Thanks for joining!                   Its all E-commerce: How                    the Social, Local, Mobile                ...
Tim Peter & AssociatesYour moderator for today: Frank Reed                                   Managing Editor of          ...
Tim Peter & Associates                                  Thanks to all of     Its all E-commerce:          our sponsors    ...
Tim Peter & AssociatesClick the orange arrow4                                                © 2010 Mike Moran            ...
Tim Peter & Associates    Your speaker for today: Tim Peter                                      President of            ...
Tim Peter & AssociatesHow big is “e-commerce”?                           2012                                       $224.2...
Tim Peter & AssociatesHow big is “e-commerce”?                           2012                                       $224.2...
Tim Peter & AssociatesOnline contribution120.0%100.0%           7.2%                  7.6%               8.0%             ...
Tim Peter & AssociatesAnd yet…     Roughly 60% of     small businesses     don’t have a     website9                      ...
Tim Peter & Associates10                                             © 2010 Mike Moran                              © 2013...
Tim Peter & AssociatesSource: Google http://www.thinkwithgoogle.com/insights/featured/five-stages-of-travel/ & http://www....
Tim Peter & AssociatesHere’s a question…     “Why?”12                                               © 2010 Mike Moran     ...
Mike Moran                         © 2010 Mike Moran             © 2013 Mike Moran Group LLC
Mike Moran               Because             we’ve trained               them to                                         ©...
Tim Peter & Associates15                                             © 2010 Mike Moran                              © 2013...
Tim Peter & Associates16                                             © 2010 Mike Moran                              © 2013...
Mike Moran                         © 2010 Mike Moran             © 2013 Mike Moran Group LLC
Tim Peter & Associates                                          © 2010 Mike Moran                         © 2013 Tim Peter...
Mike Moran                         © 2010 Mike Moran             © 2013 Mike Moran Group LLC
Mike Moran                         © 2010 Mike Moran             © 2013 Mike Moran Group LLC
Mike Moran21                            © 2010 Mike Moran                  © 2013 Mike Moran Group LLC
Tim Peter & Associates22                                             © 2010 Mike Moran                              © 2013...
Mike Moran23                            © 2010 Mike Moran                  © 2013 Mike Moran Group LLC
Mike Moran                  •44% of all cell users                  •40% of those 35-44                  •50% of smartphon...
Mike Moran25                            © 2010 Mike Moran                  © 2013 Mike Moran Group LLC
Tim Peter & Associates                                        953 Million                                           6.1 Bi...
Tim Peter & Associates More own mobile phones than toothbrushes27                                                  © 2010 ...
Mike Moran28                            © 2010 Mike Moran                  © 2013 Mike Moran Group LLC
Tim Peter & AssociatesThe purchase funnel doesn’t exist                                                          2929     ...
Mike Moran             Remember:              We trained             them not to               do that                    ...
Mike Moran                           Am I going to enjoyThe online shopping experience myself?                            ...
Mike Moran  Whyshould Ibuy from you?                            © 2010 Mike Moran                © 2013 Mike Moran Group LLC
Tim Peter & Associates4 keys to success in a worldwhere it’s all e-commerce      Think customers NOT channels.      Plan...
Tim Peter & Associates 4 “P’s” of marketing + 134                                                © 2010 Mike Moran        ...
Tim Peter & Associates Know your customers35                                               © 2010 Mike Moran              ...
Mike Moran36                            © 2010 Mike Moran                  © 2013 Mike Moran Group LLC
Tim Peter & Associates     Choose channels based on          customer use37                                             © ...
Tim Peter & AssociatesIs this the end of brand sites? Um… no.38                                                     © 2010...
Tim Peter & Associates Think “mobile first”                                  Mobile isn’t the most                       ...
Tim Peter & Associates     Defining “mobile”         Situation vs. device40                                              ...
Mike Moran Think “task-oriented”: Disney MyMagic+ RFID “tickets” and purchasing41                                    © 201...
Tim Peter & AssociatesDemand responsive, situation-focused, task-oriented webdesign… because your customers will42        ...
Mike Moran             Embrace price              transparency                                         © 2010 Mike Moran  ...
Mike Moran             Embrace price             transparency?                               © 2010 Mike Moran            ...
Tim Peter & Associates                              Embrace price                              transparency?45            ...
Tim Peter & Associates46                                             © 2010 Mike Moran                              © 2013...
Tim Peter & Associates     But what about “showrooming?”47                                                    © 2010 Mike ...
Tim Peter & Associates     Doesn’t showrooming divert     sales from stores to the web?                                   ...
Mike Moran                  Price must show value49                                                    © 2010 Mike Moran  ...
Tim Peter & Associates What separates these stores?50                                               © 2010 Mike Moran     ...
Mike Moran                         © 2010 Mike Moran             © 2013 Mike Moran Group LLC
Tim Peter & Associates Create “Likeable,” sharable content52                                                      © 2010 M...
Tim Peter & Associates Social integration53                                                © 2010 Mike Moran              ...
Tim Peter & Associates Context:       “Where u @?” Location, altitude, speed       Past actions, history, selected prefe...
