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TCS: Success Strategies Of The Fastest Growing Internet Retailers

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17 Current success strategies of the top internet retailers updated for 2017. These are the latest most up-to-date digital marketing strategies used by the fastest growing online retailers in ecommerce and digital retail.

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TCS: Success Strategies Of The Fastest Growing Internet Retailers

  1. 1. #tcs2017 LinkedIn.com/in/RolandFrasier Native Commerce & Digital Marketer Growth Strategies Of The Top Internet Retailers
  2. 2. #ccs2016 @your_twitter_handle Source: InternetRetailer.com
  3. 3. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. Innovative Model #tcs2017 LinkedIn.com/in/RolandFrasier
  4. 4. Re-Inventing Models + Markets • Leesa.com: Avoid mattress shopping awkwardness. Cut out middle-men + lower cost. • Pharmapacks: Buy 50,000 products from 16 diverters, list on Amazon, win the buy box. • NakedWines.com: Overcome distributor monopoly, crowdfund new winemakers + provide wine lovers with high-quality, deep discounted wines. • Harrys.com: Own manufacturing, eliminate inconvenience + expense of drugstore razor shopping. Subscription razors + related products. • Wayfair.com: Long-tail furniture shopping, try-before-you-buy tech + marketplace. #tcs2017 LinkedIn.com/in/RolandFrasier
  5. 5. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. What To Do Now…#tcs2017 LinkedIn.com/in/RolandFrasier
  6. 6. Disruption = Applying Different Business Models To Your Industry • Landlord (Physical/IP) • Affiliate • Pay As You Go • Publisher • Franchise • Manufacturer/Sales Rep • Wholesaler • Broker • Reseller/VAR • Retailer • Network Marketing • All you can eat • Direct Seller • Subscription #tcs2017 LinkedIn.com/in/RolandFrasier
  7. 7. Experiment With Different Pricing Models • Free (Ad Supported) • Freemium • Value Based • Tiered/Volume • Feature + Add-Ons • Low Price • MSRP/MAP • Free + Paid Support • “Cost +” or “x Cost” • Portfolio/Suite • Commodity • Razor + Blade • Premium/Luxury • Discount #tcs2017 LinkedIn.com/in/RolandFrasier
  8. 8. Naked Wines Product Innovation Mapping Business Model Primary Secondary Tertiary PricingModels PrimarySecondaryTertiary Publisher: Winemaker Pitches NW On New Wine Paid Support: Winemaker Receives Advance + Support Subscription: Crowdfunding Via “Wine Angels” Volume: Based On Sales Value Based: £6 Per Order + £60 Wine Credit Discount: “Angels” Pay 40- 60% Less Than Retail #tcs2017 LinkedIn.com/in/RolandFrasier “Wine Bond”Interest @ 7% or 10% Wine Credits Direct Seller: Disrupt old wine distributor model $40/Month Wine Box Affiliate
  9. 9. Leesa Product Innovation Mapping Business Model Primary Secondary Tertiary PricingModels PrimarySecondaryTertiary Direct Seller: Mattresses Affiliate “Refer A Friend” Publisher Better Sleep Blog Low Price Value Based Give $75/Get $50 Free Cost + or X Cost: Upsells to blankets, covers, etc. #tcs2017 LinkedIn.com/in/RolandFrasier List Rentals? Affiliate Offers?
