Content Commerce + Growth Strategies For Online Retailers

169
#YPONewport @RolandFrasier Native Commerce & Digital Marketer Content, Commerce + Growth Strategies For Online Retailers

Transcript of Content Commerce + Growth Strategies For Online Retailers

Page 1: Content Commerce + Growth Strategies For Online Retailers

YPONewport RolandFrasier

Native Commerce amp Digital Marketer

Content Commerce + Growth Strategies For Online Retailers

YPONewport your_twitter_handle

Source InternetRetailercom

YPONewport your_twitter_handle

Source InternetRetailercom

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Ecommerce EcosystemOverview

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The Native Commerce Triad

COMMERCECONTENT

PRODUCTS

YPONewport LinkedIncominRolandFrasier

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CONTENT

YPONewport LinkedIncominRolandFrasier

MEDIA PROPERTY

CONTESTSON-SITE PROMOS

CONTENT

ON-SITE 3rd PARTY ADSON-SITE RETARGETING

SOCIAL

EMAIL

TRAFFIC

ORGANIC SEARCH

RENTED LISTS

PAID MEDIA

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COMMERCE

MEMBERSHIP SITE

SOCIAL

EMAIL

MARKETPLACESTARGETED ADS

TRAFFIC

SEGMENTEDPROMOS

LANDING PAGES

PRODUCT GRID

RETARGETING

ORGANIC SEARCH

RENTED LISTS

PAID MEDIAYPONewport LinkedIncominRolandFrasier

Start With Your Online Strategic Goals For 2017

Profit Center Revenue Target Unit Sales Required Needs

PC 1 $XXXXXXXXX

PC 2 $XXXXXXXXX

PC 3 $XXXXXXXXX

PC 4 $XXXXXXXXX

PC 5 $XXXXXXXXX

$ GOAL

Is there online profit center that doesnrsquot move you toward your goal

For Each OnlineProfit CenterDo Thishellip

Target PC Income $

Product Price $

Target PC Income Product Price = Sales Needed

of Sales Needed

Conversion Rate

( Sales Needed) CR = Leads Needed

Leads Needed

Click-through Rate

Leads Needed CTR = Clicks Needed

Clicks Needed CPC = $

Clicks Needed x CPC = Monthly Ad Spend

Monthly Ad Spend $

For Each OnlineProfit CenterDo Thishellip

Target PC Income $1000000

Product Price $50

Target PC Income Product Price = Sales Needed

of Sales Needed 20000

Conversion Rate 25

( Sales Needed) CR = Leads Needed

Leads Needed 80000

Click-through Rate 2

Leads Needed CTR = Clicks Needed

Clicks Needed 4000000 CPC = $020

Clicks Needed x CPC = Monthly Ad Spend

Monthly Ad Spend $800000

Use The Traffic Channel Grid To Create Your MapPR

OFIT

CEN

TERS

TRAFFIC CHANNELS

FACEBOOK GOOGLE HOUSE LIST CERTIFIED PARTNERS AMAZON DIRECT SALES AFFILIATES TampCSOCIAL

MEDIA SEO HOUSE EMAIL LIST AMAZON AFFILIATES TRADE SHOWS DIRECT MAIL EMAIL DROPS

How will you get there Whatrsquos the roadmapPR

OFIT

CEN

TERS

TRAFFIC CHANNELS

XDM LAB

THE MACHINE

TampC

CERTS amp MASTER CLASSES

CERTIFIED PARTNERS

BOOKS2

35

20

5

30

8

FACEBOOK GOOGLE HOUSE LIST CERTIFIED PARTNERS AMAZON DIRECT SALES AFFILIATES TampC

X X X

20 50 15 1023

XX X X X X XX X XX X X X X X

X X X XX X X X X

Use The Promo Calendar Wheel To Create Offers For The Traffic Grid

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A Better Model

YPONewport RolandFrasier

Re-Inventing Models + Marketsbull BlueAproncom Eliminate inconvenience of grocery shopping Cut out middle-men

Subscription meal kits

bull Honestcom Eliminate inconvenience of shopping for hard to find natural baby products Subscription diapers + related products

bull Harryscom DollarShaveClubcom Eliminate inconvenience + expense of drugstore razor shopping Subscription razors + related products

bull PrimaryKidscom Eliminate inconvenience of shopping for kids clothing Ignore fashion trends Focus on evergreen styles Save costs of designers and inventory

YPONewport RolandFrasier

What Is Your Business Model

bull What thing that has ldquoalways been done that wayrdquo could be done differently and better Eg BlueApron pre-measured ingredients WarbyParker glasses LeesaCasper mattresses

bull Can you cut out the middlemen or change the model to save cost and provide better value and prices to your customers Jetcom adopting the Ryan Air model

YPONewport RolandFrasier

Deep Dive Your Competitionrsquos Business Models

bull Use the Lean Canvas or Business Model Canvas to clone their business models

bull Review these models and design your own based on the best parts of theirs

bull Experiment with different variations of business models to find the best path

bull Gather ideas for tests test and optimize

YPONewport RolandFrasier

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

YPONewport RolandFrasier

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

YPONewport RolandFrasier

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Step 1 Identify 3 to 7 key value factors for your industry product or service

Step 2 Which factors should be reduced below industry norms

Step 3 Which factors should be raised above industry standards

Step 4 What new benefits should be created that are not currently offered

Step 5 Which features should be eliminated that the industry offers

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value FactorsCompetitor

Your Product

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

Competitor

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

CompetitorYour Product

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

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Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

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Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

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Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

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Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

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Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

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Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

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Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

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Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

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Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

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Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

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User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

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Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

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Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

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Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

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Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

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Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

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Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

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Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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Unified Commerce Vs Omni-Channel

YPONewport RolandFrasier

Source Boston Retail Partners

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Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

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O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

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Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

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Thank you

YPONewport RolandFrasier

  • Slide Number 1
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  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 2: Content Commerce + Growth Strategies For Online Retailers

YPONewport your_twitter_handle

Source InternetRetailercom

YPONewport your_twitter_handle

Source InternetRetailercom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Ecommerce EcosystemOverview

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

The Native Commerce Triad

COMMERCECONTENT

PRODUCTS

YPONewport LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

CONTENT

YPONewport LinkedIncominRolandFrasier

MEDIA PROPERTY

CONTESTSON-SITE PROMOS

CONTENT

ON-SITE 3rd PARTY ADSON-SITE RETARGETING

SOCIAL

EMAIL

TRAFFIC

ORGANIC SEARCH

RENTED LISTS

PAID MEDIA

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

COMMERCE

MEMBERSHIP SITE

SOCIAL

EMAIL

MARKETPLACESTARGETED ADS

TRAFFIC

SEGMENTEDPROMOS

LANDING PAGES

PRODUCT GRID

RETARGETING

ORGANIC SEARCH

RENTED LISTS

PAID MEDIAYPONewport LinkedIncominRolandFrasier

Start With Your Online Strategic Goals For 2017

Profit Center Revenue Target Unit Sales Required Needs

PC 1 $XXXXXXXXX

PC 2 $XXXXXXXXX

PC 3 $XXXXXXXXX

PC 4 $XXXXXXXXX

PC 5 $XXXXXXXXX

$ GOAL

Is there online profit center that doesnrsquot move you toward your goal

For Each OnlineProfit CenterDo Thishellip

Target PC Income $

Product Price $

Target PC Income Product Price = Sales Needed

of Sales Needed

Conversion Rate

( Sales Needed) CR = Leads Needed

Leads Needed

Click-through Rate

Leads Needed CTR = Clicks Needed

Clicks Needed CPC = $

Clicks Needed x CPC = Monthly Ad Spend

Monthly Ad Spend $

For Each OnlineProfit CenterDo Thishellip

Target PC Income $1000000

Product Price $50

Target PC Income Product Price = Sales Needed

of Sales Needed 20000

Conversion Rate 25

( Sales Needed) CR = Leads Needed

Leads Needed 80000

Click-through Rate 2

Leads Needed CTR = Clicks Needed

Clicks Needed 4000000 CPC = $020

Clicks Needed x CPC = Monthly Ad Spend

Monthly Ad Spend $800000

Use The Traffic Channel Grid To Create Your MapPR

OFIT

CEN

TERS

TRAFFIC CHANNELS

FACEBOOK GOOGLE HOUSE LIST CERTIFIED PARTNERS AMAZON DIRECT SALES AFFILIATES TampCSOCIAL

MEDIA SEO HOUSE EMAIL LIST AMAZON AFFILIATES TRADE SHOWS DIRECT MAIL EMAIL DROPS

How will you get there Whatrsquos the roadmapPR

OFIT

CEN

TERS

TRAFFIC CHANNELS

XDM LAB

THE MACHINE

TampC

CERTS amp MASTER CLASSES

CERTIFIED PARTNERS

BOOKS2

35

20

5

30

8

FACEBOOK GOOGLE HOUSE LIST CERTIFIED PARTNERS AMAZON DIRECT SALES AFFILIATES TampC

X X X

20 50 15 1023

XX X X X X XX X XX X X X X X

X X X XX X X X X

Use The Promo Calendar Wheel To Create Offers For The Traffic Grid

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

A Better Model

YPONewport RolandFrasier

Re-Inventing Models + Marketsbull BlueAproncom Eliminate inconvenience of grocery shopping Cut out middle-men

Subscription meal kits

bull Honestcom Eliminate inconvenience of shopping for hard to find natural baby products Subscription diapers + related products

bull Harryscom DollarShaveClubcom Eliminate inconvenience + expense of drugstore razor shopping Subscription razors + related products

bull PrimaryKidscom Eliminate inconvenience of shopping for kids clothing Ignore fashion trends Focus on evergreen styles Save costs of designers and inventory

YPONewport RolandFrasier

What Is Your Business Model

bull What thing that has ldquoalways been done that wayrdquo could be done differently and better Eg BlueApron pre-measured ingredients WarbyParker glasses LeesaCasper mattresses

bull Can you cut out the middlemen or change the model to save cost and provide better value and prices to your customers Jetcom adopting the Ryan Air model

