Post on 17-Jan-2017
Win at B2B2C with Mobile
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Speakers
Andy Didyk - VP of Account Services - VP of Account Services at Ntara, Andy Didyk is responsible for the overall business development and digital strategy for Ntara's clients. He functions as a Subject Matter Expert in eCommerce (B2B and B2C), and digital strategy for leading Fortune 500 branded manufacturers, technology companies, healthcare, retail, and more.
Ben Lockett - VP of Sales - Ben, a former tank commander with the British Army, is responsible for sales of Registria’s Solution to new enterprise clients. In addition, he runs Registria’s Inside Sales Team. Ben has significant experience in helping companies understand the technologies available to get maximum value from customer data.
Discussion Points
• Learn how a 2 tiered digital-mobile strategy engaged both retailers and product buyers • Learn how your brand can find "Super Buyers" and
increase direct e-commerce revenue • See how Hunter Fan used product packaging to
engage buyers on their smartphones
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Hunter Fan Success Story
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B2CT’S WHAT CONSUMERS WANTIt’s what consumers want
According to Forrester, more than a third of US online consumers surveyed expressed a preference for buying directly from manufacturers.
52 percent of online shoppers in the U.S. visit a website with the intention of buying. These buyers are driven by a greater assortment of products and their loyalty to the brand.
Source: PwC, 2016. 2016 Total Retail Report
34%
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Hunter Fan B2B2C Challenge
Multiple, disjointed systems• Data housed in
different ERP, CMS, Excel files
• Manual batch processes to integrate data
• Product info not updated
Product registration broken• 1 million paper registrations
not in a system• Complicated UX for online
registration• Low registration rate
Business (Hunter Fan)
Business (Retailer)
Consumer(Buyer)
Outdated B2B2C Strategy• 125 year old venerable
brand• B2B marketing support has
process and system gaps• Need B2C mobile strategy
(50% site visitors via mobile)
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Hunterfan.com
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Casablancafanco.com
Customcasablanca.com
Hunterindustrialfan.com
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Hunter Fan Digital-Mobile Ecosystem
Business (Hunter Fan)
Business (Retailer)Consumer (Buyer)
Product Registration
Hunter Industrial
Fan Connect (B2B)
HF Visualizer App
Friends & Family
HF Showroom
Hunter Dealer Locator
Legacy Fan Support
Fan Parts Purchase
Online Retail Partners
Casa Visualizer App
Casa Dealer Locator
Custom Casablanca
AmazonBuild.com
Canadian TireCapitol LightingCeilingFan.com
CostcoDelmar
Fan DiegoFan ShackFan C FanHansen
Home DepotLowes
MenardsRona
The WebStoreTuesday Morning
Wayfair
Hunter Fan
Casablanca
Marketing
Tech Support
Supply Chain
JD Edwards (ERP)
All ProductsProduct Manuals
Price ListsProduct Specs
Parts ListCognos (BI)Call Center
Product Catalogs
PIM
Ecommerce
Mobile App
Custom Portal Dealer Locator
Product Configurator
Detailed Product Support©2016 Ntara, Inc. All contents proprietary and confidential.
Custom PIM System: FanBase
Custom PIM System: FanBase
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Mobile to Drive Revenue
Entertain customers while helping them navigate the options
• Match Hunter fans to individual tastes on the homepage
• Visualizer App to help shoppers visualize fans in their rooms
Tripled online revenue YoY
Hunter Fan Visualizer App
Match My Style, Space, and Personality
e-CommerceOnline RetailBig Box Retail
Hunter.com(direct to consumer)
Mom & Pop Retail
Hunter Fan Site Performance
140times increase in transactions
58times increase in conversions
7.7%increase in sessions
22.2%increase in page views
31.2%reduction in bounce rate
63.4%improvement in average redirection time
47%improvement in average server response time
38.2%improvement in average page load time
13.5%improvement in average pages per session
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Finding Super Buyers
Registered Buyers = Super BuyersCustomers who register index 2.5X more than the average U.S. HH as "Super Buyers"
Source: Registria Research of 100+ brands in 2015, Datalogix Overlay
Super Buyers have the highest purchasing activity and purchasing capacity in the US
Super Buyers comprise the top 5% of consumers in the US
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Source: 2015 Registria Trends Report
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First Touch with a BuyerFor brands who sell via retailers, the typical first touch with your buyer is through product registration
Pre-Purchase Post-Purchase
Product Registration becomes the 1st Buyer Touchpoint, the point when a Shopper becomes a Buyer
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Channel EvolutionMobile registration has tripled product registration rates, giving brands better and quicker ways to identify customers
Source: Registria Research of 100+ brands in 2015
* For brands who provided mobile as a registration option
*
Source: 2015 Registria Trends Report
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2005 vs 2015Digital and mobile registration have given brands access to new audiences
Source: Registria Research of 100+ brands in 2015, Datalogix Overlay
Source: 2015 Registria Trends Report
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Speed to EngagementWith mobile registration, brands can onboard a customer within 24 hours
Source: Registria Research of 100+ brands in 2015
Source: 2015 Registria Trends Report
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Photoregister Solution• Reaches 100% of mobile
audience; No apps or downloads required
• Identifies user by mobile number or message application address
• Taps existing consumer behaviors
• Uses location services
Hunter Fan Shoppers50% visit Hunter Fan site using mobile
Online
Step 1: Take a photo of the camera icon
DEMO-SFF1000CLN
Step 2: Text, Message, or Post Photo
Smartphone
Text photo to 71403 (US, CAN)
Social Messaging
Direct message@photoregister
Register online atwww.myreg.photo
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Innovative Use of PackagingIntegrate mobile solution into packaging
Photoregister printed on inside panel when box is opened
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Hunter FanImpact of Photoregister
Hunter Fan Product Registrations• 100% launched on Hunter
brand; Casablanca brand underway
• 185% increase in registrations YoY since launch in May 2016
• 32% of people are now registering within 10 days of purchase
Web58.1%
Mobile41.9%
Hunter Fan uses Photoregister as gateway to new digital + mobile experience for its consumers
Paper, 0%
Registration Data: Consumer Insights
Registration Data: Consumer Insights
Registration Data: Consumer Insights
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Key Insights
Increase direct e-commerce and retail sales
Find high value customers
Monetize these relationships
Engage early and quickly
More and more consumers register 24 hours after purchase
Consumers who register are valuable in every industry
Registered buyers provide more favorable ratings and product reviews
Mobile registration attracts more “Super Buyers”
Mobile is the gateway to find, engage, and monetize high value customers
Andy DidykVP of Account Services
didyk@ntara.com(423) 926 8272 x8613
Ntara.com
THANK YOU
Ben LockettVP of Sales
blockett@registria.com(303) 298 5612
registria.comphotoregister.com