Learn how to use data to prep for the holidays and compete with brands like Amazon. During our session you will learn: - How to capture the attention of more than 66% consumers who have already started their holiday shopping. - How to track revenue related to your marketing channels, and optimize your marketing spend. - How to properly segment your audience, and target them with promotions and discount codes that will drive sales. - Additional tips for merchandising and dicounting items based on sell-through rates.

1. Jirafe Commerce Strategy
Session: Preparing for the
Holidays

2. Can you compete and make the most of this holiday season?
68% of Consumers Start Holiday Shopping in Sept.,
and The Big Brands Are Already In Motion

3. Some Industry Stats:
67 percent of online shopping carts are abandoned (comScore)
75 percent of shopping cart abandoners return within a 28-day period. (Forrester)
The top 10 commerce sites convert 23 percent of visitors to buyers each session. (SeeWhy)
66 percent of Amazon’s sales are repeat purchases - they optimize for returning visitors, but
the industry average is 7 percent. (ClickZ)
More than 80 percent of brands send the same message to all of their customers, and not all
customers are created equal (hubspot)
Winning New Customers is Hard. . . and Then You Have
to Bring Them Back!

4. These Guys Are Nailing It!

5. Total basket value • Number of products • SKU’s • Descriptions
Category • Price • Promotions
SHOPPING CART DATA
Pages visited • Time spent on page • Entry and exit pages
Products viewed • Ad banners displayed • Images clicked
PAGE VIEW DATA
Referrer • Keyword • URL • Domain • Base URL • Category
New user • Returning user • Location • Time
VISITOR DATA
Google Analytics Only Gives You Half
of the Information You Need.

6. Cancelled orders • Products returned and exchanged
POST ORDER DATA
Products purchased • Taxes, shipping costs • Other processing costs •
Number of orders by product and category • Average order value • Number
of orders
CUSTOMER & ORDER DATA
Transactions approved, pending and denied
TRANSACTION DATA
E-commerce Merchants Also Need
Transactions, Product, Order & Customer Data.

7. Holiday Season 2014 Stats:
Total ecommerce sales have grown 16 percent over last year’s number, and the
market is only heating up.
This year’s holiday season, according to the National Retail Federation, expects to see
a 9 to 12 percent increase over last year’s holiday sales.
UP NEXT: 7 Tips to Succeed this Holiday Season
How Can Merchants use Their Data to Succeed this
Holiday Season?

8. • Keep a close eye on how fast your products are selling, and which are selling
the best. Doing this enables you to remerchandise on the fly.
• Feature your best selling products more prominently on your site, and to lead
customer acquisition campaigns with best sellers. It will also help you
anticipate sell through rates so you can ensure you have the inventory to meet
demand.
1. Keep an Eye Demand
Real Time Dashboard

9. • Drive higher order values among customers with low average order value, or
help to give promising products higher visibility, by creating gift sets or offering
a package price for goods.
• Look for products that are frequently purchased together, or products that get
lower traffic but have great conversion rates. Your lower AOV customers might
be inclined to spend more if they sense a deal, while other customers will be
thankful you’ve helped them find the perfect gift!
2. Bundle Items
Product Insight

10. 80 percent of brands send the same marketing promotions to all of their
customers - but not all customers are created equal.
• Your best customers are your most loyal customers so reward them with
exclusive promotions or advanced previews.
• This will not only keep them coming back after the holidays are over, but it will
also give you a nice revenue spurt before the holiday madness begins.
3. Target Your Best Customers

11. • Every business has customers that only make a purchase when a discount is
involved. Be sure to send these customers information on all your sales and
promotions, and maybe even try counting down to promotions in order to build
anticipation.
• You can also drive additional revenue with post-holiday sales to this audience, as
well as inactive customers and customers who have viewed but not purchased
4. Tap into Your Discount Customers

12. • This holiday season will be one of the shortest on record, with only 26 shopping
days between Thanksgiving and Christmas Day. Reaching your customers with the
right message, via the right channel can be critical in terms of a successful holiday
selling season.
• Be sure to pay attention to which channels are driving conversions, and which
promotions your customers are responding to. If Facebook drives more sales than
Pinterest - adjust campaigns accordingly.
5. Monitor Your Marketing
Visit Origin

13. • If you have promising products on your site that sell well despite low traffic, you
might want to run promotions or ads that draw customers to these products to see
if you can boost revenue. Just imagine how well they could perform with higher
traffic!
6. Promising Products Can Boost Revenue
Product Insight

14. • IBM forecasts that in November 2014, 20 percent of ecommerce sales and 43
percent of site traffic will come from mobile devices.
• Keep an eye on which channels are driving sales, and make sure your site works
well on mobile. You may also want to consider adding mobile marketing into the
mix.
7. Don’t Forget Mobile

15. Your Data Should Help You Easily Understand:
•Who buys at full price?
•Who only buys on sale?
•What’s your repeat purchase rate 30, 60, and 90 days
after a customer makes their first purchase?
•What customers are at risk of leaving?
Key Take-Aways: Understand Who Your Customers Are

16. Grow Your Revenue By Knowing:
•What products convert the best?
•Which products are frequently purchased together?
•Which products are the most abandoned?
•Which products are the most discounted?
•Which ones are your rock stars?
Key Take-Aways: Know What Sells

17. You’ve Worked Hard to Win Your Customers, Keep Them
Coming Back!
•Learn which products they abandon during a visit - and
retarget them
•Segment your customer lists, all customers are not
created equally
•What offers can you make to incentivize repeat
purchase behavior?
•Learn what channels drive them to your site
Key Take-Aways: Keeping Customers Engaged

18. Visit jirafe.com to learn more or
start a trial!
Questions?