Tim Peter & Associates55                                             © 2010 Mike Moran                              © 2013...
Tim Peter & Associates     Task-oriented            Contextual56                                                     © 201...
Tim Peter & Associates57                                             © 2010 Mike Moran                              © 2013...
Tim Peter & Associates What’s next?            Distance, floor in building, aisle, what direction            Light, dark...
Tim Peter & Associates                  • Store locator (most sites with retail presence)   At home                  • Sho...
Mike Moran             What do you want your               customers to do?                                               ...
Tim Peter & Associates4 keys to success in a worldwhere it’s all e-commerce      Think customers NOT channels.      Plan...
Tim Peter & Associates How big is e-commerce?    It’s all e-commerce62                                               © 201...
Tim Peter & Associates                                               Don’t forget our sponsorsDon’t stop now!             ...
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It's All E-commerce

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My recent talk "It's All E-commerce: How Social, Local, and Mobile Affects Sales Online and Offline" as part of the Biznology webinar series.

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  • The internet influencesalmost 70% of business among those businesses that do have a website.
  • Location context, in my store, in my competitor’s store, given travel time
  • Context determines airport.
  • It's All E-commerce

    1. 1. Thanks for joining! Its all E-commerce: How the Social, Local, Mobile Web Affects Sales Online and Offline January 15, 2013 Tim Peter We’ll be starting soon!www.timpeter.com © 2013 Tim Peter & Associates, LLC
    2. 2. Tim Peter & AssociatesYour moderator for today: Frank Reed  Managing Editor of #11 marketingpilgrim.com  Director of Sales edgeworksgroup.com  Weekly contributor to blog “Frank Fridays” @frankreed frank@edgeworksgroup.com 919-285-15152 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    3. 3. Tim Peter & Associates Thanks to all of Its all E-commerce: our sponsors How the Social, Local, Mobile Web Affects Sales Online and Offline Tim Peter3 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    4. 4. Tim Peter & AssociatesClick the orange arrow4 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    5. 5. Tim Peter & Associates Your speaker for today: Tim Peter  President of  Instructor at Rutgers University  Blogger at @tcpeter tim@timpeter.com 201-305-00555 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    6. 6. Tim Peter & AssociatesHow big is “e-commerce”? 2012 $224.2 billion 2013 $256.0 billion 2014 $289.8 billion Source: eMarketer, March 2012 and United States Department of Commerce data, December 2012 (US-only e-commerce)6 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    7. 7. Tim Peter & AssociatesHow big is “e-commerce”? 2012 $224.2 billion 2013 6%-7% $256.0 billion 2014 $289.8 billion Source: eMarketer, March 2012 and United States Department of Commerce data, December 2012 (US-only e-commerce) Share data excludes auto dealers, gas stations, fuel dealers, travel and event tickets7 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    8. 8. Tim Peter & AssociatesOnline contribution120.0%100.0% 7.2% 7.6% 8.0% 8.4% 80.0% 38.2% 39.8% 41.1% 42.7% 60.0% 40.0% 54.6% 52.6% 51.2% 49.0% 20.0% 0.0% 2012 2013 2014 2015 Offline only Web-influenced offline Online only8 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    9. 9. Tim Peter & AssociatesAnd yet… Roughly 60% of small businesses don’t have a website9 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    10. 10. Tim Peter & Associates10 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    11. 11. Tim Peter & AssociatesSource: Google http://www.thinkwithgoogle.com/insights/featured/five-stages-of-travel/ & http://www.thinkwithgoogle.com/insights/library/studies/the-zero-moment-of-truth-macro-study/ 11 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    12. 12. Tim Peter & AssociatesHere’s a question… “Why?”12 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    13. 13. Mike Moran © 2010 Mike Moran © 2013 Mike Moran Group LLC
    14. 14. Mike Moran Because we’ve trained them to © 2010 Mike Moran © 2013 Mike Moran Group LLC
    15. 15. Tim Peter & Associates15 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    16. 16. Tim Peter & Associates16 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    17. 17. Mike Moran © 2010 Mike Moran © 2013 Mike Moran Group LLC
    18. 18. Tim Peter & Associates © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    19. 19. Mike Moran © 2010 Mike Moran © 2013 Mike Moran Group LLC
    20. 20. Mike Moran © 2010 Mike Moran © 2013 Mike Moran Group LLC
    21. 21. Mike Moran21 © 2010 Mike Moran © 2013 Mike Moran Group LLC
    22. 22. Tim Peter & Associates22 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    23. 23. Mike Moran23 © 2010 Mike Moran © 2013 Mike Moran Group LLC
    24. 24. Mike Moran •44% of all cell users •40% of those 35-44 •50% of smartphone owners •60% of those 18-3424 © 2010 Mike Moran © 2013 Mike Moran Group LLC
    25. 25. Mike Moran25 © 2010 Mike Moran © 2013 Mike Moran Group LLC
    26. 26. Tim Peter & Associates 953 Million 6.1 Billion 26 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLCSource: Mary Meeker & Liang Wu http://www.scribd.com/doc/95259089/KPCB-Internet-Trends-2012
    27. 27. Tim Peter & Associates More own mobile phones than toothbrushes27 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    28. 28. Mike Moran28 © 2010 Mike Moran © 2013 Mike Moran Group LLC