YPONewport RolandFrasier

Deep Dive Your Competitionrsquos Business Models

bull Use the Lean Canvas or Business Model Canvas to clone their business models

bull Review these models and design your own based on the best parts of theirs

bull Experiment with different variations of business models to find the best path

bull Gather ideas for tests test and optimize

YPONewport RolandFrasier

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

YPONewport RolandFrasier

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

YPONewport RolandFrasier

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Step 1 Identify 3 to 7 key value factors for your industry product or service

Step 2 Which factors should be reduced below industry norms

Step 3 Which factors should be raised above industry standards

Step 4 What new benefits should be created that are not currently offered

Step 5 Which features should be eliminated that the industry offers

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value FactorsCompetitor

Your Product

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

Competitor

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

CompetitorYour Product

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 3: Content Commerce + Growth Strategies For Online Retailers

YPONewport your_twitter_handle

Source InternetRetailercom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Ecommerce EcosystemOverview

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

The Native Commerce Triad

COMMERCECONTENT

PRODUCTS

YPONewport LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

CONTENT

YPONewport LinkedIncominRolandFrasier

MEDIA PROPERTY

CONTESTSON-SITE PROMOS

CONTENT

ON-SITE 3rd PARTY ADSON-SITE RETARGETING

SOCIAL

EMAIL

TRAFFIC

ORGANIC SEARCH

RENTED LISTS

PAID MEDIA

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

COMMERCE

MEMBERSHIP SITE

SOCIAL

EMAIL

MARKETPLACESTARGETED ADS

TRAFFIC

SEGMENTEDPROMOS

LANDING PAGES

PRODUCT GRID

RETARGETING

ORGANIC SEARCH

RENTED LISTS

PAID MEDIAYPONewport LinkedIncominRolandFrasier

Start With Your Online Strategic Goals For 2017

Profit Center Revenue Target Unit Sales Required Needs

PC 1 $XXXXXXXXX

PC 2 $XXXXXXXXX

PC 3 $XXXXXXXXX

PC 4 $XXXXXXXXX

PC 5 $XXXXXXXXX

$ GOAL

Is there online profit center that doesnrsquot move you toward your goal

For Each OnlineProfit CenterDo Thishellip

Target PC Income $

Product Price $

Target PC Income Product Price = Sales Needed

of Sales Needed

Conversion Rate

( Sales Needed) CR = Leads Needed

Leads Needed

Click-through Rate

Leads Needed CTR = Clicks Needed

Clicks Needed CPC = $

Clicks Needed x CPC = Monthly Ad Spend

Monthly Ad Spend $

For Each OnlineProfit CenterDo Thishellip

Target PC Income $1000000

Product Price $50

Target PC Income Product Price = Sales Needed

of Sales Needed 20000

Conversion Rate 25

( Sales Needed) CR = Leads Needed

Leads Needed 80000

Click-through Rate 2

Leads Needed CTR = Clicks Needed

Clicks Needed 4000000 CPC = $020

Clicks Needed x CPC = Monthly Ad Spend

Monthly Ad Spend $800000

Use The Traffic Channel Grid To Create Your MapPR

OFIT

CEN

TERS

TRAFFIC CHANNELS

FACEBOOK GOOGLE HOUSE LIST CERTIFIED PARTNERS AMAZON DIRECT SALES AFFILIATES TampCSOCIAL

MEDIA SEO HOUSE EMAIL LIST AMAZON AFFILIATES TRADE SHOWS DIRECT MAIL EMAIL DROPS

How will you get there Whatrsquos the roadmapPR

OFIT

CEN

TERS

TRAFFIC CHANNELS

XDM LAB

THE MACHINE

TampC

CERTS amp MASTER CLASSES

CERTIFIED PARTNERS

BOOKS2

35

20

5

30

8

FACEBOOK GOOGLE HOUSE LIST CERTIFIED PARTNERS AMAZON DIRECT SALES AFFILIATES TampC

X X X

20 50 15 1023

XX X X X X XX X XX X X X X X

X X X XX X X X X

Use The Promo Calendar Wheel To Create Offers For The Traffic Grid

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

A Better Model

YPONewport RolandFrasier

Re-Inventing Models + Marketsbull BlueAproncom Eliminate inconvenience of grocery shopping Cut out middle-men

Subscription meal kits

bull Honestcom Eliminate inconvenience of shopping for hard to find natural baby products Subscription diapers + related products

bull Harryscom DollarShaveClubcom Eliminate inconvenience + expense of drugstore razor shopping Subscription razors + related products

bull PrimaryKidscom Eliminate inconvenience of shopping for kids clothing Ignore fashion trends Focus on evergreen styles Save costs of designers and inventory

YPONewport RolandFrasier

What Is Your Business Model

bull What thing that has ldquoalways been done that wayrdquo could be done differently and better Eg BlueApron pre-measured ingredients WarbyParker glasses LeesaCasper mattresses

bull Can you cut out the middlemen or change the model to save cost and provide better value and prices to your customers Jetcom adopting the Ryan Air model

YPONewport RolandFrasier

Deep Dive Your Competitionrsquos Business Models

bull Use the Lean Canvas or Business Model Canvas to clone their business models

bull Review these models and design your own based on the best parts of theirs

bull Experiment with different variations of business models to find the best path

bull Gather ideas for tests test and optimize

YPONewport RolandFrasier

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

YPONewport RolandFrasier

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

YPONewport RolandFrasier

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Step 1 Identify 3 to 7 key value factors for your industry product or service

Step 2 Which factors should be reduced below industry norms

Step 3 Which factors should be raised above industry standards

Step 4 What new benefits should be created that are not currently offered

Step 5 Which features should be eliminated that the industry offers

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value FactorsCompetitor

Your Product

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

Competitor

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

CompetitorYour Product

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

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Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

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Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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Unified Commerce Vs Omni-Channel

YPONewport RolandFrasier

Source Boston Retail Partners

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Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

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O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

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Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

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Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 4: Content Commerce + Growth Strategies For Online Retailers

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Ecommerce EcosystemOverview

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

The Native Commerce Triad

COMMERCECONTENT

PRODUCTS

YPONewport LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

CONTENT

YPONewport LinkedIncominRolandFrasier

MEDIA PROPERTY

CONTESTSON-SITE PROMOS

CONTENT

ON-SITE 3rd PARTY ADSON-SITE RETARGETING

SOCIAL

EMAIL

TRAFFIC

ORGANIC SEARCH

RENTED LISTS

PAID MEDIA

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

COMMERCE

MEMBERSHIP SITE

SOCIAL

EMAIL

MARKETPLACESTARGETED ADS

TRAFFIC

SEGMENTEDPROMOS

LANDING PAGES

PRODUCT GRID

RETARGETING

ORGANIC SEARCH

RENTED LISTS

PAID MEDIAYPONewport LinkedIncominRolandFrasier

Start With Your Online Strategic Goals For 2017

Profit Center Revenue Target Unit Sales Required Needs

PC 1 $XXXXXXXXX

PC 2 $XXXXXXXXX

PC 3 $XXXXXXXXX

PC 4 $XXXXXXXXX

PC 5 $XXXXXXXXX

$ GOAL

Is there online profit center that doesnrsquot move you toward your goal

For Each OnlineProfit CenterDo Thishellip

Target PC Income $

Product Price $

Target PC Income Product Price = Sales Needed

of Sales Needed

Conversion Rate

( Sales Needed) CR = Leads Needed

Leads Needed

Click-through Rate

Leads Needed CTR = Clicks Needed

Clicks Needed CPC = $

Clicks Needed x CPC = Monthly Ad Spend

Monthly Ad Spend $

For Each OnlineProfit CenterDo Thishellip

Target PC Income $1000000

Product Price $50

Target PC Income Product Price = Sales Needed

of Sales Needed 20000

Conversion Rate 25

( Sales Needed) CR = Leads Needed

Leads Needed 80000

Click-through Rate 2

Leads Needed CTR = Clicks Needed

Clicks Needed 4000000 CPC = $020

Clicks Needed x CPC = Monthly Ad Spend

Monthly Ad Spend $800000

Use The Traffic Channel Grid To Create Your MapPR

OFIT

CEN

TERS

TRAFFIC CHANNELS

FACEBOOK GOOGLE HOUSE LIST CERTIFIED PARTNERS AMAZON DIRECT SALES AFFILIATES TampCSOCIAL

MEDIA SEO HOUSE EMAIL LIST AMAZON AFFILIATES TRADE SHOWS DIRECT MAIL EMAIL DROPS

How will you get there Whatrsquos the roadmapPR

OFIT

CEN

TERS

TRAFFIC CHANNELS

XDM LAB

THE MACHINE

TampC

CERTS amp MASTER CLASSES

CERTIFIED PARTNERS

BOOKS2

35

20

5

30

8

FACEBOOK GOOGLE HOUSE LIST CERTIFIED PARTNERS AMAZON DIRECT SALES AFFILIATES TampC

X X X

20 50 15 1023

XX X X X X XX X XX X X X X X

X X X XX X X X X

Use The Promo Calendar Wheel To Create Offers For The Traffic Grid

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

A Better Model

YPONewport RolandFrasier

Re-Inventing Models + Marketsbull BlueAproncom Eliminate inconvenience of grocery shopping Cut out middle-men

Subscription meal kits

bull Honestcom Eliminate inconvenience of shopping for hard to find natural baby products Subscription diapers + related products

bull Harryscom DollarShaveClubcom Eliminate inconvenience + expense of drugstore razor shopping Subscription razors + related products

bull PrimaryKidscom Eliminate inconvenience of shopping for kids clothing Ignore fashion trends Focus on evergreen styles Save costs of designers and inventory

YPONewport RolandFrasier

What Is Your Business Model

bull What thing that has ldquoalways been done that wayrdquo could be done differently and better Eg BlueApron pre-measured ingredients WarbyParker glasses LeesaCasper mattresses

bull Can you cut out the middlemen or change the model to save cost and provide better value and prices to your customers Jetcom adopting the Ryan Air model

