[webinar] sleigh the season: what holiday shopper want, how retailers plan to deliver
TRANSCRIPT
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Sleigh the Season
What Holiday Shoppers Want, How Retailers Plan to Deliver
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Your presenters
Jim DavidsonHead of Research at Bronto
Chad Ledford CRO at AddShoppers
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The Shopper The Holiday Shopper
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Holiday Shopping!
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Holiday Shopping?
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Stores OpenGifts Under $20Shop by PriceDoorbustersGift GuidesOnline Only
Stores Open LateDays of Saving
Stores ClosedShop for Him/Her
Free ShippingGuaranteed DeliveryShipping Deadlines
In-Store OnlyGift CardsFlash Sale
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What do holiday shoppers really want in 2015?
Are retailers prepared to meet shopper expectations?
CONSUMERS RETAILERSVS
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• Timing & targeting throughout the holidays
• Consumers finding new ways to shop
• Expectations for convenient, seamless experiences
• 1,000+ Holiday Shoppers
• 100+ Retailers (Web Only and Multi-Channel)
bronto.com/HolidayReport
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Timing is Everything
Prepping the Promo
Making Mobile Merry
Wrap Up
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Timing is Everything
Prepping the Promo
Making Mobile Merry
Wrap Up
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CONSUMERS RETAILERS
When do you start
HOLIDAY SHOPPING?
When do you start
HOLIDAY MARKETING?
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• 53% of retailers start holiday marketing in September or earlier• 27% of shoppers wait until Black Friday to start shopping
When do you start your holiday shopping / marketing?
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• Cliché holds true: Women start early, Men wait until the last minute• Trends align throughout most of the season
When do you start your holiday shopping?
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• Seniors represent largest early and late starters• 22% of Millennials start holiday shopping on Black Friday
When do you start your holiday shopping?
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Timing is Everything
Prepping the Promo
Making Mobile Merry
Wrap Up
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Most Popular
Most Divisive
Most Hated / Least Effective
• Be prepared to shift promotional strategies if sales flatline
Most Loved / Most Effective Promos
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• Test BOGO variations to targeted segments• ex. “Buy One, Get One 20% Off” to repeat customers or non-purchasers
Promos that make you want to buy / will be used
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• Understand your competitor's strength• Adapt and react: prep promos that can battle unexpected seasonal shifts
Holiday Sales: Online Only vs Online & In-Store
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• Availability of in-store pick up outpaces shopper demand• Opportunity to increase shopper awareness of the service
Do you plan you use / offer in-store pick up?
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Do you want to
LOSE 38% OF HOLIDAY SHOPPERS?
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• Can’t offer free shipping? Build a compelling abandonment strategy!• Don’t hide shipping limitations. Highlight other value propositions.
Free Shipping: Shopper Expectations vs Retailer Plans
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• Online only retailers need to prepare for abandonment related to shipping costs• Consider targeted free shipping offers to most loyal shoppers and/or first time buyers
Free Shipping: Online Only vs Online & In-Store
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Timing is Everything
Prepping the Promo
Making Mobile Merry
Wrap Up
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• Expectation vs Reality• More common, but not fully integrated into the shopping experience• Should not discourage mobile checkout optimization
Consumer Smartphone Usage vs Marketer Expectations
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Consumer Smartphone Usage vs Marketer Expectations
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Timing is Everything
Prepping the Promo
Making Mobile Merry
Wrap Up
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Timing is Everything
Prepping the Promo
Making Mobile Merry
• Anticipate mid- and late-season shoppers• Target (or exclude) demos to avoid overmailing
• Adjust promos thoughtfully – not in a panic!• Select products and promos that fit demos /
interest
• Increase awareness. Educate shoppers• Focus on features shoppers want to see
Wrap Up
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• Advanced critical planning tools• Month-by-month planning guide
• Downloadable workbooks• Tips for successful holiday campaigns
bronto.com/holidays
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What we’ll review...
Social Commerce StatsUnique Campaign Strategies
Important Q4 Dates
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Across 10,000 Retailers$90M+ in tracked revenue
100M+ products
addshoppers.com/stats
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Trending WallEmbedded social products
Allow your visitors to see your most shared products
Increase AOV and page views
Integrate real-time social data (Likes, Tweets, Pins, Wants, etc)
Customize to match your brand
SEO indexable fresh content
Did you know?
Socially-engaged users spend 8.2% more
In Q4 2014, users who shared or came from a social network spent $126.12 on average vs. non-socially engaged users who spent $116.55.
How much is a share worth?
