010 (April 2010), The Maturation of Email in a Continuously Evolving Market

28%

Showrooming:

The practice of browsing goods at a store, then buying them online

Drives

50% of online sales

26% of shoppers in China, 13% in India and 7% In the U.S. showroom.


Source: IBM Institute for Business Value Study, 2012


Commerce Today: Digital to Physical

An established ecosystem that facilitates the interactions between companies and their prospects and customers.

DATA-DRIVEN MARKETING

PARCEL SHIPPING & LOGISTICS

INVOICES, STATEMENTS &

PAYMENTS

Targeting prospects and customers to generate interest in buying goods and services

Delivering those physical goods to the customer

Collecting payment for the goods and services


Enabling Data-Driven Marketing

Customer Information Management Software precisely cleanses large data sets for accuracy, identifies patterns, and signals contextual relevance for new commerce opportunities.

Mover Marketing Solutions connect advertisers with verified and high valued movers.

Location-Based Services create new capabilities, such as check-ins in which users identify their location, and marketers provide more relevant messaging and offers by reflecting location at a given time.

Geographic Information Solutions map geographical data, uncovering insights at specific locations for opportunities and better decision making.

Customer Engagement Solutions easily create and centrally control all customer communications, delivering the relevant messages in preferred channels for greater impact, efficiencies, and response.


Global Shipping Solutions seamlessly allow companies to ship sellers’ products from one part of the world to buyers in another.

Shipping Management Software provides a single view of carriers to help determine the best choice, and a single tracking view of all parcels regardless of carrier, allowing a business to better manage costs.

Enabling Parcel Shipping & Logistics


2015 USPS Promotional Calendar

Participation in these promotions and incentives requires registration with the USPS using the Business Customer Gateway. Each promotion and incentive program requires separate registration


https://gateway.usps.com/eAdmin/view/signin

*Near Field Communication (NCF) technologies, such as a chip, that can engage mobile devices and create an interactive experience for the recipient.

2015 USPS Promotions

Advanced or Emerging Technologies Promotion •First-Class and Standard Mail

• Encourage the use of “enhanced’ augmented reality or standard NFC* technology in mailing campaigns 2015 Promotion Ideas

Runs April 1 – September 30, 2015


2015 USPS Promotions

Mail Drives Mobile Commerce Standard Mail Mail must include a mobile barcode that can be scanned by a mobile device and leads the recipient to a mobile-optimized shipping website. Runs July 1 – December 31, 2015


Intelligent Mail® Tracking & Analytics

Uses the IMb on the mailpiece to track an individual piece of mail through the postal system. An excellent tool to provide visibility and measure delivery trends.


Destination option

For outgoing mail

Provides advance information about when mailpieces will reach their destinations

Origin option

For incoming mail

Anticipate when customers' checks, replies, or orders are returning

Destination

Origin

Intelligent Mail® Tracking & Analytics


Intelligent Mail® Package Barcode IM ®pb

The new package barcode provides improved tracking for USPS

® parcels-

• Priority Mail • First-Class Package Services* • Parcel Select* • Parcel Select Light Weight*

• End-to-End tracking with no additional

charge for most products

• Know when to expect your shipments to arrive

• Baked-in Insurance up to $50 for Retail

and Commercial Base Pricing and $100 for Commercial Plus customers Priority Mail.

*Commercial only product


Tracking built into pricing for major shipping products Full end-to-end tracking Rich information to help customers and USPS manage operations and improve customer experience

IMpb 100% Package Visibility


Enabling Statements, Invoices & Payments

Customer Engagement Solutions easily create and centrally control all customer communications for greater impact, efficiencies, and response.

Full Service Mailing Operations securely print critical and custom information, insert unique and relevant content, and finish for sending with tracking of individual pieces for added security.

Mail Creation Software and Postage Meters expedite access to postage and global delivery of important physical communications, statements, invoices for payments, and packages.

Digital Communications Platforms seamlessly deliver - with brand control and customization - statements, bills, and other documents to consumers who can manage their payments, via participating online channels.


Example 1: Acquiring New Customers

Patterns in data signal new prospects located in another country.

Personalized mail and email are delivered motivating online purchases.

As cross-border shipments, special handling is required for effective delivery to the locations.

Additional communications delivered leading to more purchases. Invoices sent driving in payments.




PAYMENTS


http://thumbs.dreamstime.com/z/red-welcome-character-person-9786034.jpg

https://www.google.com/url?q=http://cashier.ucmerced.edu/Pages/mail.aspx&sa=U&ei=4TVEU--4IOTY0gG_s4DIAQ&ved=0CDAQ9QEwAQ&usg=AFQjCNH16Km5I70uoUjV8SLnbYvUdMdBLw

Example 2: Location Driven Selling

Signaling location, triggers nearby participating retailers in a special offer.

After making a purchase, follow-on communications to secure more data occur.

Mailings are delivered with relevant context driving additional purchases.

Parcels of purchases are delivered




PAYMENTS

Included in parcels are a summary of purchases and an invoice for driving in payments.


https://www.facebook.com/about/location

https://www.google.com/url?q=https://www.odesk.com/blog/2009/05/email-advice-to-keep-clients-happy/&sa=U&ei=yF9EU6OEDtTo0AHVl4CoDQ&ved=0CCgQ9QEwAg&usg=AFQjCNG5c0LWEF1J7lcviG0m8vBXBOxqIQ

https://www.google.com/url?q=http://blog.evans.co.uk/2012/03/05/evansspringcatalogueplussizeclothing/&sa=U&ei=NmBEU93rNIOW0QHCtID4BQ&ved=0CDYQ9QEwBDgo&usg=AFQjCNE73ocy09URW7FGZJ4BOn6-pZe87A

http://shippingeasy.com/wp-content/uploads/2013/10/Multi-Carrier_Image.jpg

Example 3: Event Based Purchasing

A “new mover” is identified through unique access to data and targeted with an offer.

The new mover visits MyMove.com and preference data is captured.

Purchases are made and the orders are delivered to the home owner’s new location.

Now in the data base additional offers lead to ongoing purchases with invoices sent, driving in payments.




PAYMENTS


https://www.google.com/url?q=http://openhouseva.net/how-to-prepare-your-home-for-a-move/&sa=U&ei=PO9LU7L6FuaH0AHciYCgCQ&ved=0CEgQ9QEwDQ&usg=AFQjCNHOV9OJs5yMLfpGtYtRu_TdYK4lOw


https://www.google.com/url?q=http://www.intelcontrols.com/Delivery&sa=U&ei=4u9LU5-AHMTK0AHRtYH4BQ&ved=0CDwQ9QEwBw&usg=AFQjCNF3O3f6dzuXlJSIe7uG4P8De3m7IQ


It’s an e-Commerce World

https://www.google.com/url?q=http://blog.evans.co.uk/2012/03/05/evansspringcatalogueplussizeclothing/&sa=U&ei=NmBEU93rNIOW0QHCtID4BQ&ved=0CDYQ9QEwBDgo&usg=AFQjCNE73ocy09URW7FGZJ4BOn6-pZe87A

https://www.google.com/url?q=http://www.intelcontrols.com/Delivery&sa=U&ei=4u9LU5-AHMTK0AHRtYH4BQ&ved=0CDwQ9QEwBw&usg=AFQjCNF3O3f6dzuXlJSIe7uG4P8De3m7IQ

Thank you!

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