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CIM Assignment - Digital Marketing - [on Electro-Serv (Pvt) Ltd]

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Analysing the Digital behavior of the target markets and drawing up a digital marketing plan based on the findings.

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CIM Assignment - Digital Marketing - [on Electro-Serv (Pvt) Ltd]

  1. 1. Electro-ServHello. My name is Hashan Wickramasinghe and today we are going to have a brief look at Electro- Serv (Pvt) Ltd in terms of its background, target markets, products, competition and also the role I play within the context of the company. So, first let’s look at the Background Electro-Serv is an Electrical Engineering firm. It is a family owned and managed, private limited company with approximately LKR 350 - 400 million annual turnover. It provides industrial engineering products, solutions and special services in the fields of power, energy, control and automation. The value proposition of Electro-Serv is to deliver customer value through quality, service and engineering. In 1977, Sri Lanka changed from a closed economy to an open economy. Soon after, a Specialist Electrical and Mechanical Engineering firm was formed under the name HeavyFab Ltd in 1978 to undertake major projects associated with Infrastructure Development and new Building projects. HeavyFab Marketing Division was formed in 1979 to market and sell Electrical Engineering Products, Systems and Solutions to Industry, Buildings and Infrastructure sectors and assigned as the authorized representatives for Telemecanique, Square D, Dorman Smith, Modicon, Thorsman, Merlin Gerin (MG), SMC Pneumatics, Hensel, etc... In 1987, the HeavyFab Marketing Division was separated as an independent company, under the name Electro-Serv (Pvt) Ltd. In the 1990s, after Schneider Electric absorbed brands such as Telemecanique, Square D, etc… the ‘One Schneider’ policy was established and Electro-Serv has continued on as the senior channel partner with access to all Schneider Products related to Power Distribution, Protection, Control, Automation, etc… During the period of 2005 till 2010, new branches were established at strategic industrial locations such as Katunayake and Biyagama as well as geographical locations such as in Central, Southern and Northern Provinces. Corporate head office has been relocated to Nugegoda during the period of 2012-2014 while the workshop has been relocated to Ratmalana. Mr. Kumar Gunawardana has been the Chairman of Electro-Serv and his son Mr. Harith Gunawardana is at the Managing Director seat. Task 01 - Podcast
  2. 2. Moving on to the Target Markets, Electro-Serv segments its customers mainly based on the type of the industry and targets the non- retail sector focusing on Industrial End Users, OEMs, Panel Builders, System Integrators, Contractors, Partners, and Traders, etc... Segmentation The targeted market has been segmented;  Demographically – based on the Type of Industry, Company Size, Technology Level and  Geographically – based on Province, District, Industrial Zone and  Situation basis – such as Business Potential, Purchase Volume, Purchased products, Purchase Frequency, Customer preferences, etc… Targeting Key target market is the industrial organizations with annual turnover of LKR 100 million upwards. A number of different industrial segments are mainly focused including both public and private sectors. Positioning The company has positioned itself on three aspects which are;  High Quality, Branded, Reliable Products,  Excellent Service Standards, and  Expert Innovative Engineering The perceived position of the company within the market is as a premium, high quality, expert, reliable engineering service provider with a long and successful history to speak for it. So what does Electro-Serv really sell? The core product of Electro-Serv is industrial engineering solutions. There are 3 main methods which Electro-Serv delivers it core product to the target markets which are 1. Engineering Products Sale (Electrical and Pneumatic) 2. Custom tailor-made Systems and Solutions, and 3. Related special services. Task 01 - Podcast