    29. 29. Tim Peter & AssociatesThe purchase funnel doesn’t exist 2929 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    30. 30. Mike Moran Remember: We trained them not to do that © 2010 Mike Moran © 2013 Mike Moran Group LLC
    31. 31. Mike Moran Am I going to enjoyThe online shopping experience myself? (i.e., your  Transparent product, service, or experience) © 2010 Mike Moran © 2013 Mike Moran Group LLC
    32. 32. Mike Moran Whyshould Ibuy from you? © 2010 Mike Moran © 2013 Mike Moran Group LLC
    33. 33. Tim Peter & Associates4 keys to success in a worldwhere it’s all e-commerce  Think customers NOT channels.  Plan “mobile first.”  Embrace price transparency  Remember: Content is king. Context is queen.33 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    34. 34. Tim Peter & Associates 4 “P’s” of marketing + 134 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    35. 35. Tim Peter & Associates Know your customers35 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    36. 36. Mike Moran36 © 2010 Mike Moran © 2013 Mike Moran Group LLC
    37. 37. Tim Peter & Associates Choose channels based on customer use37 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    38. 38. Tim Peter & AssociatesIs this the end of brand sites? Um… no.38 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    39. 39. Tim Peter & Associates Think “mobile first”  Mobile isn’t the most important channel  Mobile isn’t the only channel  But… don’t try to add it on later39 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    40. 40. Tim Peter & Associates Defining “mobile”  Situation vs. device40 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    41. 41. Mike Moran Think “task-oriented”: Disney MyMagic+ RFID “tickets” and purchasing41 © 2010 Mike Moran © 2013 Mike Moran Group LLC
    42. 42. Tim Peter & AssociatesDemand responsive, situation-focused, task-oriented webdesign… because your customers will42 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    43. 43. Mike Moran Embrace price transparency © 2010 Mike Moran © 2013 Mike Moran Group LLC
    44. 44. Mike Moran Embrace price transparency? © 2010 Mike Moran © 2013 Mike Moran Group LLC
    45. 45. Tim Peter & Associates Embrace price transparency?45 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    46. 46. Tim Peter & Associates46 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    47. 47. Tim Peter & Associates But what about “showrooming?”47 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    48. 48. Tim Peter & Associates Doesn’t showrooming divert sales from stores to the web? 6 in 10 ‘showroomers’ said they originally planned to purchase at the store but changed their mind while there and instead bought online Source: comScore, “State of the US Online Retail Economy in Q1 2012,” May 201248 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    49. 49. Mike Moran Price must show value49 © 2010 Mike Moran © 2013 Mike Moran Group LLC
    50. 50. Tim Peter & Associates What separates these stores?50 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    51. 51. Mike Moran © 2010 Mike Moran © 2013 Mike Moran Group LLC
    52. 52. Tim Peter & Associates Create “Likeable,” sharable content52 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    53. 53. Tim Peter & Associates Social integration53 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    54. 54. Tim Peter & Associates Context:  “Where u @?” Location, altitude, speed  Past actions, history, selected preferences  Assumed attitudes and emotions based on actions and situation54 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    55. 55. Tim Peter & Associates55 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    56. 56. Tim Peter & Associates Task-oriented Contextual56 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    57. 57. Tim Peter & Associates57 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    58. 58. Tim Peter & Associates What’s next?  Distance, floor in building, aisle, what direction  Light, dark  Gesture-based control (Think Xbox Kinect or Wii)  Biometrics (Are you excited? Confused?)58 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    59. 59. Tim Peter & Associates • Store locator (most sites with retail presence) At home • Shopping cart function (many “commerce” sites) • “View-commerce” (Glamour magazine “virtual storefronts”)Subway/Public • Store locator by station stop (???)transportation • Parking information (Streetline Parker, ParkSight) En route • In-store pickup (Nordstrom, Apple Store) • Product locator/store map (Walmart) • Streamlined checkout/ payment options (Apple Store In-store EasyPay, eBay, Nordstrom, Google Wallet) • Price comparison (Amazon, Walmart)In competitor’s • Coupons and loyalty rewards (Walmart, Shopkick) store 59 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    60. 60. Mike Moran What do you want your customers to do? © 2010 Mike Moran © 2013 Mike Moran Group LLC
    61. 61. Tim Peter & Associates4 keys to success in a worldwhere it’s all e-commerce  Think customers NOT channels.  Plan “mobile first.”  Embrace price transparency  Remember: Content is king. Context is queen.61 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    62. 62. Tim Peter & Associates How big is e-commerce? It’s all e-commerce62 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
    63. 63. Tim Peter & Associates Don’t forget our sponsorsDon’t stop now! March 12, 2013 11:00 to 11:30 ET Engaging Employees to Glenn Gaudet Share Corporate Social Media Sign up now at bit.ly/ZBYdhG For more information: www.biznology.com63 © 2010 Mike Moran © 2013 Tim Peter & Associates, LLC
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