YPONewport RolandFrasier

Deep Dive Your Competitionrsquos Business Models

bull Use the Lean Canvas or Business Model Canvas to clone their business models

bull Review these models and design your own based on the best parts of theirs

bull Experiment with different variations of business models to find the best path

bull Gather ideas for tests test and optimize

YPONewport RolandFrasier

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

YPONewport RolandFrasier

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

YPONewport RolandFrasier

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Step 1 Identify 3 to 7 key value factors for your industry product or service

Step 2 Which factors should be reduced below industry norms

Step 3 Which factors should be raised above industry standards

Step 4 What new benefits should be created that are not currently offered

Step 5 Which features should be eliminated that the industry offers

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value FactorsCompetitor

Your Product

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

Competitor

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

CompetitorYour Product

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

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Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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Unified Commerce Vs Omni-Channel

YPONewport RolandFrasier

Source Boston Retail Partners

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Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

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O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 5: Content Commerce + Growth Strategies For Online Retailers

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The Native Commerce Triad

COMMERCECONTENT

PRODUCTS

YPONewport LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

CONTENT

YPONewport LinkedIncominRolandFrasier

MEDIA PROPERTY

CONTESTSON-SITE PROMOS

CONTENT

ON-SITE 3rd PARTY ADSON-SITE RETARGETING

SOCIAL

EMAIL

TRAFFIC

ORGANIC SEARCH

RENTED LISTS

PAID MEDIA

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

COMMERCE

MEMBERSHIP SITE

SOCIAL

EMAIL

MARKETPLACESTARGETED ADS

TRAFFIC

SEGMENTEDPROMOS

LANDING PAGES

PRODUCT GRID

RETARGETING

ORGANIC SEARCH

RENTED LISTS

PAID MEDIAYPONewport LinkedIncominRolandFrasier

Start With Your Online Strategic Goals For 2017

Profit Center Revenue Target Unit Sales Required Needs

PC 1 $XXXXXXXXX

PC 2 $XXXXXXXXX

PC 3 $XXXXXXXXX

PC 4 $XXXXXXXXX

PC 5 $XXXXXXXXX

$ GOAL

Is there online profit center that doesnrsquot move you toward your goal

For Each OnlineProfit CenterDo Thishellip

Target PC Income $

Product Price $

Target PC Income Product Price = Sales Needed

of Sales Needed

Conversion Rate

( Sales Needed) CR = Leads Needed

Leads Needed

Click-through Rate

Leads Needed CTR = Clicks Needed

Clicks Needed CPC = $

Clicks Needed x CPC = Monthly Ad Spend

Monthly Ad Spend $

For Each OnlineProfit CenterDo Thishellip

Target PC Income $1000000

Product Price $50

Target PC Income Product Price = Sales Needed

of Sales Needed 20000

Conversion Rate 25

( Sales Needed) CR = Leads Needed

Leads Needed 80000

Click-through Rate 2

Leads Needed CTR = Clicks Needed

Clicks Needed 4000000 CPC = $020

Clicks Needed x CPC = Monthly Ad Spend

Monthly Ad Spend $800000

Use The Traffic Channel Grid To Create Your MapPR

OFIT

CEN

TERS

TRAFFIC CHANNELS

FACEBOOK GOOGLE HOUSE LIST CERTIFIED PARTNERS AMAZON DIRECT SALES AFFILIATES TampCSOCIAL

MEDIA SEO HOUSE EMAIL LIST AMAZON AFFILIATES TRADE SHOWS DIRECT MAIL EMAIL DROPS

How will you get there Whatrsquos the roadmapPR

OFIT

CEN

TERS

TRAFFIC CHANNELS

XDM LAB

THE MACHINE

TampC

CERTS amp MASTER CLASSES

CERTIFIED PARTNERS

BOOKS2

35

20

5

30

8

FACEBOOK GOOGLE HOUSE LIST CERTIFIED PARTNERS AMAZON DIRECT SALES AFFILIATES TampC

X X X

20 50 15 1023

XX X X X X XX X XX X X X X X

X X X XX X X X X

Use The Promo Calendar Wheel To Create Offers For The Traffic Grid

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

A Better Model

YPONewport RolandFrasier

Re-Inventing Models + Marketsbull BlueAproncom Eliminate inconvenience of grocery shopping Cut out middle-men

Subscription meal kits

bull Honestcom Eliminate inconvenience of shopping for hard to find natural baby products Subscription diapers + related products

bull Harryscom DollarShaveClubcom Eliminate inconvenience + expense of drugstore razor shopping Subscription razors + related products

bull PrimaryKidscom Eliminate inconvenience of shopping for kids clothing Ignore fashion trends Focus on evergreen styles Save costs of designers and inventory

YPONewport RolandFrasier

What Is Your Business Model

bull What thing that has ldquoalways been done that wayrdquo could be done differently and better Eg BlueApron pre-measured ingredients WarbyParker glasses LeesaCasper mattresses

bull Can you cut out the middlemen or change the model to save cost and provide better value and prices to your customers Jetcom adopting the Ryan Air model

YPONewport RolandFrasier

Deep Dive Your Competitionrsquos Business Models

bull Use the Lean Canvas or Business Model Canvas to clone their business models

bull Review these models and design your own based on the best parts of theirs

bull Experiment with different variations of business models to find the best path

bull Gather ideas for tests test and optimize

YPONewport RolandFrasier

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

YPONewport RolandFrasier

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

YPONewport RolandFrasier

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Step 1 Identify 3 to 7 key value factors for your industry product or service

Step 2 Which factors should be reduced below industry norms

Step 3 Which factors should be raised above industry standards

Step 4 What new benefits should be created that are not currently offered

Step 5 Which features should be eliminated that the industry offers

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value FactorsCompetitor

Your Product

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

Competitor

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

CompetitorYour Product

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

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Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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Unified Commerce Vs Omni-Channel

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

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Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 6: Content Commerce + Growth Strategies For Online Retailers

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CONTENT

YPONewport LinkedIncominRolandFrasier

MEDIA PROPERTY

CONTESTSON-SITE PROMOS

CONTENT

ON-SITE 3rd PARTY ADSON-SITE RETARGETING

SOCIAL

EMAIL

TRAFFIC

ORGANIC SEARCH

RENTED LISTS

PAID MEDIA

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

COMMERCE

MEMBERSHIP SITE

SOCIAL

EMAIL

MARKETPLACESTARGETED ADS

TRAFFIC

SEGMENTEDPROMOS

LANDING PAGES

PRODUCT GRID

RETARGETING

ORGANIC SEARCH

RENTED LISTS

PAID MEDIAYPONewport LinkedIncominRolandFrasier

Start With Your Online Strategic Goals For 2017

Profit Center Revenue Target Unit Sales Required Needs

PC 1 $XXXXXXXXX

PC 2 $XXXXXXXXX

PC 3 $XXXXXXXXX

PC 4 $XXXXXXXXX

PC 5 $XXXXXXXXX

$ GOAL

Is there online profit center that doesnrsquot move you toward your goal

For Each OnlineProfit CenterDo Thishellip

Target PC Income $

Product Price $

Target PC Income Product Price = Sales Needed

of Sales Needed

Conversion Rate

( Sales Needed) CR = Leads Needed

Leads Needed

Click-through Rate

Leads Needed CTR = Clicks Needed

Clicks Needed CPC = $

Clicks Needed x CPC = Monthly Ad Spend

Monthly Ad Spend $

For Each OnlineProfit CenterDo Thishellip

Target PC Income $1000000

Product Price $50

Target PC Income Product Price = Sales Needed

of Sales Needed 20000

Conversion Rate 25

( Sales Needed) CR = Leads Needed

Leads Needed 80000

Click-through Rate 2

Leads Needed CTR = Clicks Needed

Clicks Needed 4000000 CPC = $020

Clicks Needed x CPC = Monthly Ad Spend

Monthly Ad Spend $800000

Use The Traffic Channel Grid To Create Your MapPR

OFIT

CEN

TERS

TRAFFIC CHANNELS

FACEBOOK GOOGLE HOUSE LIST CERTIFIED PARTNERS AMAZON DIRECT SALES AFFILIATES TampCSOCIAL

MEDIA SEO HOUSE EMAIL LIST AMAZON AFFILIATES TRADE SHOWS DIRECT MAIL EMAIL DROPS

How will you get there Whatrsquos the roadmapPR

OFIT

CEN

TERS

TRAFFIC CHANNELS

XDM LAB

THE MACHINE

TampC

CERTS amp MASTER CLASSES

CERTIFIED PARTNERS

BOOKS2

35

20

5

30

8

FACEBOOK GOOGLE HOUSE LIST CERTIFIED PARTNERS AMAZON DIRECT SALES AFFILIATES TampC

X X X

20 50 15 1023

XX X X X X XX X XX X X X X X

X X X XX X X X X

Use The Promo Calendar Wheel To Create Offers For The Traffic Grid

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

A Better Model

YPONewport RolandFrasier

Re-Inventing Models + Marketsbull BlueAproncom Eliminate inconvenience of grocery shopping Cut out middle-men

Subscription meal kits

bull Honestcom Eliminate inconvenience of shopping for hard to find natural baby products Subscription diapers + related products

bull Harryscom DollarShaveClubcom Eliminate inconvenience + expense of drugstore razor shopping Subscription razors + related products

bull PrimaryKidscom Eliminate inconvenience of shopping for kids clothing Ignore fashion trends Focus on evergreen styles Save costs of designers and inventory

YPONewport RolandFrasier

What Is Your Business Model

bull What thing that has ldquoalways been done that wayrdquo could be done differently and better Eg BlueApron pre-measured ingredients WarbyParker glasses LeesaCasper mattresses

bull Can you cut out the middlemen or change the model to save cost and provide better value and prices to your customers Jetcom adopting the Ryan Air model

YPONewport RolandFrasier

Deep Dive Your Competitionrsquos Business Models

bull Use the Lean Canvas or Business Model Canvas to clone their business models

bull Review these models and design your own based on the best parts of theirs

bull Experiment with different variations of business models to find the best path

bull Gather ideas for tests test and optimize

YPONewport RolandFrasier

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

YPONewport RolandFrasier

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

YPONewport RolandFrasier

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Step 1 Identify 3 to 7 key value factors for your industry product or service