$1.03 per tweet 80¢ per share 67¢ per pin
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Health & BeautyApparel & Clothing
Trending WallEmbedded social products
Allow your visitors to see your most shared products
Increase AOV and page views
Integrate real-time social data (Likes, Tweets, Pins, Wants, etc)
Customize to match your brand
SEO indexable fresh content
Did you know?
Pinterest is the new “Google Shopping”.
This year, Pinterest has eclipsed Facebook in total sharing volume - now 250% more shares to Pinterest than Facebook.
Top categories for Pinterest
Home & Garden
Conversion rates 180% higher during Q3/Q4.
Conversion rates 293% higher during Q4.
AOV 9.8% higher during Q4 2014 vs Q3 2014.
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Entertainment & MediaNovelty
Trending WallEmbedded social products
Allow your visitors to see your most shared products
Increase AOV and page views
Integrate real-time social data (Likes, Tweets, Pins, Wants, etc)
Customize to match your brand
SEO indexable fresh content
Did you know?
Use Facebook as a distribution platform like e-mail
● 27.56% of social revenue comes from Facebook. ● Facebook Shares converted 544% higher than Likes.● Facebook traffic converted 153% higher during Q4 in 2014 vs Q1-Q3.
Top trending categories for Facebook
Collectibles
Social sales increased by 29.26% from Q3 to Q4.
Conversion rates 209% higher during Q4.
AOV 44% higher during Q4 2014 vs Q1-Q3 2014.
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XXXMature / ViceSports & Outdoors
Trending WallEmbedded social products
Allow your visitors to see your most shared products
Increase AOV and page views
Integrate real-time social data (Likes, Tweets, Pins, Wants, etc)
Customize to match your brand
SEO indexable fresh content
Did you know?
Use Twitter to drive real-time awareness
35.64% of total clicks come from Twitter
Top trending categories for Twitter
Holiday
Referral traffic from Twitter 155% higher during Q4.
Referral traffic from Twitter 136% higher during Q4.
AOV 11% higher during Q4 2014 vs Q1-Q3 2014.
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Office SuppliesHoliday
Trending WallEmbedded social products
Allow your visitors to see your most shared products
Increase AOV and page views
Integrate real-time social data (Likes, Tweets, Pins, Wants, etc)
Customize to match your brand
SEO indexable fresh content
Did you know?
E-mail - 1 to 1 sharing
● Don’t forget about email when it comes to social sharing! ● Emails to a friend are the highest converting type of share at 9.39%.● A share via email on average generates $12.41.
Top trending categories for E-mail
Travel
AOV 78% higher during Q4.
Social sales 30.5% higher during Q4.
% of shares 261% higher during Q4.
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What holiday shoppers want & unique campaign strategies...
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Trending WallEmbedded social products
Allow your visitors to see your most shared products
Increase AOV and page views
Integrate real-time social data (Likes, Tweets, Pins, Wants, etc)
Customize to match your brand
SEO indexable fresh content
Shoppers Want...
71% of consumers want % discounts
Strategy: Offer a discount, but get your customers to work for it. Avoid “open couponing.”
Tactics:● E-mail capture for new customers to get 10% off● Share products for 10% off coupon ● Give 10% & Get 10% with Refer-a-Friend campaigns
Replace image with an image reflecting one of the 3 discount points.
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38% of shoppers abandon without free shipping
Strategy: Show free shipping promotions to customers who are about to abandon the shopping experience.
Tactic: Trigger an exit modal when someone abandons their cart or use it as an incentive to grow your e-mail list.
Share for Free Shipping ModalJames, you’re $5.61 away
from Free Shipping!
Keep Shopping
Shoppers Want...
Pro tip
See the mobile version to the right -- it uses Facebook Connect instead of a manual email entry to boost conversion rates
Welcome!Connect with Facebook for
free shipping
| Connect
No Thanks
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Pinterest.com Survey: 47% of shoppers say that Pinterest has inspired a gift purchase.
Strategy: Seed Pinterest with your products NOW so your products are discovered first when customers start holiday shopping.
Tactic: Host a social giveaway (eg, “Pin to Win”) to rapidly spread your products across social channels at scale.
Shoppers Want...
Pro tips
1. Do this during the holiday season and you’ll take advantage of the increased traffic to drive even more sharing.
2. The increased referral traffic will last far beyond this Q4!
PIN IT TO WIN ITENTER TO WIN A $200 GIFT CARD BY PINNING YOUR FAVORITE PRODUCTS
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Trending WallEmbedded social products
Allow your visitors to see your most shared products
Increase AOV and page views
Integrate real-time social data (Likes, Tweets, Pins, Wants, etc)
Customize to match your brand
SEO indexable fresh content
Shoppers Want... Standard shipping guaranteed by Christmas. 3d 6hr left!
You to help them get their shopping done on time.