  3. 3. Products sales includes electrical devices, components and accessories which are related to Power, Energy, Control and Automation fields. Pneumatic products are also within the company’s products range. Primary products are Contactor, VSDs, Busbars, PLCs, Sensors and pneumatic products as well as automation solutions, auditing and implementation services. The company acts as an intermediary distributor for number of highly reputed international product brands. The products are acquired via imports or from local suppliers based on the business strategy models of each product. Solutions and services are delivered through the company’s very own engineering staff. The company is also undertaking specialized electrical engineering projects of all scales including major scale solar power farms. Now let’s have a look at Electro-Serv’s competitors The competitors are identified based on the primary products that the company sells. As the company is running an agency operation for a number of premium international brands, the competition is considered in three different aspects. One is, Brand Partners’ Competitors Some of the company’s primary product brands are Schneider Electric, SMC, Hensel, Foxtam, TOHO, Line Seiki, HPL, and Taiwan Meters. Brand competitors are the main competitor brands who competes with company’s major brands at a global level. Brand-wise direct competitors would be ABB, Siemens, Moller, Lovato, Festo And the indirect competitors of the brand front are namely, L&T, LS, Blueline, Cutler & Hamer, Fuji, CHINT and the local brands Orange and Kelani Cables. Direct and indirect competitors are categorized according to their targeted market based on the quality/price positioning. Agency Competitors are other aspect of the Electro-Serv’s competition. These are local companies who are operating as the agents and distributors of the Brand Partners’ competitors. Some of the direct competitors are Nikini Automation, KIK Engineering, Rotax, and Richardson. Bianco, Rexell Trading, Kelani Cables, Orel Corporation, Soar Technologies, SM International, Aklan Industries, and General Sales Company are a few indirect competitors of Electro-Serv. Orange (Orel Corporation) and Kelani Cables as well as CHINT are considered competitors in both aspects due to their products and the local distribution models. Task 01 - Podcast
  4. 4. The third type of competitors can be differentiated based on whether they are and Engineering firm or simply a Product Selling Company. For an example, CHINT only “sells” engineering products where Nikini Automation provides engineering services specifically in automation field as well as selling related engineering products. Finally, My Role as the Marketing Executive is to  conduct market researches and analysis;  maintain the company’s presence within the digital landscape;  develop and execute campaigns to acquire new customers;  develop advertising and promotional materials;  contribute in new product development;  contribute in developing strategies and plans;  maintain the customer database;  attend tradeshows and exhibitions; and  Coordinate with the chairman in regards to all the marketing activities of the company. Task 01 - Podcast
  5. 5. Engineering in the New Era B2B companies are increasingly moving towards digital marketing and Electro-Serv is not lagging behind. This article is focusing on Hotels which is one of the segments which the company caters to. Segment Research The typical key contacts of these accounts are Purchasing Managers and Engineers who together plays all the roles of DMUs in these companies. Researches on their digital behavior shows that these contacts are active in social media such as Facebook, LinkedIn and Google+. In general, they use Google Search, Google Maps and Blogs to find information. They use brand websites to find electrical products and also use Ebay, AliExpress to buy products online. Most of them use bank cards, paypal and mobile money when they pay for personal purchases however organizational purchases are mostly credit based. Majority of the contacts are using Android-based smartphones, some are using Windows- based and a few of them are using iPhones. These contacts seem to be comfortable browsing web on their mobile devices often. However, as per the research, their primary communication preferences are through email and phone calls. Task 02 – Blog Article