Step 2 Which factors should be reduced below industry norms

Step 3 Which factors should be raised above industry standards

Step 4 What new benefits should be created that are not currently offered

Step 5 Which features should be eliminated that the industry offers

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value FactorsCompetitor

Your Product

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

Competitor

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

CompetitorYour Product

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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Unified Commerce Vs Omni-Channel

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

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Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 7: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

COMMERCE

MEMBERSHIP SITE

SOCIAL

EMAIL

MARKETPLACESTARGETED ADS

TRAFFIC

SEGMENTEDPROMOS

LANDING PAGES

PRODUCT GRID

RETARGETING

ORGANIC SEARCH

RENTED LISTS

PAID MEDIAYPONewport LinkedIncominRolandFrasier

Start With Your Online Strategic Goals For 2017

Profit Center Revenue Target Unit Sales Required Needs

PC 1 $XXXXXXXXX

PC 2 $XXXXXXXXX

PC 3 $XXXXXXXXX

PC 4 $XXXXXXXXX

PC 5 $XXXXXXXXX

$ GOAL

Is there online profit center that doesnrsquot move you toward your goal

For Each OnlineProfit CenterDo Thishellip

Target PC Income $

Product Price $

Target PC Income Product Price = Sales Needed

of Sales Needed

Conversion Rate

( Sales Needed) CR = Leads Needed

Leads Needed

Click-through Rate

Leads Needed CTR = Clicks Needed

Clicks Needed CPC = $

Clicks Needed x CPC = Monthly Ad Spend

Monthly Ad Spend $

For Each OnlineProfit CenterDo Thishellip

Target PC Income $1000000

Product Price $50

Target PC Income Product Price = Sales Needed

of Sales Needed 20000

Conversion Rate 25

( Sales Needed) CR = Leads Needed

Leads Needed 80000

Click-through Rate 2

Leads Needed CTR = Clicks Needed

Clicks Needed 4000000 CPC = $020

Clicks Needed x CPC = Monthly Ad Spend

Monthly Ad Spend $800000

Use The Traffic Channel Grid To Create Your MapPR

OFIT

CEN

TERS

TRAFFIC CHANNELS

FACEBOOK GOOGLE HOUSE LIST CERTIFIED PARTNERS AMAZON DIRECT SALES AFFILIATES TampCSOCIAL

MEDIA SEO HOUSE EMAIL LIST AMAZON AFFILIATES TRADE SHOWS DIRECT MAIL EMAIL DROPS

How will you get there Whatrsquos the roadmapPR

OFIT

CEN

TERS

TRAFFIC CHANNELS

XDM LAB

THE MACHINE

TampC

CERTS amp MASTER CLASSES

CERTIFIED PARTNERS

BOOKS2

35

20

5

30

8

FACEBOOK GOOGLE HOUSE LIST CERTIFIED PARTNERS AMAZON DIRECT SALES AFFILIATES TampC

X X X

20 50 15 1023

XX X X X X XX X XX X X X X X

X X X XX X X X X

Use The Promo Calendar Wheel To Create Offers For The Traffic Grid

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

A Better Model

YPONewport RolandFrasier

Re-Inventing Models + Marketsbull BlueAproncom Eliminate inconvenience of grocery shopping Cut out middle-men

Subscription meal kits

bull Honestcom Eliminate inconvenience of shopping for hard to find natural baby products Subscription diapers + related products

bull Harryscom DollarShaveClubcom Eliminate inconvenience + expense of drugstore razor shopping Subscription razors + related products

bull PrimaryKidscom Eliminate inconvenience of shopping for kids clothing Ignore fashion trends Focus on evergreen styles Save costs of designers and inventory

YPONewport RolandFrasier

What Is Your Business Model

bull What thing that has ldquoalways been done that wayrdquo could be done differently and better Eg BlueApron pre-measured ingredients WarbyParker glasses LeesaCasper mattresses

bull Can you cut out the middlemen or change the model to save cost and provide better value and prices to your customers Jetcom adopting the Ryan Air model

YPONewport RolandFrasier

Deep Dive Your Competitionrsquos Business Models

bull Use the Lean Canvas or Business Model Canvas to clone their business models

bull Review these models and design your own based on the best parts of theirs

bull Experiment with different variations of business models to find the best path

bull Gather ideas for tests test and optimize

YPONewport RolandFrasier

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

YPONewport RolandFrasier

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

YPONewport RolandFrasier

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Step 1 Identify 3 to 7 key value factors for your industry product or service

Step 2 Which factors should be reduced below industry norms

Step 3 Which factors should be raised above industry standards

Step 4 What new benefits should be created that are not currently offered

Step 5 Which features should be eliminated that the industry offers

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value FactorsCompetitor

Your Product

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

Competitor

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

CompetitorYour Product

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 8: Content Commerce + Growth Strategies For Online Retailers

Start With Your Online Strategic Goals For 2017

Profit Center Revenue Target Unit Sales Required Needs

PC 1 $XXXXXXXXX

PC 2 $XXXXXXXXX

PC 3 $XXXXXXXXX

PC 4 $XXXXXXXXX

PC 5 $XXXXXXXXX

$ GOAL

Is there online profit center that doesnrsquot move you toward your goal

For Each OnlineProfit CenterDo Thishellip

Target PC Income $

Product Price $

Target PC Income Product Price = Sales Needed

of Sales Needed

Conversion Rate

( Sales Needed) CR = Leads Needed

Leads Needed

Click-through Rate

Leads Needed CTR = Clicks Needed

Clicks Needed CPC = $

Clicks Needed x CPC = Monthly Ad Spend

Monthly Ad Spend $

For Each OnlineProfit CenterDo Thishellip

Target PC Income $1000000

Product Price $50

Target PC Income Product Price = Sales Needed

of Sales Needed 20000

Conversion Rate 25

( Sales Needed) CR = Leads Needed

Leads Needed 80000

Click-through Rate 2

Leads Needed CTR = Clicks Needed

Clicks Needed 4000000 CPC = $020

Clicks Needed x CPC = Monthly Ad Spend

Monthly Ad Spend $800000

Use The Traffic Channel Grid To Create Your MapPR

OFIT

CEN

TERS

TRAFFIC CHANNELS

FACEBOOK GOOGLE HOUSE LIST CERTIFIED PARTNERS AMAZON DIRECT SALES AFFILIATES TampCSOCIAL

MEDIA SEO HOUSE EMAIL LIST AMAZON AFFILIATES TRADE SHOWS DIRECT MAIL EMAIL DROPS

How will you get there Whatrsquos the roadmapPR

OFIT

CEN

TERS

TRAFFIC CHANNELS

XDM LAB

THE MACHINE

TampC

CERTS amp MASTER CLASSES

CERTIFIED PARTNERS

BOOKS2

35

20

5

30

8

FACEBOOK GOOGLE HOUSE LIST CERTIFIED PARTNERS AMAZON DIRECT SALES AFFILIATES TampC

X X X

20 50 15 1023

XX X X X X XX X XX X X X X X

X X X XX X X X X

Use The Promo Calendar Wheel To Create Offers For The Traffic Grid

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

A Better Model

YPONewport RolandFrasier

Re-Inventing Models + Marketsbull BlueAproncom Eliminate inconvenience of grocery shopping Cut out middle-men

Subscription meal kits

bull Honestcom Eliminate inconvenience of shopping for hard to find natural baby products Subscription diapers + related products

bull Harryscom DollarShaveClubcom Eliminate inconvenience + expense of drugstore razor shopping Subscription razors + related products

bull PrimaryKidscom Eliminate inconvenience of shopping for kids clothing Ignore fashion trends Focus on evergreen styles Save costs of designers and inventory

YPONewport RolandFrasier

What Is Your Business Model

bull What thing that has ldquoalways been done that wayrdquo could be done differently and better Eg BlueApron pre-measured ingredients WarbyParker glasses LeesaCasper mattresses

bull Can you cut out the middlemen or change the model to save cost and provide better value and prices to your customers Jetcom adopting the Ryan Air model

YPONewport RolandFrasier

Deep Dive Your Competitionrsquos Business Models

bull Use the Lean Canvas or Business Model Canvas to clone their business models

bull Review these models and design your own based on the best parts of theirs

bull Experiment with different variations of business models to find the best path

bull Gather ideas for tests test and optimize

YPONewport RolandFrasier

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

YPONewport RolandFrasier

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

YPONewport RolandFrasier

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Step 1 Identify 3 to 7 key value factors for your industry product or service

Step 2 Which factors should be reduced below industry norms

Step 3 Which factors should be raised above industry standards

Step 4 What new benefits should be created that are not currently offered

Step 5 Which features should be eliminated that the industry offers

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value FactorsCompetitor

Your Product

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

Competitor

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

CompetitorYour Product

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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Unified Commerce Vs Omni-Channel

YPONewport RolandFrasier

Source Boston Retail Partners

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Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 9: Content Commerce + Growth Strategies For Online Retailers

For Each OnlineProfit CenterDo Thishellip

Target PC Income $

Product Price $

Target PC Income Product Price = Sales Needed

of Sales Needed

Conversion Rate

( Sales Needed) CR = Leads Needed

Leads Needed

Click-through Rate

Leads Needed CTR = Clicks Needed

Clicks Needed CPC = $

Clicks Needed x CPC = Monthly Ad Spend

Monthly Ad Spend $

For Each OnlineProfit CenterDo Thishellip

Target PC Income $1000000

Product Price $50

Target PC Income Product Price = Sales Needed

of Sales Needed 20000

Conversion Rate 25

( Sales Needed) CR = Leads Needed

Leads Needed 80000

Click-through Rate 2

Leads Needed CTR = Clicks Needed

Clicks Needed 4000000 CPC = $020

Clicks Needed x CPC = Monthly Ad Spend

Monthly Ad Spend $800000

Use The Traffic Channel Grid To Create Your MapPR

OFIT

CEN

TERS

TRAFFIC CHANNELS

FACEBOOK GOOGLE HOUSE LIST CERTIFIED PARTNERS AMAZON DIRECT SALES AFFILIATES TampCSOCIAL

MEDIA SEO HOUSE EMAIL LIST AMAZON AFFILIATES TRADE SHOWS DIRECT MAIL EMAIL DROPS

How will you get there Whatrsquos the roadmapPR

OFIT

CEN

TERS

TRAFFIC CHANNELS

XDM LAB

THE MACHINE

TampC

CERTS amp MASTER CLASSES

CERTIFIED PARTNERS

BOOKS2

35

20

5

30

8

FACEBOOK GOOGLE HOUSE LIST CERTIFIED PARTNERS AMAZON DIRECT SALES AFFILIATES TampC

X X X

20 50 15 1023

XX X X X X XX X XX X X X X X

X X X XX X X X X

Use The Promo Calendar Wheel To Create Offers For The Traffic Grid

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

A Better Model

YPONewport RolandFrasier

Re-Inventing Models + Marketsbull BlueAproncom Eliminate inconvenience of grocery shopping Cut out middle-men

