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Leveraging Data to Achieve Greater Sales

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Presented by Ken Levy for InnoTech Oregon 2011

Published in: Technology
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Leveraging Data to Achieve Greater Sales

  1. 1. Leveraging Data to Achieve Greater Sales<br />Ken Levy CEO & Co-Founder<br />
  2. 2.
  3. 3. Ken’s Background<br />
  4. 4. In the store…<br />Sales Agent’s Knowledge<br />
  5. 5. Train More Sales Agents…<br />
  6. 6. Online<br />
  7. 7. Problem<br />
  8. 8. Opportunity<br />ONLINE DATA<br />Purchases<br />Product Views<br />Product Attributes<br />User Generated Content<br />Social Profiles<br />A/B Testing<br />NEW SOLUTIONS<br />Personalized Recommendations<br />Ratings & Reviews<br />
  9. 9. Stats<br />eMarketer Survey: Features to Add to Website<br />
  10. 10. Personalized Recommendations<br />
  11. 11. Better Shopping Experience<br />Convert Browsers to Buyers<br />Larger Orders<br />More Repeat Customers<br />
  12. 12. Key Types of Recommendations<br />Cross-sell<br />Similar<br />Personalized Up-sell<br />
  13. 13. Data<br />How Does It Work?<br />Recommendation Engine<br />
  14. 14. Product Page: Cross-Sell<br />Customers Also Bought<br />
  15. 15. Product Page: Similar & Cross-Sell<br />Scrolling Window<br />
  16. 16. Cart: Personalized Cross-Sell<br />
  17. 17. Email: Personalized Up-sell<br /><ul><li>Monthly Newsletter
  18. 18. Order confirmation
  19. 19. Shipping Confirmation
  20. 20. Ratings & Review Request
  21. 21. Abandoned Cart
  22. 22. Use Cross-Sell</li></li></ul><li>Email: Personalized Up-sell<br /><ul><li>Monthly Newsletter
  23. 23. Order confirmation
  24. 24. Shipping Confirmation
  25. 25. Ratings & Review Request
  26. 26. Abandoned Cart
  27. 27. Use Cross-Sell</li></ul>Based upon your buying habits, you may also like…<br />Based upon your purchases, you may also like…<br />
  28. 28. 25% More Sales<br />
  29. 29. 50% larger average order value15% higher conversion<br />
  30. 30. 10% more sales<br />
  31. 31. Ease of Integration<br />
  32. 32. Affordable Pricing<br />$50 to $1,300 per Month<br />Recommendations Displayed<br />
  33. 33. Ratings & Review<br />
  34. 34. Recommendations & Ratings /Reviews<br />
  35. 35. Future: Social Recommendations<br />Friends who bought this…<br />Dan Boyd<br />Chris Wicker<br />Nash Levy<br />
  36. 36. Future: Social Profiles<br />Movies For You<br />
  37. 37. In-Store Recommendations<br />
  38. 38. In-Store Trends<br />Price compare and leave<br />Keep shopper in store with recommendations<br />
  39. 39. In-Store Trends<br />Price compare and leave<br />Keep shopper in store with recommendations<br />In-Store Kiosks with Recommendations<br />Employee Handhelds with Recommendations<br />
  40. 40. Merchandising Decisions<br />What type on which pages?<br />Product Pages = Similar and Cross-sell<br />Cart = Cross-sell<br />Shipping & User Admin Pages = Personalized Up-sell<br />Newsletter, Order and Shipping = Personalized Up-sell<br />Cart abandonment = Similar and Cross-sell<br />Social / Facebook Store = Personalized Up-sell<br />
  41. 41. Merchandising Decisions (2)<br />How many recommendations?<br />Show 3 to 5 at a time and include a slider<br />Where on the page?<br />To Right of product, or<br />Below product, but above the fold <br />
  42. 42. Merchandising Decisions (3)<br />Titles – shoppers like to know why<br />People also bought…<br />People also viewed…<br />Based upon your order, may we suggest…<br />Based upon your past purchases, you may also like…<br />Same decisions for ratings & reviews<br />Measure Results with Analytics<br />
  43. 43. Thank You<br />Ken Levy<br />Co-Founder & CEO<br />Ken@4-Tell.com<br />971-338-9837<br />

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