  6. 6. Now let’s see how Electro-Serv is currently operating within the digital landscape to create a desirable online journey to its customers to generate more leads and acquire new customers. The company is still at the beginning stage of moving to the digital landscape. This is due to a number of reasons. Sri Lanka is new to the digital era and still on the primary stage of adopting everything digital. The targeted market of Electro-Serv is now only accepting digital therefore the profitability of digital investment was considered minimum. However, since the Q3 2014, the company has launched it digital strategy, the first stage of which is already under way. Company Website Electro-Serv has a website which gives a basic introduction to what the company do and how to find it. Task 02 – Blog Article
  7. 7. Social Media Google + It also has a Google Business Page which is also connected with the website which helps with the SEO ratings and keeps Electro-Serv at the top of Google search results. LinkedIn Electro-Serv is present on LinkedIn as the targeted customers and the above mentioned contacts are active on the platform. Task 02 – Blog Article
  8. 8. Google Maps The company is listed and verified with contact details on Google Maps making it easy for customers to find and interact with the company. Email Employees’ email signatures also carries links to Electro-Serv’s online assets. Some of the steps in the action plan of Electro-Serv with its digital strategy are, Google AdWord campaign, Email Marketing campaign, YouTube channel which will start of from Q4 and redesigned E- commerce website and Engineering Blog which are under construction and to be launched Q1 2015. Task 02 – Blog Article
  9. 9. The online customer journey of Electro-Serv customers still in development stage and the strategy that is currently utilized, the awareness is generated through email marketing, google search, e- Newsletters, and ATL and BTL communications are used to move customers towards the digital assets. Customer interactions such as relationship activities, inquiries, opportunities and cases are handled through the CRM solution, call center and emails. These digital assets together helps Electro-Serv deliver high customer satisfaction and delight the new customers. Below is an illustration on the company’s current presence within the digital landscape. Electro-Serv believes that the future is in the Digital Landscape!! Task 02 – Blog Article
  10. 10. Increasing Awareness and Acquisition through Digital Platform for Quantum Fitness Quantum Fitness is a leading health & fitness equipment provider in Sri Lanka. This report is focusing on their ongoing digital marketing campaign for customer acquisition. Product Quantum has product information and specifications online (3.2) on their website in terms of Core and Actual product. In terms of Augmented product, credibility created through Online Press Releases, delivery services, payment options including credit cards and cash-on-delivery, warranties like money- back guarantee, special services such as free health checks, BMI calculator, health tips and fitness advising through fitness Blogs can be noted. (3.1, 3.3, 3.4, 3.5, 3.6, 3.7) Price Bundled products and Online Discount Store are the primary strategies used by Quantum in the digital platform. They also allow customer to compare between their products online. Money- back Guarantee and Cash-on-delivery service helps to counter the lack of trust of the customer. (3.3, 3.11, 3.12) 3.1 3.2 3.3 3.6 3.5 3.4 3.7 Task 03 – Short Report
  11. 11. Place Quantum digital places are the Website, Online Store, SEO Ranking, Online Retailers such as Singer and WOW.lk, Door-step Delivery, Social Media Pages such as Facebook, LinkedIn, Twitter, and YouTube. Customers can find product information, communicate purchasing interest and even make purchases through the digital places confirming the high availability on digital. (3.3, 3.8, 3.9, 3.10, 3.13, 3.14, 3.15, 3.16, 3.17) 3.8 3.10 3.9 3.11 3.12 3.13 Task 03 – Short Report