Subscription meal kits

bull Honestcom Eliminate inconvenience of shopping for hard to find natural baby products Subscription diapers + related products

bull Harryscom DollarShaveClubcom Eliminate inconvenience + expense of drugstore razor shopping Subscription razors + related products

bull PrimaryKidscom Eliminate inconvenience of shopping for kids clothing Ignore fashion trends Focus on evergreen styles Save costs of designers and inventory

YPONewport RolandFrasier

What Is Your Business Model

bull What thing that has ldquoalways been done that wayrdquo could be done differently and better Eg BlueApron pre-measured ingredients WarbyParker glasses LeesaCasper mattresses

bull Can you cut out the middlemen or change the model to save cost and provide better value and prices to your customers Jetcom adopting the Ryan Air model

YPONewport RolandFrasier

Deep Dive Your Competitionrsquos Business Models

bull Use the Lean Canvas or Business Model Canvas to clone their business models

bull Review these models and design your own based on the best parts of theirs

bull Experiment with different variations of business models to find the best path

bull Gather ideas for tests test and optimize

YPONewport RolandFrasier

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

YPONewport RolandFrasier

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

YPONewport RolandFrasier

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Step 1 Identify 3 to 7 key value factors for your industry product or service

Step 2 Which factors should be reduced below industry norms

Step 3 Which factors should be raised above industry standards

Step 4 What new benefits should be created that are not currently offered

Step 5 Which features should be eliminated that the industry offers

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value FactorsCompetitor

Your Product

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

Competitor

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

CompetitorYour Product

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 10: Content Commerce + Growth Strategies For Online Retailers

For Each OnlineProfit CenterDo Thishellip

Target PC Income $1000000

Product Price $50

Target PC Income Product Price = Sales Needed

of Sales Needed 20000

Conversion Rate 25

( Sales Needed) CR = Leads Needed

Leads Needed 80000

Click-through Rate 2

Leads Needed CTR = Clicks Needed

Clicks Needed 4000000 CPC = $020

Clicks Needed x CPC = Monthly Ad Spend

Monthly Ad Spend $800000

Use The Traffic Channel Grid To Create Your MapPR

OFIT

CEN

TERS

TRAFFIC CHANNELS

FACEBOOK GOOGLE HOUSE LIST CERTIFIED PARTNERS AMAZON DIRECT SALES AFFILIATES TampCSOCIAL

MEDIA SEO HOUSE EMAIL LIST AMAZON AFFILIATES TRADE SHOWS DIRECT MAIL EMAIL DROPS

How will you get there Whatrsquos the roadmapPR

OFIT

CEN

TERS

TRAFFIC CHANNELS

XDM LAB

THE MACHINE

TampC

CERTS amp MASTER CLASSES

CERTIFIED PARTNERS

BOOKS2

35

20

5

30

8

FACEBOOK GOOGLE HOUSE LIST CERTIFIED PARTNERS AMAZON DIRECT SALES AFFILIATES TampC

X X X

20 50 15 1023

XX X X X X XX X XX X X X X X

X X X XX X X X X

Use The Promo Calendar Wheel To Create Offers For The Traffic Grid

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

A Better Model

YPONewport RolandFrasier

Re-Inventing Models + Marketsbull BlueAproncom Eliminate inconvenience of grocery shopping Cut out middle-men

Subscription meal kits

bull Honestcom Eliminate inconvenience of shopping for hard to find natural baby products Subscription diapers + related products

bull Harryscom DollarShaveClubcom Eliminate inconvenience + expense of drugstore razor shopping Subscription razors + related products

bull PrimaryKidscom Eliminate inconvenience of shopping for kids clothing Ignore fashion trends Focus on evergreen styles Save costs of designers and inventory

YPONewport RolandFrasier

What Is Your Business Model

bull What thing that has ldquoalways been done that wayrdquo could be done differently and better Eg BlueApron pre-measured ingredients WarbyParker glasses LeesaCasper mattresses

bull Can you cut out the middlemen or change the model to save cost and provide better value and prices to your customers Jetcom adopting the Ryan Air model

YPONewport RolandFrasier

Deep Dive Your Competitionrsquos Business Models

bull Use the Lean Canvas or Business Model Canvas to clone their business models

bull Review these models and design your own based on the best parts of theirs

bull Experiment with different variations of business models to find the best path

bull Gather ideas for tests test and optimize

YPONewport RolandFrasier

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

YPONewport RolandFrasier

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

YPONewport RolandFrasier

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Step 1 Identify 3 to 7 key value factors for your industry product or service

Step 2 Which factors should be reduced below industry norms

Step 3 Which factors should be raised above industry standards

Step 4 What new benefits should be created that are not currently offered

Step 5 Which features should be eliminated that the industry offers

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value FactorsCompetitor

Your Product

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

Competitor

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

CompetitorYour Product

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 11: Content Commerce + Growth Strategies For Online Retailers

Use The Traffic Channel Grid To Create Your MapPR

OFIT

CEN

TERS

TRAFFIC CHANNELS

FACEBOOK GOOGLE HOUSE LIST CERTIFIED PARTNERS AMAZON DIRECT SALES AFFILIATES TampCSOCIAL

MEDIA SEO HOUSE EMAIL LIST AMAZON AFFILIATES TRADE SHOWS DIRECT MAIL EMAIL DROPS

How will you get there Whatrsquos the roadmapPR

OFIT

CEN

TERS

TRAFFIC CHANNELS

XDM LAB

THE MACHINE

TampC

CERTS amp MASTER CLASSES

CERTIFIED PARTNERS

BOOKS2

35

20

5

30

8

FACEBOOK GOOGLE HOUSE LIST CERTIFIED PARTNERS AMAZON DIRECT SALES AFFILIATES TampC

X X X

20 50 15 1023

XX X X X X XX X XX X X X X X

X X X XX X X X X

Use The Promo Calendar Wheel To Create Offers For The Traffic Grid

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

A Better Model

YPONewport RolandFrasier

Re-Inventing Models + Marketsbull BlueAproncom Eliminate inconvenience of grocery shopping Cut out middle-men

Subscription meal kits

bull Honestcom Eliminate inconvenience of shopping for hard to find natural baby products Subscription diapers + related products

bull Harryscom DollarShaveClubcom Eliminate inconvenience + expense of drugstore razor shopping Subscription razors + related products

bull PrimaryKidscom Eliminate inconvenience of shopping for kids clothing Ignore fashion trends Focus on evergreen styles Save costs of designers and inventory

YPONewport RolandFrasier

What Is Your Business Model

bull What thing that has ldquoalways been done that wayrdquo could be done differently and better Eg BlueApron pre-measured ingredients WarbyParker glasses LeesaCasper mattresses

bull Can you cut out the middlemen or change the model to save cost and provide better value and prices to your customers Jetcom adopting the Ryan Air model

YPONewport RolandFrasier

Deep Dive Your Competitionrsquos Business Models

bull Use the Lean Canvas or Business Model Canvas to clone their business models

bull Review these models and design your own based on the best parts of theirs

bull Experiment with different variations of business models to find the best path

bull Gather ideas for tests test and optimize

YPONewport RolandFrasier

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

YPONewport RolandFrasier

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

YPONewport RolandFrasier

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Step 1 Identify 3 to 7 key value factors for your industry product or service

Step 2 Which factors should be reduced below industry norms

Step 3 Which factors should be raised above industry standards

Step 4 What new benefits should be created that are not currently offered

Step 5 Which features should be eliminated that the industry offers

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value FactorsCompetitor

Your Product

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

Competitor

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

CompetitorYour Product

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 12: Content Commerce + Growth Strategies For Online Retailers

How will you get there Whatrsquos the roadmapPR

OFIT

CEN

TERS

TRAFFIC CHANNELS

XDM LAB

THE MACHINE

TampC

CERTS amp MASTER CLASSES

CERTIFIED PARTNERS

BOOKS2

35

20

5

30

8

FACEBOOK GOOGLE HOUSE LIST CERTIFIED PARTNERS AMAZON DIRECT SALES AFFILIATES TampC

X X X

20 50 15 1023

XX X X X X XX X XX X X X X X

X X X XX X X X X

Use The Promo Calendar Wheel To Create Offers For The Traffic Grid

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

A Better Model

YPONewport RolandFrasier

Re-Inventing Models + Marketsbull BlueAproncom Eliminate inconvenience of grocery shopping Cut out middle-men

Subscription meal kits

bull Honestcom Eliminate inconvenience of shopping for hard to find natural baby products Subscription diapers + related products

bull Harryscom DollarShaveClubcom Eliminate inconvenience + expense of drugstore razor shopping Subscription razors + related products

bull PrimaryKidscom Eliminate inconvenience of shopping for kids clothing Ignore fashion trends Focus on evergreen styles Save costs of designers and inventory

YPONewport RolandFrasier

What Is Your Business Model

bull What thing that has ldquoalways been done that wayrdquo could be done differently and better Eg BlueApron pre-measured ingredients WarbyParker glasses LeesaCasper mattresses

bull Can you cut out the middlemen or change the model to save cost and provide better value and prices to your customers Jetcom adopting the Ryan Air model