Strategy: Use shipping deadlines to create urgency.
Tactic: Advertise your shipping deadlines across your site with a countdown timer.
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A Personalized Shopping Experience
Women start shopping earlier & men wait till the last minute. 22% of millennials start shopping on Black Friday while seniors start earlier.
Strategy: Segment your customers based on demographic data that accommodates their shopping habits.
Tactic: Alter your promotional messaging to match the segment it’s targeting. Let’s look at example welcome offers for two crucial holiday sales:
Shoppers Want...
Pro tip
Match popup modals on your website to segment-specific messaging to drive higher conversions.
Last Day for free standard
shipping!
Shop Now
Shop our Early Black Friday sale!
Shop Now
Targeted to Men Targeted to Women
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Trending WallEmbedded social products
Allow your visitors to see your most shared products
Increase AOV and page views
Integrate real-time social data (Likes, Tweets, Pins, Wants, etc)
Customize to match your brand
SEO indexable fresh content
Shoppers Want...
A reason to come back after the holidays
Strategy: Get customers to come back after the holiday rush.
Tactic: Allow customers to share out their holiday purchases in exchange for gift certificates they can use in January.
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Important Dates
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Trending WallEmbedded social products
Allow your visitors to see your most shared products
Increase AOV and page views
Integrate real-time social data (Likes, Tweets, Pins, Wants, etc)
Customize to match your brand
SEO indexable fresh content
Dates of Note
Build your marketing calendar around these holidays
Monday Oct 12: Columbus Day & Thanksgiving (Canada)Saturday Oct 31: Halloween
Tuesday Nov 3: Election DayWednesday Nov 11: Veterans Day & Singles DayThursday Nov 26: ThanksgivingFriday Nov 27: Black FridayMonday Nov 30: Cyber Monday
Sunday Dec 6: Hanukkah BeginsThursday Dec 10: Human Rights DayMonday Dec 14: Green Monday & Hanukkah EndsThursday Dec 24 & Friday Dec 25: Christmas Eve & Christmas DaySaturday Dec 26: Boxing Day & Kwanzaa BeginsThursday Dec 31: New Year’s Eve
Friday Jan 1: New Years Day & Kwanzaa Ends
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Trending WallEmbedded social products
Allow your visitors to see your most shared products
Increase AOV and page views
Integrate real-time social data (Likes, Tweets, Pins, Wants, etc)
Customize to match your brand
SEO indexable fresh content
Shipping Deadlines
● Priority Mail International - Mon 12/14/2015● Standard Post & Media Mail - Wed 12/16/2015● Priority Mail Express Intl. - Sat 12/19/2015● Priority Mail, First Class Mail, & Global Express Guaranteed -
Mon 12/21/2015● Priority Mail Express - Wed 12/23/2015
● FedEx Ground & FedEx Home Delivery - Fri 12/18/2015● FedEx Express - Sat 12/19/2015● FedEx 2Day - Tue 12/22/2015● FedEx Overnight - Wed 12/23/2015
● UPS Ground - Fri 12/18/2015● UPS 3-Day Select - Sat 12/19/2015● UPS 2nd Day Air - Tue 12/22/2015● UPS Next Business Day - Wed 12/23/2015
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Jim Davidson, Bronto Software Head of Research [email protected]@Bronto
Chad Ledford + AddShoppers [email protected]@AddShoppers
Questions? Follow Up?
Trending WallEmbedded social products
Allow your visitors to see your most shared products
Increase AOV and page views
Integrate real-time social data (Likes, Tweets, Pins, Wants, etc)
Customize to match your brand
SEO indexable fresh content
Thank you!
To learn more about AddShoppers, check out our trending resources:
addshoppers.com/trending-resources
To learn more about Bronto, please visit:
www.bronto.com
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Trending WallEmbedded social products
Allow your visitors to see your most shared products
Increase AOV and page views
Integrate real-time social data (Likes, Tweets, Pins, Wants, etc)
Customize to match your brand
SEO indexable fresh content
Who is Bronto?
Marketing automation for commerce
Founded in 2002
Bootstrapped & organically funded, growing at 40% YOY
#1 email service provider to the Internet Retailer Top 1000
Now serving 1400+ brands worldwide
7-time winner of the Stevie Award for Best Customer Service Dept
Acquired by NetSuite in June 2015
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On-site Commerce Marketing Platform
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Influencer Analytics
ROI Tracking
AddSocial
Social Login
Smart Sharing Buttons
Trending Wall
Purchase Sharing
AddReferrals
Refer-a-Friend
Social Rewards
Contests & Giveaways
Smart Web Retargeting
Facebook Retargeting
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AddTargeting
Influencer Growth Platform