  12. 12. Promotion Sales promotions, Newsletters, Online PR, Email Marketing, Social Media, Blogging and Online selling can be noted under the promotion element of an extended digital marketing mix from the figures illustrated above (3.1 - 3.17). However, research has not revealed any information related to online advertising, PPC and mobile (sms) advertising done by Quantum Fitness. People Informative Quantum Fitness website with the ability to purchase online is the digital alternative of the sales force for selling together with email notifications, email promotions, newsletters, social media pages, blog, and on-site search engine. Online retailers is the digital alternative for the traditional Quantum Fitness distributor network. Online inquiry form combines the traditional people element to the digital platform through follow ups of the online inquiries. (3.1- 3.17) Process Quantum online store has automated the whole process of selling for the company and provides a convenient purchasing experience with added door-step delivery service and enhanced trust through secure credit card payments and Cash-on-delivery service. Youtube channel and the blog which contain tutorial, training guides, health tips, etc… has simplified information search for the customer which in some cases act as digital demo of the product. (3.1 -3.17) 3.14 3.15 3.16 3.17 Task 03 – Short Report
  13. 13. Physical Evidence The Cash-on-delivery system provides reassurance to the customer of the authenticity and financial safety of purchasing online through the Quantum online store. The website itself has a professional and legitimate appearance. Online PR received (earned media) from reputed entities such as Daily News, Daily FT, Sunday Times also act as digital version of physical evidence of Quantum Fitness product and services. Local store locator and local store promotions which are also present on the website does add up to the overall legitimacy of Quantum Fitness. Quantum fitness also announces and promotes events which they would participate in via social media which also provides physical evidence for customers. A local celebrity was named as the brand ambassador for Quantum Fitness which gives the brand further credibility as well as reconfirms the customer of its local operation (Sunday Times, Quantum launches NordicTrack – Anarkali to be Brand Ambassador, August 11, 2012). 3.18 Task 03 – Short Report
  14. 14. The elements of the digital communication mix which Quantum Fitness has utilised according to the findings of the research, are namely Email Marketing, SEO, Social Media and Blogging (CAM foundation, 2014). These elements has been used alongside other mentioned digital resources to reach new customers and create awareness, build interest, generate desire and stimulate action in order to gain new acquisitions via digital marketing. Task 03 – Short Report
  15. 15. [Brief] Digital Marketing Tools and Marketing Automation Electro-Serv is currently utilising a few digital marketing tools. • Website • Social Media • Email • Google Places/Maps • YouTube Electro-Serv’s primary website has been used to provide customers with a complete set of information on the company and on the company’s offerings. The business customers who are the key target market of Electro-Serv, often consists of a DMU with professional buyers who would research heavily pre-purchase hence an active proper website is essential however, currently the website is under construction and is not productive or functional. Electro-Serv was established within social media platforms namely, Facebook, LinkedIn, Google+. Given the target market of Electro-Serv, social media may not have major followership as Sri Lanka is only recently started active social media practise in business environment however, these platform can be utilised for customer interaction, brand reputation building, market research and cost efficient customer communications. The followership is slowly building up though increase in acquiring followers and social media activities is essential. Email is a widely used digital tool in Electro-Serv for internal communications, customer relations and currently looking into utilising email for customer promotions and newsletters. Email signature of the employees are standardised and carries contact information, nested brands under Electro-Serv, standards and certifications received, social media resource links and the heritage marking. Electro-Serv is listed and verified on Google Places/Maps and can be seen on google search results. This helps the customers to find and navigate to the physical location of Electro-Serv easily. It also indirectly helps in SEO for the Electro-Serv