YPONewport RolandFrasier

Deep Dive Your Competitionrsquos Business Models

bull Use the Lean Canvas or Business Model Canvas to clone their business models

bull Review these models and design your own based on the best parts of theirs

bull Experiment with different variations of business models to find the best path

bull Gather ideas for tests test and optimize

YPONewport RolandFrasier

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

YPONewport RolandFrasier

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

YPONewport RolandFrasier

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Step 1 Identify 3 to 7 key value factors for your industry product or service

Step 2 Which factors should be reduced below industry norms

Step 3 Which factors should be raised above industry standards

Step 4 What new benefits should be created that are not currently offered

Step 5 Which features should be eliminated that the industry offers

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value FactorsCompetitor

Your Product

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

Competitor

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

CompetitorYour Product

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

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Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

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Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

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Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

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User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

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Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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Unified Commerce Vs Omni-Channel

YPONewport RolandFrasier

Source Boston Retail Partners

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Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

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O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

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Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 13: Content Commerce + Growth Strategies For Online Retailers

Use The Promo Calendar Wheel To Create Offers For The Traffic Grid

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

A Better Model

YPONewport RolandFrasier

Re-Inventing Models + Marketsbull BlueAproncom Eliminate inconvenience of grocery shopping Cut out middle-men

Subscription meal kits

bull Honestcom Eliminate inconvenience of shopping for hard to find natural baby products Subscription diapers + related products

bull Harryscom DollarShaveClubcom Eliminate inconvenience + expense of drugstore razor shopping Subscription razors + related products

bull PrimaryKidscom Eliminate inconvenience of shopping for kids clothing Ignore fashion trends Focus on evergreen styles Save costs of designers and inventory

YPONewport RolandFrasier

What Is Your Business Model

bull What thing that has ldquoalways been done that wayrdquo could be done differently and better Eg BlueApron pre-measured ingredients WarbyParker glasses LeesaCasper mattresses

bull Can you cut out the middlemen or change the model to save cost and provide better value and prices to your customers Jetcom adopting the Ryan Air model

YPONewport RolandFrasier

Deep Dive Your Competitionrsquos Business Models

bull Use the Lean Canvas or Business Model Canvas to clone their business models

bull Review these models and design your own based on the best parts of theirs

bull Experiment with different variations of business models to find the best path

bull Gather ideas for tests test and optimize

YPONewport RolandFrasier

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

YPONewport RolandFrasier

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

YPONewport RolandFrasier

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Step 1 Identify 3 to 7 key value factors for your industry product or service

Step 2 Which factors should be reduced below industry norms

Step 3 Which factors should be raised above industry standards

Step 4 What new benefits should be created that are not currently offered

Step 5 Which features should be eliminated that the industry offers

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value FactorsCompetitor

Your Product

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

Competitor

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

CompetitorYour Product

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

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Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

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Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

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Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

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Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

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User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

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Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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Unified Commerce Vs Omni-Channel

YPONewport RolandFrasier

Source Boston Retail Partners

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Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

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O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

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Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

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Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 14: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

A Better Model

YPONewport RolandFrasier

Re-Inventing Models + Marketsbull BlueAproncom Eliminate inconvenience of grocery shopping Cut out middle-men

Subscription meal kits

bull Honestcom Eliminate inconvenience of shopping for hard to find natural baby products Subscription diapers + related products

bull Harryscom DollarShaveClubcom Eliminate inconvenience + expense of drugstore razor shopping Subscription razors + related products

bull PrimaryKidscom Eliminate inconvenience of shopping for kids clothing Ignore fashion trends Focus on evergreen styles Save costs of designers and inventory

YPONewport RolandFrasier

What Is Your Business Model

bull What thing that has ldquoalways been done that wayrdquo could be done differently and better Eg BlueApron pre-measured ingredients WarbyParker glasses LeesaCasper mattresses

bull Can you cut out the middlemen or change the model to save cost and provide better value and prices to your customers Jetcom adopting the Ryan Air model

YPONewport RolandFrasier

Deep Dive Your Competitionrsquos Business Models

bull Use the Lean Canvas or Business Model Canvas to clone their business models

bull Review these models and design your own based on the best parts of theirs

bull Experiment with different variations of business models to find the best path

bull Gather ideas for tests test and optimize

YPONewport RolandFrasier

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

YPONewport RolandFrasier

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

YPONewport RolandFrasier

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Step 1 Identify 3 to 7 key value factors for your industry product or service

Step 2 Which factors should be reduced below industry norms

Step 3 Which factors should be raised above industry standards

Step 4 What new benefits should be created that are not currently offered

Step 5 Which features should be eliminated that the industry offers

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value FactorsCompetitor

Your Product

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

Competitor

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

CompetitorYour Product

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 15: Content Commerce + Growth Strategies For Online Retailers

Re-Inventing Models + Marketsbull BlueAproncom Eliminate inconvenience of grocery shopping Cut out middle-men

Subscription meal kits

bull Honestcom Eliminate inconvenience of shopping for hard to find natural baby products Subscription diapers + related products

bull Harryscom DollarShaveClubcom Eliminate inconvenience + expense of drugstore razor shopping Subscription razors + related products

bull PrimaryKidscom Eliminate inconvenience of shopping for kids clothing Ignore fashion trends Focus on evergreen styles Save costs of designers and inventory

YPONewport RolandFrasier

What Is Your Business Model

bull What thing that has ldquoalways been done that wayrdquo could be done differently and better Eg BlueApron pre-measured ingredients WarbyParker glasses LeesaCasper mattresses

bull Can you cut out the middlemen or change the model to save cost and provide better value and prices to your customers Jetcom adopting the Ryan Air model

YPONewport RolandFrasier

Deep Dive Your Competitionrsquos Business Models

bull Use the Lean Canvas or Business Model Canvas to clone their business models

bull Review these models and design your own based on the best parts of theirs

bull Experiment with different variations of business models to find the best path

bull Gather ideas for tests test and optimize

YPONewport RolandFrasier

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

YPONewport RolandFrasier

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

YPONewport RolandFrasier

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Step 1 Identify 3 to 7 key value factors for your industry product or service

Step 2 Which factors should be reduced below industry norms

Step 3 Which factors should be raised above industry standards

Step 4 What new benefits should be created that are not currently offered

Step 5 Which features should be eliminated that the industry offers

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value FactorsCompetitor

Your Product

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

Competitor

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

CompetitorYour Product

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 16: Content Commerce + Growth Strategies For Online Retailers

What Is Your Business Model

bull What thing that has ldquoalways been done that wayrdquo could be done differently and better Eg BlueApron pre-measured ingredients WarbyParker glasses LeesaCasper mattresses

bull Can you cut out the middlemen or change the model to save cost and provide better value and prices to your customers Jetcom adopting the Ryan Air model

YPONewport RolandFrasier

Deep Dive Your Competitionrsquos Business Models

bull Use the Lean Canvas or Business Model Canvas to clone their business models

bull Review these models and design your own based on the best parts of theirs

bull Experiment with different variations of business models to find the best path

bull Gather ideas for tests test and optimize

YPONewport RolandFrasier

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

YPONewport RolandFrasier

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

YPONewport RolandFrasier

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Step 1 Identify 3 to 7 key value factors for your industry product or service

Step 2 Which factors should be reduced below industry norms

Step 3 Which factors should be raised above industry standards

Step 4 What new benefits should be created that are not currently offered

Step 5 Which features should be eliminated that the industry offers

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value FactorsCompetitor

Your Product

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

Competitor

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

CompetitorYour Product

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 17: Content Commerce + Growth Strategies For Online Retailers

Deep Dive Your Competitionrsquos Business Models

bull Use the Lean Canvas or Business Model Canvas to clone their business models

bull Review these models and design your own based on the best parts of theirs

bull Experiment with different variations of business models to find the best path

bull Gather ideas for tests test and optimize

YPONewport RolandFrasier

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

YPONewport RolandFrasier

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

YPONewport RolandFrasier

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Step 1 Identify 3 to 7 key value factors for your industry product or service

Step 2 Which factors should be reduced below industry norms

Step 3 Which factors should be raised above industry standards

Step 4 What new benefits should be created that are not currently offered

Step 5 Which features should be eliminated that the industry offers

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value FactorsCompetitor

Your Product

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

Competitor

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

CompetitorYour Product

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 18: Content Commerce + Growth Strategies For Online Retailers

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

YPONewport RolandFrasier

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

YPONewport RolandFrasier

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Step 1 Identify 3 to 7 key value factors for your industry product or service

Step 2 Which factors should be reduced below industry norms

Step 3 Which factors should be raised above industry standards

Step 4 What new benefits should be created that are not currently offered

Step 5 Which features should be eliminated that the industry offers

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value FactorsCompetitor

Your Product

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

Competitor

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

CompetitorYour Product

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 19: Content Commerce + Growth Strategies For Online Retailers

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

YPONewport RolandFrasier

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Step 1 Identify 3 to 7 key value factors for your industry product or service

Step 2 Which factors should be reduced below industry norms

Step 3 Which factors should be raised above industry standards

Step 4 What new benefits should be created that are not currently offered

Step 5 Which features should be eliminated that the industry offers

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value FactorsCompetitor

Your Product

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

Competitor

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

CompetitorYour Product

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 20: Content Commerce + Growth Strategies For Online Retailers

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Step 1 Identify 3 to 7 key value factors for your industry product or service

Step 2 Which factors should be reduced below industry norms

Step 3 Which factors should be raised above industry standards

Step 4 What new benefits should be created that are not currently offered

Step 5 Which features should be eliminated that the industry offers

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value FactorsCompetitor

Your Product

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

Competitor

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

CompetitorYour Product

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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Unified Commerce Vs Omni-Channel

YPONewport RolandFrasier

Source Boston Retail Partners

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Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 21: Content Commerce + Growth Strategies For Online Retailers

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value FactorsCompetitor

Your Product

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

Competitor

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

CompetitorYour Product

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 22: Content Commerce + Growth Strategies For Online Retailers

