View this case study to learn how Hunter Fan increased online revenue 3X with an innovative mobile strategy for both their retailers and product buyers. Featuring a partnership between digital agency Ntara and product registration company Registria. Learn how a 2 tiered mobile strategy engaged both retailers and product buyers. See how Hunter Fans used product packaging to engage buyers on their phones. Learn how your brand can find "Super Buyers" with mobile and increase e-commerce revenue.

1. Win at B2B2C with Mobile

2. 2
Speakers
Andy Didyk - VP of Account Services - VP of Account Services at Ntara,
Andy Didyk is responsible for the overall business development and digital
strategy for Ntara's clients. He functions as a Subject Matter Expert in
eCommerce (B2B and B2C), and digital strategy for leading Fortune 500
branded manufacturers, technology companies, healthcare, retail, and
more.
Ben Lockett - VP of Sales - Ben, a former tank commander with the
British Army, is responsible for sales of Registria’s Solution to new
enterprise clients. In addition, he runs Registria’s Inside Sales Team. Ben
has significant experience in helping companies understand the
technologies available to get maximum value from customer data.

3. Discussion Points
• Learn how a 2 tiered digital-mobile strategy engaged both
retailers and product buyers
• Learn how your brand can find "Super Buyers" and
increase direct e-commerce revenue
• See how Hunter Fan used product packaging to engage
buyers on their smartphones
3

4. Hunter Fan
Success Story

5. B2CT’S WHAT CONSUMERS WANT
It’s what consumers want
According to Forrester, more than a third of US online
consumers surveyed expressed a preference for buying
directly from manufacturers.
52 percent of online shoppers in the U.S. visit a website with
the intention of buying. These buyers are driven by a greater
assortment of products and their loyalty to the brand.
Source: PwC, 2016. 2016 Total Retail Report
34%
5

6. Hunter Fan B2B2C Challenge
Multiple, disjointed
systems
• Data housed in different
ERP, CMS, Excel files
• Manual batch processes to
integrate data
• Product info not updated
Product registration broken
• 1 million paper registrations
not in a system
• Complicated UX for online
registration
• Low registration rate
Business
(Hunter Fan)
Business
(Retailer)
Consumer
(Buyer)
Outdated B2B2C Strategy
• 125 year old venerable brand
• B2B marketing support has
process and system gaps
• Need B2C mobile strategy
(50% site visitors via mobile)
6

7. 7
Hunterfan.com

8. 8

9. Casablancafanco.com

10. Customcasablanca.com

11. Hunterindustrialfan.com

12. Hunter Fan
Digital-Mobile Ecosystem
Business
(Hunter Fan)
Business (Retailer)Consumer (Buyer)
Product Registration
Hunter Industrial
Fan Connect (B2B)
HF Visualizer App
Friends & Family
HF Showroom
Hunter Dealer Locator
Legacy Fan Support
Fan Parts Purchase
Online Retail Partners
Casa Visualizer App
Casa Dealer Locator
Custom Casablanca
Amazon
Build.com
Canadian Tire
Capitol Lighting
CeilingFan.com
Costco
Delmar
Fan Diego
Fan Shack
Fan C Fan
Hansen
Home Depot
Lowes
Menards
Rona
The WebStore
Tuesday Morning
Wayfair
Hunter Fan
Casablanca
Marketing
Tech Support
Supply Chain
JD Edwards (ERP)
All Products
Product Manuals
Price Lists
Product Specs
Parts List
Cognos (BI)
Call Center
Product Catalogs
PIM
Ecommerce
Mobile App
Custom Portal Dealer Locator
Product Configurator
Detailed Product Support
©2016 Ntara, Inc. All contents
proprietary and confidential.
12

13. Custom PIM System: FanBase

14. Custom PIM System: FanBase

15. 15
Mobile to Drive Revenue
Entertain customers while
helping them navigate the
options
• Match Hunter fans to individual
tastes on the homepage
• Visualizer App to help shoppers
visualize fans in their rooms
Tripled online revenue YoY
Hunter Fan
Visualizer App
Match My Style, Space,
and Personality

16. e-Commerce
Online Retail
Big Box Retail
Hunter.com
(direct to consumer)
Mom & Pop Retail

17. Hunter Fan Site Performance
140
times increase in transactions
58
times increase in conversions
7.7%
increase in sessions
22.2%
increase in page views
31.2%
reduction in bounce rate
63.4%
improvement in average
redirection time
47%
improvement in average
server response time
38.2%
improvement in average
page load time
13.5%
improvement in average
pages per session

18. Finding Super Buyers
18

19. Registered Buyers = Super Buyers
Customers who register index 2.5X more than the average U.S. HH as "Super Buyers"
Source: Registria Research of 100+ brands in 2015, Datalogix Overlay
Super Buyers have the highest purchasing
activity and purchasing capacity in the US
Super Buyers comprise the top 5% of
consumers in the US
19
Source: 2015 Registria Trends Report

20. 20
First Touch with a Buyer
For brands who sell via retailers, the typical first touch with your buyer is through product
registration
Pre-Purchase Post-Purchase
Product Registration becomes the 1st Buyer
Touchpoint, the point when a Shopper becomes a
Buyer

21. 21
Channel Evolution
Mobile registration has tripled product registration rates, giving brands better and
quicker ways to identify customers
Source: Registria Research of 100+ brands in 2015
* For brands who provided
mobile as a registration option
*
Source: 2015 Registria Trends Report

22. 22
2005 vs 2015
Digital and mobile registration have given brands access to new audiences
Source: Registria Research of 100+ brands in 2015, Datalogix Overlay
Source: 2015 Registria Trends Report

23. 23
Speed to Engagement
With mobile registration, brands can onboard a customer within 24 hours
Source: Registria Research of 100+ brands in 2015
Source: 2015 Registria Trends Report

24. Photoregister Solution
• Reaches 100% of mobile
audience; No apps or downloads
required
• Identifies user by mobile number
or message application address
• Taps existing consumer
behaviors
• Uses location services
24
Hunter Fan Shoppers
50% visit Hunter Fan site using mobile
Online
Step 1: Take a photo of the camera icon
DEMO-SFF1000CLN
Step 2: Text, Message, or Post Photo
Smartphone
Text photo to
71403 (US, CAN)
Social
Messaging
Direct message
@photoregister
Register online at
www.myreg.photo

25. 25
Innovative Use of Packaging
Integrate mobile solution into packaging
Photoregister printed on inside
panel when box is opened

26. Hunter Fan
Impact of Photoregister
Hunter Fan Product
Registrations
• 100% launched on Hunter brand;
Casablanca brand underway
• 185% increase in registrations YoY
since launch in May 2016
• 32% of people are now registering
within 10 days of purchase
Web
58.1%
Mobile
41.9%
Hunter Fan uses Photoregister as gateway to new digital + mobile experience for its consumers
26
Paper, 0%

27. Registration Data: Consumer Insights

28. Registration Data: Consumer Insights

29. Registration Data: Consumer Insights

30. Key Insights
Increase direct e-commerce
and retail sales
Find high value customers
Monetize these relationships
Engage early and quickly
More and more consumers
register 24 hours after purchase
Consumers who register are
valuable in every industry
Registered buyers provide
more favorable ratings and
product reviews
Mobile registration attracts
more “Super Buyers”
30
Mobile is the gateway to find, engage, and monetize high value customers

31. Andy Didyk
VP of Account Services
didyk@ntara.com
(423) 926 8272 x8613
Ntara.com
THANK YOU
Ben Lockett
VP of Sales
blockett@registria.com
(303) 298 5612
registria.com
photoregister.com