website. YouTube channel of Electro-Serv is up and running and currently contains the visual profile of the company. Channel is not currently linked with the website and the followership and the viewership is at the low mainly due to lack of promoting of the resource and the lack of content. YouTube is a highly useful digital tool in the context of Electro-Serv as tutorials, product demos, system demos, major project covers, advertisements, etc… can be pushed to the target markets with high efficiency through YouTube compared to other media. Automating marketing activities increases the productivity of the organisation as well as can boost customer experience. Electro-Serv, at current state can utilise simple automations such as; • Inquiry acknowledgement via email • Call centre automation via communication server • Emailing invoices and product documents Inquiry of any sort such as incoming correspondent emails, purchase orders, complaints, service requests, quotation requests, etc… should be replied with an email acknowledging the receiving of the Task 04 – Internal Brief
  16. 16. inquiry. This process can easily be automated to send a generic reply to the sender or to whoever generated the inquiry. Inbound calls can be sent to an automated system using the existing communications server which helps the caller to select exactly whom they need to talk with, automating the work of the call handler. When a purchase is made, the ERP can initiate an automatic set of emails which confirms the purchase to the customer, send the purchase invoice, service agreement, terms & conditions, product manuals and links to other resources such as the Electro-Serv YouTube channel, Facebook page, related products on the website after completion of the constructions, etc… ~ End of Brief ~ Task 04 – Internal Brief
  17. 17. Digital Marketing Plan Outline Executive Summery This is an outline digital marketing plan of Electro-Serv (Pvt) Ltd for the Q1 and Q2 of year 2015. The primary objective of this outline is to give an idea of how the marketing activities will occur during the said period on the digital landscape with a focus on customer acquisition. The product of Electro-Serv is providing, product sales, solutions and special services in the fields of power, energy, control, automation. Situation Analysis The current situation analysis was done on the Task 01- 04 in the areas of company brief, customer behavior, competitors, current status of the digital marketing implementation within Electro-Serv. Objectives 1. Double the number of website visitors to www.electro-serv.lk during January 2015 till June 2015 compared to the same period of 2014. Measuring through Google analytics. 2. Gather minimum of 250 followers on Facebook, 50 followers on Google+ and 50 followers on LinkedIn, from January 2015 to June 2015 which is measured through the respective social platform statistics. Strategy Electro-Serv will be using a combination of paid digital media, owned digital media, and integrate certain conventional communications as the strategy in achieving the above objectives which are focusing on increase the customer reach and acquisition. The back end which can support the above strategies as well as can deliver a desirable customer experience is also highly important therefore a new customer relationship management tool will be implemented not only based on the above objectives but also on the overall corporate objectives. In addition, digital marketing mix is also in place not only to focus on the above objectives but also as a strategy to achieve overall digital marketing objectives of Electro-Serv. Tactics Paid Digital Media Pay-Per-Click – Electro-Serv will be using Google AdWord service to advertise on search engine. These ads will contain attractive terms and propositions for the target customers. Electro-Serv will be bidding on a predefined set of positive and negative keywords matched using exact matching and phrase matching methods. A geographical limitation will be set for Sri Lanka only as Electro-Serv’s target market is only within the country currently. At the initial stage, the advertisements are only run on Google search and will not be run on partnered search engines nor via the display network. Keywords are selected carefully for PPC integrating well with organic search in order to reduce the advertising cost. Social Media Ads – Paid promotion of social media posts will be used to gather followership on the social media pages. Similarly to PPC above, keywords are to be defined. Targeting criteria differs from one social network to another therefore the targeting criteria is to be defined case by case. Task 05 – Digital Marketing Plan