YPONewport RolandFrasier

Differentiate Your Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

Competitor

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

CompetitorYour Product

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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Unified Commerce Vs Omni-Channel

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 23: Content Commerce + Growth Strategies For Online Retailers

YPONewport RolandFrasier

Differentiate Your Online Value Curve

Offe

ring L

evel

Low

High

Key Value Factors

Price

Quality

Package Newness Origin

Service Speed

CompetitorYour Product

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

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Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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Unified Commerce Vs Omni-Channel

YPONewport RolandFrasier

Source Boston Retail Partners

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Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

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Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 24: Content Commerce + Growth Strategies For Online Retailers

Differentiating To $33 Billion

YPONewport RolandFrasier

Amazonbull Fixed Price

bull FBA

bull SEM $135B Spend

bull No Acquisition

Jet ($1B $50 CPA)bull Variable Price Smart cart lets users pay less

(bundle no returns no credit card = pay less)

bull No FBA Bundling = gt Retailer Profits

bull No SEM $20MMonth Mass Marketing

bull Acquisition Retailers can get customer info

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

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Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 25: Content Commerce + Growth Strategies For Online Retailers

Differentiating To $28 Billion

YPONewport RolandFrasier

Amazonbull Warehousing +

Marketplace

bull Ads 3 of Revenue

bull Not Industry Specific

bull 33 Of Online Sales

Wayfair ($62 CPA $76 ICV)bull Storm OMS Minimizes warehousing

integrates with 7k suppliers7M SKUs

bull Advertising 12 of Revenue

bull Industry Specific Carries products Amazon

does not Investing in AR via WayfairView

bull 33 Of Online Home Furnishing Sales

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 26: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Domain Strategies

YPONewport RolandFrasier

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 27: Content Commerce + Growth Strategies For Online Retailers

Business Models EMD PMD BDN

Diaperscom

WebHostingcom

CloudComputingcom

RentalCarcom

Historycom

Loanscom

BoneLosscom

OfficeSuppliescom

Plumbercom

Clothescom

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 28: Content Commerce + Growth Strategies For Online Retailers

Evolve Business Models BassProShopscom

Huntingcom Duckscom

Archerycom Tacklecom

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 29: Content Commerce + Growth Strategies For Online Retailers

Evolve Business Models EMD PMD BDN

4x CTR + Lower CPC EMD vs BDN

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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Unified Commerce Vs Omni-Channel

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 30: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Leverage

YPONewport RolandFrasier

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 31: Content Commerce + Growth Strategies For Online Retailers

YPONewport RolandFrasier

OPP = Other Peoplersquos Platforms

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 32: Content Commerce + Growth Strategies For Online Retailers

How Can You Create $50kMonth Of Branded Content For $3k Per Month With No Contractors Or Employees

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 33: Content Commerce + Growth Strategies For Online Retailers

Viral Viral Coefficient gt 10Stick Acquisition gt ChurnPaid Marginal Revenue gt COCA

3 Primary Growth Models

How will your existing customers help you to get more customers

RolandFrasier | Image Source Ash Maurya

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 34: Content Commerce + Growth Strategies For Online Retailers

The Growth Grid

RolandFrasier

Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV

$ $ $

Product 1 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 2 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 3 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 4 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 5 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 6 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 7 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 8 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

Product 9 1000 100 1000 10 1000 1 1000 2 02 $1000 $1 $1000

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 35: Content Commerce + Growth Strategies For Online Retailers

RolandFrasier | Image Source Ash Maurya

Can You Find The Constraint

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 36: Content Commerce + Growth Strategies For Online Retailers

RolandFrasier | Image Source Ash Maurya

How To Remove Constraints

Of VisitorsPer Week

Of Leads Per Week

Of TrialsRenewals

Of ReferralsPer Week

Revenue

Of Leads Per Week

Of Customers Per Week

Goal

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 37: Content Commerce + Growth Strategies For Online Retailers

Successful Leverage Playshellipbull Dropbox Uber Harryrsquos Groupon Blue Apron =

Bribes

bull One Plus Naked Wines + Gmail = Waiting List + Invites

bull Etsy Udemy Tinder = Live Events

bull Facebook Lyft + Yelp = Geo Launch

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 38: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Big Mission

YPONewport RolandFrasier

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 39: Content Commerce + Growth Strategies For Online Retailers

Big Mission Statementsbull Honestcom Create a non-toxic world that benefits the

next generation

bull NatureBoxcom Be the ldquoNetflix of foodrdquo

bull DollarShaveClub Help guys live a smarter more successful life through grooming

bull WarbyParkercom Offer designer eyewear at a revolutionary price while leading the way for socially conscious business

YPONewport RolandFrasier

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 40: Content Commerce + Growth Strategies For Online Retailers

What Is Your Bigger Mission

bull What big problem you are solving through your business

bull Who will be impacted by what you are doing

bull When will you accomplish this

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 41: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Conversational Commerce + Attack Of The Chat Bots

YPONewport RolandFrasier

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 42: Content Commerce + Growth Strategies For Online Retailers

The Preeminence of Messaging

Source activatecomWJSD Tech + Media Outlook 2016

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 43: Content Commerce + Growth Strategies For Online Retailers

Apps built on top of messengers allow users to consume content play games and conduct transactions

Source activatecomWJSD Tech + Media Outlook 2016

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 44: Content Commerce + Growth Strategies For Online Retailers

Order Uber Through Messenger

YPONewport RolandFrasier

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 45: Content Commerce + Growth Strategies For Online Retailers

Shop For Handbags Through Messaging App

YPONewport RolandFrasier

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 46: Content Commerce + Growth Strategies For Online Retailers

Shop For Pens Chatting With Amazon Echorsquos Alexa

YPONewport RolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 47: Content Commerce + Growth Strategies For Online Retailers

Shop For Cosmetics With Snapchat Shoppable Stories

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 48: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be Different From Amazon

YPONewport RolandFrasier

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 49: Content Commerce + Growth Strategies For Online Retailers

Provide Experiences (And Products) That Amazon Does Not

bull Personal Touch Like StitchFixcom

bull Physical Connection Like NeimanMarcuscom

bull Engaging Social Media Like DollarShaveClubcom

bull Unique Product Selection Like Caspercom + Leesacom

bull Interactive Mobile App Experience Like eSaloncomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 50: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Start In A Narrow Niche Then Move To A Broader Market

YPONewport RolandFrasier

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 51: Content Commerce + Growth Strategies For Online Retailers

Master One Niche Then Expand Into Related Niches

bull DollarShaveClubcom Razors gt Own The Bathroom Cabinet

bull Honestcom Baby Products gt Cleaning + Personal Care

bull BirchBoxcom Womenrsquos Products gt Menrsquos Products

bull NatureBoxcom Personal Snacks gt Breakfast + Wine Boxes

bull Amazoncom Books gt Conquer The WorldYPONewport RolandFrasier

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 52: Content Commerce + Growth Strategies For Online Retailers

An Example Of How We Do This With Our Companies

Survivalists gt Campers gt Outdoor Enthusiasts3 Million 40 Million 141 Million

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 53: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Fight Margin Compression With Higher House Product Mix

YPONewport RolandFrasier

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 54: Content Commerce + Growth Strategies For Online Retailers

Create Source amp Sell Your Own Branded Productsbull BlueAproncom Grower Contracts gt Retail Web

bull Honestcom Manufacturing To Retail WebRetail

bull WarbyParkercom Manufacturing To Retail WebRetail

bull NatureBoxcom Manufacturing To Retail Web

bull DollarShaveClubcom Manufacturing To Retail WebYPONewport RolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 55: Content Commerce + Growth Strategies For Online Retailers

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull VI allows data-driven product development + short dev time

YPONewport RolandFrasier

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 56: Content Commerce + Growth Strategies For Online Retailers

How can you use this in your business

bull Own or get exclusives on your raw materials like BlueAproncom

bull Source manufacturing of your products vs drop-shipping like Honestcom + WarbyParkercom

bull Own your own media (site) as well as using marketplaces like Amazoncom

bull Create + own your own brand like Shinolacom + NatureBoxcomYPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 57: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Augmented Reality

YPONewport RolandFrasier

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 58: Content Commerce + Growth Strategies For Online Retailers

Wayfairrsquos Fair View App

YPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 59: Content Commerce + Growth Strategies For Online Retailers

YPONewport your_twitter_handle

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 60: Content Commerce + Growth Strategies For Online Retailers

YPONewport RolandFrasier

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 61: Content Commerce + Growth Strategies For Online Retailers

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 62: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalization

YPONewport RolandFrasier

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 63: Content Commerce + Growth Strategies For Online Retailers

Use Personalized Email To Improve Conversions

Choxicom personalizes emails based on page visit click data and aggregated data

Click to view a pair of Ugg boots online but donrsquot buy Then get an email with a link to shopping cart

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 64: Content Commerce + Growth Strategies For Online Retailers

Use Personalized Email To Improve Conversions Like Honestcom

bull Emails are personalized based on page visit click data and aggregated data

bull 3x higher conversion rate on 6 email welcome sequence

bull We used BuiltWithcom to figure out that the tool that Honestcom is using for this ishellip

YPONewport RolandFrasier

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 65: Content Commerce + Growth Strategies For Online Retailers

YPONewport your_twitter_handle

Tool RetentionSciencecom

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 66: Content Commerce + Growth Strategies For Online Retailers

Use Dynamic Websites To Improve Engagement Like Zulilycombull Displays millions of different versions of its website

any given time

bull Learns what yoursquore interested in and dynamically tunes itself to you (mom sees kidrsquos clothes chef sees kitchen gadgets)

bull Data analytics + shopping pattern analysis maximize relevance engagement sales and repeat purchasing

YPONewport RolandFrasier

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 67: Content Commerce + Growth Strategies For Online Retailers

ConversantMediacom Creates A Different Site For Each User Based On Data

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 68: Content Commerce + Growth Strategies For Online Retailers

What Personalized Experience Can You Deliver

bull Survey your market to learn more about them and deliver personalized experiences based on their answers

bull Allow customers to create their own customized version of your product

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers

YPONewport RolandFrasier

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 69: Content Commerce + Growth Strategies For Online Retailers