  10. 10. New Product Innovation Mapping Business Model Primary Secondary Tertiary PricingModels PrimarySecondaryTertiary #tcs2017 LinkedIn.com/in/RolandFrasier
  11. 11. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. Chatbots + Smart Speakers #tcs2017 LinkedIn.com/in/RolandFrasier
  12. 12. Source: activate.com WJSD Tech+Media Outlook 2017
  13. 13. #tcs2017LinkedIn.com/in/RolandFrasier Holiday Shopping With Nordstrom.com Chatbot Asks general questions which lead to specific product suggestions
  14. 14. #tcs2017 LinkedIn.com/in/RolandFrasier 1-800-FLOWERS: Order flowers for my wife UNIQLO Chatbot Shopping“Tinder Style”With Swipe- Til-You-Like-It
  15. 15. #tcs2017 LinkedIn.com/in/RolandFrasier Louis Vuitton Item Finder Everlane Order Status
  16. 16. Amazon,Google,Apple + Microsoft “Smart Speaker”Voicebots #tcs2017 LinkedIn.com/in/RolandFrasierReordering Pens On Echo With Alexa
  17. 17. Most Voicebots Don’t Use Google Search Results Source: WSJD Tech+Media Trends
  18. 18. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. What To Do Now…#tcs2017 facebook.com/RolandFrasierPage
  19. 19. #tcs2017 LinkedIn.com/in/RolandFrasier
  20. 20. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc.Partner With Influencers #tcs2017 LinkedIn.com/in/RolandFrasier
  21. 21. Leesa’s Influencer Program #tcs2017 LinkedIn.com/in/RolandFrasier • Send free product to influencers to try and review • Earned media outreach to influencers like Tim Ferris + GQ
  22. 22. Harry’s Influencer Program #tcs2017 LinkedIn.com/in/RolandFrasier • Send free product to influencers to try out and review • Earned media outreach to influencers like Tim Ferris + GQ
  23. 23. Ipsy’s Influencer Program #tcs2017 LinkedIn.com/in/RolandFrasier • Open Studio: 10,000 ft2 studio for influencers • 10,000 amateur beauty vloggers • Access Open Studio, apps, publicity, tools • 300 million social media impressions
  24. 24. Petco’s Influencer Program #tcs2017 LinkedIn.com/in/RolandFrasier • Partnered with YouTube star Toby Turner (15 million YouTube subscribers. • Video got 595,000 views vs. about 1,000 per video on Petco’s YouTube commercials
  25. 25. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. What To Do Now…#tcs2017 facebook.com/RolandFrasierPage
  26. 26. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. Marketplaces #tcs2017 LinkedIn.com/in/RolandFrasier
  27. 27. Wayfair.com Marketplace #tcs2017 LinkedIn.com/in/RolandFrasier • 7,000 independent sellers • Generates income for Wayfair + expands product mix • Reduces need to inventory drop-ship items
  28. 28. Pharmapacks.com Marketplace #tcs2017 LinkedIn.com/in/RolandFrasier • Grew up on Amazon.com marketplace, expanded to others (Ebay, Overstock + Walmart) • Sells 50,000 different products • Recently opened its own marketplace
  29. 29. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. What To Do Now…#tcs2017 facebook.com/RolandFrasierPage
  30. 30. Sell Your Products On Additional Marketplaces #tcs2017 LinkedIn.com/in/RolandFrasier Source: Internet Retailer 2016 Online Marketplaces Report
  31. 31. #tcs2017 LinkedIn.com/in/RolandFrasier
  32. 32. #tcs2017 LinkedIn.com/in/RolandFrasier
  33. 33. Explore Listing Your Products On Niche Focused Marketplaces #tcs2017 LinkedIn.com/in/RolandFrasierSource: Internet Retailer 2016 Online Marketplaces Report
  34. 34. Explore Listing Your Products On Niche Focused Marketplaces #tcs2017 LinkedIn.com/in/RolandFrasierSource: Internet Retailer 2016 Online Marketplaces Report
  35. 35. #tcs2017 LinkedIn.com/in/RolandFrasierSource: Internet Retailer 2016 Online Marketplaces Report % Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace Should You Be On This Channel?
  36. 36. #tcs2017 LinkedIn.com/in/RolandFrasier Marketplace management solution when you don’t have Pharmapack’s “Master Brain”Software
  37. 37. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc.Make Or Source More Product #tcs2017 LinkedIn.com/in/RolandFrasier
  38. 38. Ipsy’s Em Cosmetics #tcs2017 LinkedIn.com/in/RolandFrasier • Recently repurchased from L’Oreal • Plan to offer through Ipsy • Provide higher margins and greater creative control
  39. 39. USAutoParts.com #tcs2017 LinkedIn.com/in/RolandFrasier • Increasing its private label auto parts line • Kool-Vue • Sells on USAutoParts.com site as well as other auto parts marketplaces