  18. 18. Owned Digital Media Social Media Pages, Website & Blog – Electro-Serv owns official pages on Facebook, Google+ and LinkedIn and Electro-Serv’s upcoming website which is due to launch in January 2015 will contain the product catalog and a blog linked to it. All these assets will divert audience to each other asset based on the digital customer journey map and convince the user to convert to a customer through content and promotions. Digital Marketing Mix Product – Website will contain all the information related to the products and addition information such as tutorials, reviews, videos, applications, and whitepapers will be available through the website as well as the social media pages, blog and YouTube channel. Augmented product attributes such as delivery tracking, purchase history, engineering support and insight, etc… will also be available. Price – Customers will be able to view related products, accessories, spare parts, etc… when they are researching a product on the website and they will have the flexibility of bundling up products for purchasing. Place – Products and information will be available on the website and the social media resources and a delivery service is also available. Promotion – Sales promotions are to be communicated through social media and email and will be advertised on PPC. Special social media promotions will be used as well. People – Website will have online live chat facility for customers to communicate with support personnel and the back-end support is given through the CRM tool. CRM tool will maintain relationship records and help all the customer facing employees to deliver customers a delightful experience. Employees will be specially assigned to create, maintain and monitor digital resources. Process – Inquiry collection process of the company will be updated to incorporate inquiries from the website and the social media and automatically add to the lead pool on the CRM tool. New customer interaction processes will be defined for interactions via social media. Physical Evidence – The design and the appearance of the website and social media pages will be welcoming and reassuring the professionalism of Electro-Serv. Contact information and the locations including the google map will be on the website and social media where possible to increase the trust of the customer. The brand associations of Electro-Serv and ISO certification information will be showcased on all the resources when possible. Images and videos will be prepared using local people and Electro- Serv employees which also act as physical evidence from a digital aspect. Task 05 – Digital Marketing Plan
  19. 19. Action Plan ID Task Name Start Finish Duration Nov 2014 Dec 2014 Jan 2015 2/11 9/11 16/11 23/11 30/11 7/12 14/12 21/12 28/12 4/1 11/1 18/1 1 34.4w6/30/201511/3/2014Website & Blog 2 8.4w12/30/201411/3/2014Website & Blog Development 7 .2w12/12/201412/12/2014Integrating CRMwith the Website 8 .6w12/17/201412/15/2014CRM Training and Launch 15 12 11 Feb 2015 25/1 1/2 8/2 15/2 22/2 6 5 3 .2w1/1/20151/1/2015Website & Blog Launch and First Run 31.4w6/30/201511/24/2014CRMTool 3w12/12/201411/24/2014CRM System Implementation 25.8w6/30/20151/1/2015Social Media 25.8w6/30/20151/1/2015Facebook Creation 25.8w6/30/20151/1/2015LinkedIn Creation 26 25 24 23 22 21 18 25.8w6/30/20151/1/2015Google+ Creation 34.4w6/30/201511/3/2014Google Places/Maps Creation & Use 25.8w6/30/20151/1/2015YouTube channel Creation 13 16 19 25.8w6/30/20151/1/2015New Facebook strategy 25.8w6/30/20151/1/2015New LinkedIn Strategy 25.8w6/30/20151/1/2015New Google+ Strategy 25.8w6/30/20151/1/2015New YouTube Strategy 14 17 20 .2w6/30/20156/30/2015 Facebook Statistics Collecting and Auditing .2w6/30/20156/30/2015 LinkedIn Statistics Collecting and Auditing .2w6/30/20156/30/2015 Google+ Statistics Collecting and Auditing .2w6/30/20156/30/2015 YouTube Statistics Collecting and Auditing 25.8w6/30/20151/1/2015AdWord & Social Media Ad Campaign 