Paul Jameson Mankind Direct 02/06/09 Pindar Seminar 12th March 2008

Paul Jameson

02/06/09 Pindar Seminar 12th March 2008 www.Mankind.co.uk www.BeautyExpert.co.uk

Sales Growth 02/06/09 Pindar Seminar 12th March 2008

Learning the hard way… Going into Traditional Retail 02/06/09 Pindar Seminar 12th March 2008

Going into Traditional Retail

Learning the hard way… 02/06/09 Pindar Seminar 12th March 2008

Lesson’s to be learnt… Stick to core business model Ask if you’re product range really needs a bricks and mortar presence Go traditional retail => internet NOT internet => retail Don’t get seduced by glam of traditional retailing – it’s tough! 02/06/09 Pindar Seminar 12th March 2008

Stick to core business model

Ask if you’re product range really needs a bricks and mortar presence

Go traditional retail => internet NOT internet => retail

Don’t get seduced by glam of traditional retailing – it’s tough!

Learning the hard way… The perils of selecting the wrong Website Development Agency 02/06/09 Pindar Seminar 12th March 2008

The perils of selecting the wrong Website Development Agency

Lesson’s to be learnt… Check financial stability / ownership / years trading / co structure Don’t ask for references Ask who gave them a bad reference! If they say they can do something, make them prove it. Payment only when key project milestones are met. Cut losses & get out 02/06/09 Pindar Seminar 12th March 2008

Check financial stability / ownership / years trading / co structure

Don’t ask for references

Ask who gave them a bad reference!

If they say they can do something, make them prove it.

Payment only when key project milestones are met.

Cut losses & get out

And now for the good news  02/06/09 Pindar Seminar 12th March 2008

And now for the good news



Mail Order Catalogue 02/06/09 Pindar Seminar 12th March 2008

Mail Order Catalogue 02/06/09 Pindar Seminar 12th March 2008 Customer Recruitment Customer Lifetime Value

Mail Order Catalogue 02/06/09 Pindar Seminar12th March 2008 Catalogue Benefits Branding – bricks and mortar business Browse offline, buy online 2 + 2 = 5 Mail out to buyers who otherwise you can’t communicate with Despatch with goods – helps upsell Helps build database

Catalogue Benefits

Branding – bricks and mortar business

Browse offline, buy online 2 + 2 = 5

Mail out to buyers who otherwise you can’t communicate with

Despatch with goods – helps upsell

Helps build database

Mail Order Catalogue 02/06/09 Pindar Seminar 12th March 2008

Customer Recruitment 02/06/09 Screenpages Seminar 12th March 2008

Loyalty Scheme 02/06/09 Pindar Seminar 12th March 2008

Loyalty Scheme 02/06/09 Pindar Seminar12th March 2008 Benefits Excellent way to stay in contact with your most recent customers Chance to email customers not opted in to e-newsletter About to expire emails creates urgency Reason to shop with you, not a competitor Use for marketing e.g. PPC campaigns

Benefits

Excellent way to stay in contact with your most recent customers

Chance to email customers not opted in to e-newsletter

About to expire emails creates urgency

Reason to shop with you, not a competitor

Use for marketing e.g. PPC campaigns

Evidence Customers want to know other customers are using your website 02/06/09 Pindar Seminar 12th March 2008

Customers want to know other customers are using your website

Evidence: Product Reviews 02/06/09 Pindar Seminar 12th March 2008

Evidence: Testimonials 02/06/09 Pindar Seminar 12th March 2008

Evidence: Forums/Blogs 02/06/09 Pindar Seminar 12th March 2008

Which Courier? What Delivery Options? 02/06/09 Pindar Seminar 12th March 2008

Delivery Options 02/06/09 Pindar Seminar 12th March 2008

Couriers 02/06/09 Pindar Seminar 12th March 2008 Our Experience Royal Mail – Posties know where to find the houses Royal Mail Special Delivery => outstanding service Parcelforce – non-delivers go back to local post office

Our Experience

Royal Mail – Posties know where to find the houses

Royal Mail Special Delivery => outstanding service

Parcelforce – non-delivers go back to local post office

In-house fulfillment 02/06/09 Pindar Seminar 12th March 2008 The Benefits Better customer service Control of samples and despatch inserts Control of stock & goods in Makes you look and feel a bigger company

The Benefits

Better customer service

Control of samples and despatch inserts

Control of stock & goods in

Makes you look and feel a bigger company

Email Sign Up 02/06/09 Pindar Seminar 12th March 2008 Opt-in? Opt-out? What’s it all about?

Email Sign Up 02/06/09 Pindar Seminar 12th March 2008

“ Customer Service” Emails 02/06/09 Pindar Seminar 12th March 2008

Credit Card Transaction Fees 02/06/09 Pindar Seminar 12th March 2008 What are you paying?

Credit Card Transaction Fees 02/06/09 Pindar Seminar 12th March 2008 E-Consultancy.com findings: Varies enormously between merchants Credit cards: 1.1%-1.4% Debit cards: 14p – 19p

E-Consultancy.com findings:

Varies enormously between merchants

Credit cards: 1.1%-1.4%

Debit cards: 14p – 19p

For more info… 02/06/09 Pindar Seminar 12th March 2008 [email_address] DD 01252 362154

And finally… 02/06/09 Pindar Seminar 12th March 2008 20% Discount on either site: Code: PSP20