  40. 40. Pharmapacks.com #tcs2017 LinkedIn.com/in/RolandFrasier • Acquires lower priced items through diverter network • Special family relationship with Quality King • Opening its own vendor marketplace
  41. 41. Rue21.com #tcs2017 LinkedIn.com/in/RolandFrasier • RueGuy line for men • RuePlus line for plus sized women (fair price) • ETC line of accessories
  42. 42. Create,Source & Sell Owned Branded Products • GreenChef.com: Grower Contracts To Retail Web • Leesa.com: Owned Manufacturing To Retail Web • USAutoParts.com: Sourced Manufacturing To Retail Web • Honest.com: Sourced Manufacturing To Retail Web + Retail • Harrys.com: Owned Manufacturing To Retail Web #tcs2017 LinkedIn.com/in/RolandFrasier
  43. 43. Selling Your Own Products Improves Margin Measurably • Our average margin on drop-shipped + branded products is 20% - 30%. • Our average margin on products we manufacture is between 50% - 70%. • Vertical integration allows data-driven product development + short dev time #tcs2017 LinkedIn.com/in/RolandFrasier
  44. 44. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. What To Do Now…#tcs2017 facebook.com/RolandFrasierPage
  45. 45. How can you use this in your business? • Own or get exclusives on your raw materials like NakedWines.com or GreenChef.com • Source or own manufacturing of your products vs. drop-shipping like Harrys.com (owned), DollarShaveClub.com (sourced) or make arrangements with diverters like Pharmapacks.com did • Create + own your house brand like Honest.com + Wayfair.com #tcs2017 LinkedIn.com/in/RolandFrasier
  46. 46. Fill Product Mix Gaps With Your Own Branded Products Product Mix Width: # of different product lines carried by the company Product Mix Depth: # of versions of each product offered in the line Product Mix Consistency: How closely related are the different product lines Product Line: Closely related group of products Product Line Length: # of items in the product line #tcs2017 LinkedIn.com/in/RolandFrasier
  47. 47. The Product Line Grid #tcs2017 LinkedIn.com/in/RolandFrasier
  48. 48. The Product Line Grid
  49. 49. The Product Mix Canvas  PRODUCT MIX WIDTH   PRODUCT LINE 1   PRODUCT MIX DEPTH   PRODUCT LINE 2  Product Category 1 Product Category 2 Product Category 3 Product Category 1 Product Category 2 Product Category 3 Product Category 4 Product Name 1 Product Name 2 Product Name 3 Product Name 4  PRODUCT MIX WIDTH   PRODUCT LINE LENGTH   PRODUCT LINE LENGTH   PRODUCT CONSISTENCY  #tcs2017 LinkedIn.com/in/RolandFrasier
  50. 50. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. Risk-Reversal #tcs2017 LinkedIn.com/in/RolandFrasier
  51. 51. Wayfair’s Fair View App Lets You Try Items In Your Home Before You Buy #tcs2017 LinkedIn.com/in/RolandFrasier
  52. 52. #tcs2017 LinkedIn.com/in/RolandFrasier #tcs2017 LinkedIn.com/in/RolandFrasier
  53. 53. #tcs2017 LinkedIn.com/in/RolandFrasier
  54. 54. #tcs2017 LinkedIn.com/in/RolandFrasier#tcs2017 LinkedIn.com/in/RolandFrasier
  55. 55. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. What To Do Now…#tcs2017 facebook.com/RolandFrasierPage
  56. 56. Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing Try-Before-You-Buy Programs: X Days Free Trial (e.g. Warby Parker Try 5 Paris For 5 Days) Mixed Reality Tech (e.g. Wayfair View, L’Oreal Makeup Genius) Total Satisfaction Guarantees Easy Returns Free Shipping #tcs2017 LinkedIn.com/in/RolandFrasier
  57. 57. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. Personalization #tcs2017 facebook.com/RolandFrasierPage
  58. 58. BlueApron.com subscribers can choose their recipes based on dietary preferences. #tcs2017 LinkedIn.com/in/RolandFrasier
  59. 59. Use Personalization To Increase Conversions + Retention Ipsy.com visitors take a survey to help personalize their monthly Glam Bag offering #tcs2017 LinkedIn.com/in/RolandFrasier
  60. 60. Use Personalization To Increase Conversions + Retention Ipsy.com subscribers can personalize their monthly Glam Bag offering #tcs2017 LinkedIn.com/in/RolandFrasier
  61. 61. #tcs2017 linkedin.com/in/RolandFrasier
  62. 62. #tcs2017 linkedin.com/in/RolandFrasier The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice.