25.8w6/30/20151/1/2015First Month 35 32 29 21.4w6/30/20152/2/2015Second Month 17.4w6/30/20153/2/2015Third Month 13w6/30/20154/1/2015Forth Month 43 41 38 8.6w6/30/20155/1/2015Fifth Month 4.4w6/30/20156/1/2015Sixth Month 28 31 34 37 40 .2w6/30/20156/30/2015Analysis .2w6/30/20156/30/2015Analysis .2w6/30/20156/30/2015Analysis .2w6/30/20156/30/2015Analysis .2w6/30/20156/30/2015Analysis .2w6/30/20156/30/2015Analysis 4 25.8w6/30/20151/1/2015Blog Update Strategy Mar 2015 Apr 2015 May 2015 Jun 2015 Jul 2015 1/3 8/3 15/3 22/3 29/3 5/4 12/4 19/4 26/4 3/5 10/5 17/5 24/5 31/5 7/6 14/6 21/6 28/6 5/7 12/7 19/7 26/7 10 9 28.4w6/30/201512/15/2014Using CRM .2w6/30/20156/30/2015Statistics Collecting and Auditing 27 30 4.4w1/30/20151/1/2015Advertising 4w2/27/20152/2/2015Advertising 33 4.4w3/31/20153/2/2015Advertising 36 39 42 4.4w4/30/20154/1/2015Advertsing 4.2w5/29/20155/1/2015Advertsing 4.4w6/30/20156/1/2015Advertising Please refer to the attached grant chart for the action plan. Control The updating of the blog, YouTube channel, social media and advertisements must be frequently updated and responsibilities should be assigned to employees for managing and controlling. The technical maintenance of the website, CRM and other tools will be the responsibility of IT division and the content, design, updating, auditing, etc… will be the responsibility of the Marketing Division. Task 05 – Digital Marketing Plan
  20. 20. Mind Map KPIs are as below; • Website: is to see twice as much inbound traffic compared to 2014. The measuring period is from 01/01/2015 to 30/06/2015. The Google Analytic and Webmaster tools are to be used. • Social Media: as stated on objectives. Daily post updates should be maintained once the followership passes 75. • YouTube: All videos should collectively have a minimum of 2000 views. A minimum of 1 video per week should be uploaded. • Customer Source: at purchase, customers are asked the source of reference and on 30/06/2015 the data should be assessed. 5% of views, follows, and web traffic should have convert into customers. Task 06 – Mind Map
  21. 21. ID Task Name Start Finish Duration Nov 2014 Dec 2014 Jan 2015 2/11 9/11 16/11 23/11 30/11 7/12 14/12 21/12 28/12 4/1 11/1 18/1 1 34.4w6/30/201511/3/2014Website & Blog 2 8.4w12/30/201411/3/2014Website & Blog Development 7 .2w12/12/201412/12/2014Integrating CRMwith the Website 8 .6w12/17/201412/15/2014CRM Training and Launch 15 12 11 Feb 2015 25/1 1/2 8/2 15/2 22/2 6 5 3 .2w1/1/20151/1/2015Website & Blog Launch and First Run 31.4w6/30/201511/24/2014CRMTool 3w12/12/201411/24/2014CRM System Implementation 25.8w6/30/20151/1/2015Social Media 25.8w6/30/20151/1/2015Facebook Creation 25.8w6/30/20151/1/2015LinkedIn Creation 26 25 24 23 22 21 18 25.8w6/30/20151/1/2015Google+ Creation 34.4w6/30/201511/3/2014Google Places/Maps Creation & Use 25.8w6/30/20151/1/2015YouTube channel Creation 13 16 19 25.8w6/30/20151/1/2015New Facebook strategy 25.8w6/30/20151/1/2015New LinkedIn Strategy 25.8w6/30/20151/1/2015New Google+ Strategy 25.8w6/30/20151/1/2015New YouTube Strategy 14 17 20 .2w6/30/20156/30/2015 Facebook Statistics Collecting and Auditing .2w6/30/20156/30/2015 LinkedIn Statistics Collecting and Auditing .2w6/30/20156/30/2015 Google+ Statistics Collecting and Auditing .2w6/30/20156/30/2015 YouTube Statistics Collecting and Auditing 25.8w6/30/20151/1/2015AdWord & Social Media Ad Campaign 25.8w6/30/20151/1/2015First Month 35 32 29 21.4w6/30/20152/2/2015Second Month 17.4w6/30/20153/2/2015Third Month 13w6/30/20154/1/2015Forth Month 43 41 38 8.6w6/30/20155/1/2015Fifth Month 4.4w6/30/20156/1/2015Sixth Month 28 31 34 37 40 .2w6/30/20156/30/2015Analysis .2w6/30/20156/30/2015Analysis .2w6/30/20156/30/2015Analysis .2w6/30/20156/30/2015Analysis .2w6/30/20156/30/2015Analysis .2w6/30/20156/30/2015Analysis 4 25.8w6/30/20151/1/2015Blog Update Strategy Mar 2015 Apr 2015 May 2015 Jun 2015 Jul 2015 1/3 8/3 15/3 22/3 29/3 5/4 12/4 19/4 26/4 3/5 10/5 17/5 24/5 31/5 7/6 14/6 21/6 28/6 5/7 12/7 19/7 26/7 10 9 28.4w6/30/201512/15/2014Using CRM .2w6/30/20156/30/2015Statistics Collecting and Auditing 27 30 4.4w1/30/20151/1/2015Advertising 4w2/27/20152/2/2015Advertising 33 4.4w3/31/20153/2/2015Advertising 36 39 42 4.4w4/30/20154/1/2015Advertsing 4.2w5/29/20155/1/2015Advertsing 4.4w6/30/20156/1/2015Advertising

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