  63. 63. #tcs2017 linkedin.com/in/RolandFrasier
  64. 64. #tcs2017 linkedin.com/in/RolandFrasier Wayfair has custom software that personalizes your online experience based on behavior + analytics. • 15 –25 A/B split and multi- variant tests per month • Increased LTV,repeat buying • Reduced churn • Orignally used Sitespect.com tool for this http://engineering.wayfair.com
  65. 65. Custom software sends 1 million + different variations of the daily email $64 CAC / $342 LTV #tcs2017 linkedin.com/in/RolandFrasier
  66. 66. #tcs2017 linkedin.com/in/RolandFrasier Sitespect.com
  67. 67. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. What To Do Now…#tcs2017 facebook.com/RolandFrasierPage
  68. 68. What Personalized Experience Can You Deliver? • Survey your market to learn more about them and deliver personalized experiences based on their answers. • Allow customers to create their own customized version of your product. (Rayban did this and it now composes 40% of sales.) • Use on-site behavior, buying history or aggregated data to serve the most relevant offers, content and experience to your customers. (Wayfair did this with SiteSpect before going custom.) #tcs2017 LinkedIn.com/in/RolandFrasier
  69. 69. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. O2O #tcs2017 LinkedIn.com/in/RolandFrasier
  70. 70. O2O: Use Pop-up Stores To Test + Connect • MichaelKors.com: Multiple pop-up stores. • Casper.com: Pop-up store mobile truck with beds • Amazon launch of 100 pop-up stores • Honest.com: Pop-up stores, stands, kiosks. #tcs2017 LinkedIn.com/in/RolandFrasier
  71. 71. Pop-up Stores
  72. 72. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. What To Do Now…#tcs2017 facebook.com/RolandFrasierPage
  73. 73. #tcs2017 LinkedIn.com/in/RolandFrasierTheStoreFront.com
  74. 74. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. Transparency #tcs2017 LinkedIn.com/in/RolandFrasier
  75. 75. Wayfair’s Fair View App Lets You Try Items In Your Home Before You Buy #tcs2017 LinkedIn.com/in/RolandFrasier
  76. 76. Wayfair’s Fair View App Lets You Try Items In Your Home Before You Buy #tcs2017 LinkedIn.com/in/RolandFrasier
  77. 77. Wayfair’s Fair View App Lets You Try Items In Your Home Before You Buy #tcs2017 LinkedIn.com/in/RolandFrasier
  78. 78. Wayfair’s Fair View App Lets You Try Items In Your Home Before You Buy #tcs2017 LinkedIn.com/in/RolandFrasier
  79. 79. Wayfair’s Fair View App Lets You Try Items In Your Home Before You Buy #tcs2017 LinkedIn.com/in/RolandFrasier
  80. 80. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. What To Do Now…#tcs2017 facebook.com/RolandFrasierPage
  81. 81. Add Transparency In Your Marketing + Site • Provide a list of raw materials + sources • Showcase manufacturer and their processes • Share your product create costs • Provide competitor price comparisons Source: Pixlee.com | boast.io |3DCart #tcs2017 LinkedIn.com/in/RolandFrasier
  82. 82. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. Social #tcs2017 facebook.com/RolandFrasierPage
  83. 83. Social Commerce + UGC = Higher Conversions Shoppers who interact with a UGC photo are 2x more likely to purchase. UGC photos get 4X higher CTR than branded ads. UGC photos raise on-site conversion by 74% 71% of respondents say they trust UGC more than those taken by a manufacturer or seller Source: Pixlee.com | boast.io |3DCart #tcs2017 LinkedIn.com/in/RolandFrasier
  84. 84. BlueApron.com customers post pics of their creations on BA’s Facebook page Encourages customers to post meals they made using BA kits with hashtag #blueapron. UGC photos increase engagement + amplify your brand. UGC photos raise on-site conversion by 12%. tcs2017 LinkedIn.com/in/RolandFrasier
  85. 85. BlueApron.com holds multiple user photo contests to build UGC First contest began in 2013. Contests span multiple social media platforms including Facebook + Instagram tcs2017 LinkedIn.com/in/RolandFrasier
  86. 86. Ipsy.com provides vloggers OpenStudio to build UGC Free use of the Santa Monica studio’s equipment. Photo shoots and earned media opportunities Wants to own 100% of beauty vlogger market tcs2017 LinkedIn.com/in/RolandFrasier
  87. 87. MichaelKors.com builds UGC with Social Media Hashtag Campaigns #SidewalkSpotted with links to product on MK site Consistently creates social campaigns lending themselves to UGC, from #JetSetSelma to #WhatsInYourKors tcs2017 LinkedIn.com/in/RolandFrasier
  88. 88. Shop For Cosmetics With Snapchat Shoppable Stories #tcs2017 LinkedIn.com/in/RolandFrasier
  89. 89. Fastest Growing E-Retailers Drive Traffic With Social • BlueApron.com: 7% Of Total Traffic From Social • DollarShaveClub.com: 9.3% Of Total Traffic From Social • Casper.com: 11% Of Total Trafic From Social • Everlane.com: 11.73% Of Total Traffic From Social #tcs2017 LinkedIn.com/in/RolandFrasier
  90. 90. #tcs2017 LinkedIn.com/in/RolandFrasier
  91. 91. CharlotteRusse.com drives social commerce with Curalate #tcs2017 LinkedIn.com/in/RolandFrasier
  92. 92. CharlotteRusse.com drives social commerce with Curalate #tcs2017 LinkedIn.com/in/RolandFrasier
  93. 93. #tcs2017 LinkedIn.com/in/RolandFrasier
  94. 94. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. What To Do Now…#tcs2017 facebook.com/RolandFrasierPage
  95. 95. Source: Jay Baer #tcs2017 LinkedIn.com/in/RolandFrasier Direct Your Ad Spend To Channels Convert Best For Your Offers + Products
  96. 96. Instagram: #LinkInProfile + #LinkInBio Instagram: Add a link from your brand’s bio to a shoppable gallery of your brand’s Instagram pictures. Use “Shop Now” ads. #tcs2017 LinkedIn.com/in/RolandFrasier
  97. 97. Create A Facebook Social Storefront #tcs2017 LinkedIn.com/in/RolandFrasier
  98. 98. Twitter: Tweet a URLTo Take Users To Your Product Page Or Collection #tcs2017 LinkedIn.com/in/RolandFrasier
  99. 99. Pinterest: Use Buyable Pins,Shop-The-Look + Promoted Videos #tcs2017 LinkedIn.com/in/RolandFrasier
  100. 100. Snapchat: Use Shoppable Stories #tcs2017 LinkedIn.com/in/RolandFrasier
  101. 101. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. Search #tcs2017 facebook.com/RolandFrasierPage
  102. 102. The 25 Fastest Growing Retailers Spend 4x More On Paid Search #tcs2017 LinkedIn.com/in/RolandFrasierSource: InternetRetailer/AdGooroo
  103. 103. Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites #tcs2017 LinkedIn.com/in/RolandFrasier
  104. 104. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. What To Do Now…#tcs2017 facebook.com/RolandFrasierPage
  105. 105. How Do Small Retailers Compete With Top IR’s Spend? • Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONick.com) • Go where they are not (pop-ups, print ads, trade shows) • Create unique, compelling content they are not • Focus on your story and sell products they are not #tcs2017 LinkedIn.com/in/RolandFrasier
  106. 106. #tcs2017 LinkedIn.com/in/RolandFrasier
  107. 107. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. Recurring Revenue#tcs2017 facebook.com/RolandFrasierPage
  108. 108. Fastest Growing Companies With Subscription Revenue • BlueApron.com: Food/Recipe Bundles • DollarShaveClub.com: Razors + Other Bathroom Products • Ipsy.com: Make-up • Honest.com: Diapers + Other Bundles • NakedWines.com: Wine boxes #tcs2017 LinkedIn.com/in/RolandFrasier
  109. 109. Subscription Revenue • Predictable cash flow • Predictable inventory needs • Higher valuation multiples • Biggest Challenge = Churn Use Welcome, Consumption + Win-back Campaigns #tcs2017 LinkedIn.com/in/RolandFrasier
  110. 110. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. What To Do Now…#tcs2017 facebook.com/RolandFrasierPage
  111. 111. What Is Your Recurring Revenue Plan • Do you have a recurring revenue component to your business model? • What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn? • Can you start a subscription box? Ttwo good resources are… SubscriptionCommerceInsider.com + CrateJoy.com/Box-Insider #tcs2017 LinkedIn.com/in/RolandFrasier
  112. 112. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. Be On-Trend#tcs2017LinkedIn.com/in/RolandFrasier
  113. 113. Are You Riding Current Trends • Leesa.com, Casper.com + Saatva.com: Mattress market disruption • Honest.com: Natural products + Monthly boxes • Etailz.com: Eco-Responsible products • GreenChef + BlueApron: Cooking/Chef TV shows + Monthly boxes • Trendwatching.com: Track trends #tcs2017 LinkedIn.com/in/RolandFrasier
  114. 114. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. What To Do Now…#tcs2017 facebook.com/RolandFrasierPage
  115. 115. Is Your Business Model“On Trend?” • What are the major trends are taking place in your current market? See TrendWatching.com / TrendHunter.com • What major trends apply to your target audience? • Does your current business model and product lineup match up to one or more of these trends? #tcs2017 LinkedIn.com/in/RolandFrasier
  116. 116. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. Customer Focused#tcs2017 LinkedIn.com/in/RolandFrasier
  117. 117. Pharmapcks.com: Provide Value + Get Valuable Feedback • 284,000 Customer Reviews: With a 4.9 star average rating on Amazon • Micro-Advocacy With Amazon Seller-Support Group (“ASSG”): 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon). Resolve all customer complaints then appeal to ASSG to remove reviews. Over 3,300 removed in a single year. • Software To Monitor Poor Reviews: TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution. #tcs2017 LinkedIn.com/in/RolandFrasierSource: Inc.Magazine Interview
  118. 118. Continually Iterating Data-Driven Products • Pharmapacks.com: “Master Brain” identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box. • Wayfair.com: Custom analytics software watches customer behavior and delivers content + offers tailored per buyer. • SurvivalLife.com: Knives sell better than most products #tcs2017 LinkedIn.com/in/RolandFrasier
  119. 119. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. What To Do Now…#tcs2017 facebook.com/RolandFrasierPage
  120. 120. #tcs2017 LinkedIn.com/in/RolandFrasier TrustPilot.com
  121. 121. Intelligent, dynamic pricing solution when you don’t have Pharmapack’s “Master Brain”Software
  122. 122. How Is Your Customer Feedback Loop? • Let customers update account info, post reviews, leave opinions. • Offer live chat, telephone support and a help-desk? • Monitoring customer feedback on the web? • Building customer preference/taste profiles to personalize the app + web experience? #tcs2017 LinkedIn.com/in/RolandFrasier
  123. 123. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc.Bundling #tcs2017 LinkedIn.com/in/RolandFrasier
  124. 124. #tcs2017 LinkedIn.com/in/RolandFrasier
  125. 125. #tcs2017 LinkedIn.com/in/RolandFrasier
  126. 126. Source: InternetRetailer.com
  127. 127. #tcs2017 LinkedIn.com/in/RolandFrasier
  128. 128. The Benefits Of Bundling… • Personalized customer experience (choose your adventure). • Avoid decision fatigue and increase conversion rates. • Valuable customer data + feedback for future product dev. • Increase immediate average order value and Lifetime Customer Value by increasing order size + price. #tcs2017 LinkedIn.com/in/RolandFrasier
  129. 129. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. What To Do Now…#tcs2017 facebook.com/RolandFrasierPage
  130. 130. What product and/or service bundles can you create? • Products that go together like DollarShaveClub.com does with razors and shave butters and gels? • Products that complement one another like Honest.com does with diapers and baby wipes • Increasing quantity + selection like TouchOfModern.com does. #tcs2017 LinkedIn.com/in/RolandFrasier
  131. 131. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. Strong Referral Program #tcs2017 LinkedIn.com/in/RolandFrasier
  132. 132. #tcs2017 LinkedIn.com/in/RolandFrasier
  133. 133. #tcs2017 LinkedIn.com/in/RolandFrasier
  134. 134. #tcs2017 LinkedIn.com/in/RolandFrasier
  135. 135. Referral Programs • Drive 5% - 30% of total acquisition • Average CPA is $3 • Display + PPC CPA averages $40 • Retargeting CPA averages $10 Source: FriendBuy.com #tcs2017 LinkedIn.com/in/RolandFrasier
  136. 136. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. What To Do Now…#tcs2017 facebook.com/RolandFrasierPage
  137. 137. Source: RetentionScience.com
  138. 138. Source: RetentionScience.com#tcs2017 LinkedIn.com/in/RolandFrasier
  139. 139. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc.Unified Commerce Vs.Omni-Channel #tcs2017 LinkedIn.com/in/RolandFrasier
  140. 140. Source: Boston Retail Partners #tcs2017 LinkedIn.com/in/RolandFrasier
  141. 141. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. #tcs2017 facebook.com/RolandFrasierPage
  142. 142. This is a sample of bold text on a full color slide. This is good for quotes,stats, dividers,etc. #tcs2017 facebook.com/RolandFrasierPage Thank You Slideshare.com/RolandFrasier #tcs2017 LinkedIn.com/in/RolandFrasier

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