Personalized Service Via App

bull BlueAproncom Choose plan food preference delivery day

bull StitchFixcom Personalized stylist for women on the go Mobile app lets users upload pics in clothes they like and personal stylists base selections off those pics

YPONewport RolandFrasier

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 70: Content Commerce + Growth Strategies For Online Retailers

YPONewport your_twitter_handle

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 71: Content Commerce + Growth Strategies For Online Retailers

Personalized Web Experience

bull Personalized experience through interactive survey on site

bull eSaloncom Custom hair color blended based on user input

Personal stylist + photo upload to assist in color selection

bull Sephoracom Virtual Artist app Try on lipstick instantly

bull AlexAndAnicom Chain station builder Custom jewelryYPONewport RolandFrasier

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 72: Content Commerce + Growth Strategies For Online Retailers

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 73: Content Commerce + Growth Strategies For Online Retailers

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 74: Content Commerce + Growth Strategies For Online Retailers

YPONewport your_twitter_handle

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 75: Content Commerce + Growth Strategies For Online Retailers

YPONewport your_twitter_handle

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 76: Content Commerce + Growth Strategies For Online Retailers

YPONewport your_twitter_handle

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 77: Content Commerce + Growth Strategies For Online Retailers

What Personalized Experience Can You Deliver

Leverage your welcome survey and give the customer the sense that offering their information is key to a better customer experience

YPONewport RolandFrasier

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 78: Content Commerce + Growth Strategies For Online Retailers

Pop-up Stores

YPONewport RolandFrasier

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 79: Content Commerce + Growth Strategies For Online Retailers

TheStoreFrontcom

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 80: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Competitive Intelligence

YPONewport RolandFrasier

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 81: Content Commerce + Growth Strategies For Online Retailers

What Traffic Channels Do Your Competitors Use

bull Run a Comparative Analysis With Your Top 4 Competitors

bull Find Out What Channels They Are Getting Traffic From That You

Are Not

bull Then Go Get Those Channels

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 82: Content Commerce + Growth Strategies For Online Retailers

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 83: Content Commerce + Growth Strategies For Online Retailers

YPONewport RolandFrasier

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 84: Content Commerce + Growth Strategies For Online Retailers

YPONewport RolandFrasier

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 85: Content Commerce + Growth Strategies For Online Retailers

YPONewport RolandFrasier

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 86: Content Commerce + Growth Strategies For Online Retailers

Run A Social Analysis On SimilarWeb Identify Network Strengths Weaknesses + Untapped Opportunities

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 87: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

User Generated Content + Social Commerce

YPONewport RolandFrasier

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 88: Content Commerce + Growth Strategies For Online Retailers

YPONewport your_twitter_handle

Source InternetRetailercom

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 89: Content Commerce + Growth Strategies For Online Retailers

Social Commerce + UGC = Higher Conversions

bull Shoppers who interact with a UGC photo are 2x more

likely to purchase

bull UGC photos increase engagement + amplify your brand

bull UGC photos raise on-site conversion by 12

Source Pixleecom

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 90: Content Commerce + Growth Strategies For Online Retailers

Fastest Growing E-Retailers Drive Traffic With Social

bull Zulilycom 7 Of Total Traffic From Facebook

bull WarbyParkercom 9 Of Total Trafic From Facebook

bull Choxicom 10 Of Total Traffic From Facebook

bull NatureBox 21 Of Total Traffic From Facebook

YPONewport RolandFrasier

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 91: Content Commerce + Growth Strategies For Online Retailers

Source InternetRetailercom

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 92: Content Commerce + Growth Strategies For Online Retailers

Remove Friction + Encourage Social Engagementhellip

bull BlueAproncom app encourages customers to post their creations on Facebook Instagram + Twitter

bull Julepcom MavenUnboxing hashtag drove 20 million social users over Christmas Contests + Giveaways drive 900k social followers

bull CharlotteRussecom Uses CharlotteLook hashtag + Curalate + Pixlee

bull WarbyParkercom WarbyHomeTryOn hashtag increased shares 40 Warby comments on those posts increased conversions by 50

YPONewport RolandFrasier

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 93: Content Commerce + Growth Strategies For Online Retailers

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 94: Content Commerce + Growth Strategies For Online Retailers

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 95: Content Commerce + Growth Strategies For Online Retailers

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 96: Content Commerce + Growth Strategies For Online Retailers

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 97: Content Commerce + Growth Strategies For Online Retailers

CharlotteRussecom drives social commerce with Curalate

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 98: Content Commerce + Growth Strategies For Online Retailers

CharlotteRussecom drives social commerce with Curalate

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 99: Content Commerce + Growth Strategies For Online Retailers

YPONewport your_twitter_handle

AlexAndAnicom Generated 585000 Instagram Shares Using Olapic

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 100: Content Commerce + Growth Strategies For Online Retailers

Add Social Commerce To Your Marketing Mix

bull Instagram Add a link from your brandrsquos bio to a shoppable

gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

bull Facebook Create a social storefront page tab to allow users to

access a shoppable gallery of your photos + status updates URLs

bull Twitter Drop in a URL that leads users to your product pages

bull Pinterest Use Buyable Pins and Promoted Video Pins

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 101: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

YPONewport RolandFrasier

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 102: Content Commerce + Growth Strategies For Online Retailers

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 103: Content Commerce + Growth Strategies For Online Retailers

How Do Small Retailers Compete With Top IRrsquos Spend

bull Long-tail research + content amp paid ads SEONickcom

bull Go where they are not (pop-ups print ads trade shows)

bull Create the unique compelling content they are not

bull Focus on your story and sell products they are not

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 104: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenue

YPONewport RolandFrasier

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 105: Content Commerce + Growth Strategies For Online Retailers

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull eSaloncom Hair coloring products

bull Honestcom Diapers + Other Bundles

bull NatureBoxcom Snack Boxes Breakfast Wine (coming soon)

bull NakedWinescom Wine boxesYPONewport RolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 106: Content Commerce + Growth Strategies For Online Retailers

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

YPONewport RolandFrasier

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 107: Content Commerce + Growth Strategies For Online Retailers

What Is Your Recurring Revenue Plan

bull Do you have a recurring revenue component to your business model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull What can you do to reduce churn

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 108: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trend

YPONewport RolandFrasier

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 109: Content Commerce + Growth Strategies For Online Retailers

Are You Riding Current Trends

bull Honestcom Natural products

bull Etailzcom Eco-Responsible products

bull NatureBoxcom Healthy living + snacking

bull BlueApron CookingChef TV Shows + Monthly Boxes

bull Trendwatchingcom Track trendsYPONewport RolandFrasier

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 110: Content Commerce + Growth Strategies For Online Retailers

Source Trendwatchingcom

2017Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 111: Content Commerce + Growth Strategies For Online Retailers

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 112: Content Commerce + Growth Strategies For Online Retailers

Source Trendwatchingcom

2017 Trends

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 113: Content Commerce + Growth Strategies For Online Retailers

Source Trendwatchingcom

2017Trends

Status

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 114: Content Commerce + Growth Strategies For Online Retailers

Source Trendwatchingcom

2017Trends

Youniverse

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 115: Content Commerce + Growth Strategies For Online Retailers

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 116: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Customer Feedback

YPONewport RolandFrasier

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 117: Content Commerce + Growth Strategies For Online Retailers

Continually Iterating Data-Driven Products

bull DollarShaveClubcom Shave Butter buyers were best bet to send free samples 100 ROI on these people

bull Grazecom Snack box product learns from your reviews and adjusts snack mix to avoid the types of tastes you donrsquot like

bull SurvivalLifecom Knives sell better than most productsYPONewport RolandFrasier

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 118: Content Commerce + Growth Strategies For Online Retailers

Source RetentionSciencecom

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 119: Content Commerce + Growth Strategies For Online Retailers

Honestcom Provide Value + Get Valuable Feedback

bull Challenge Babies are always growing requiring manual account updates for accurate size on diaper + baby bundles

bull Solution Honest Baby App ndash tracks babyrsquos size weight + change frequency Parents can update subscriptions track orders and earn referral credits through the app

bull Provides Valuable Info To Parent baby milestones Dr visits sleep and feeding habits Providing valuable info to Honestcom amp parents

YPONewport RolandFrasier

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 120: Content Commerce + Growth Strategies For Online Retailers

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 121: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Mobile First

YPONewport RolandFrasier

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 122: Content Commerce + Growth Strategies For Online Retailers

Mobile Traffic + Sales Continue Growing

YPONewport RolandFrasier

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 123: Content Commerce + Growth Strategies For Online Retailers

Reduce Mobile Buying Friction

bull Etsycom 58 of traffic from mobile + 41 of sales

bull Grouponcom 50 of sales are mobile 70 of all mobile sales are via app

YPONewport RolandFrasier

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 124: Content Commerce + Growth Strategies For Online Retailers

Deep Linking Biometrics + 1-Click Sales

bull JackThreadscom Deep links to product pages in mobile app from emails and from mobile search queries

bull Amazoncom 1-Touch App Sales Via iOS Touch ID Fingerprint

bull BlueAproncom Target Cartwheel App + Grouponcom All offer 1-Click sales through Apple Pay

YPONewport RolandFrasier

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 125: Content Commerce + Growth Strategies For Online Retailers

Amazon Payments

Dramatically increase mobile conversions by adding Login amp Pay With Amazon to your products

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 126: Content Commerce + Growth Strategies For Online Retailers

Amazon Deep Links

Dramatically increase mobile conversions deep linking to your product in Amazonrsquos Mobile App 30 Million MAUs

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 127: Content Commerce + Growth Strategies For Online Retailers

Amazon Deep Links

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 128: Content Commerce + Growth Strategies For Online Retailers

Are You Maximizing Mobile Traffic Opportunities

bull All your site and product pages responsive or designed for mobile

bull Do you have a mobile app or chat bot

bull Are you using app-indexing + providing deep links to the products offered in marketing emails and from search

bull Do you offer 1-Click payments through Amazon Apple Pay etc

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 129: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Bundling

YPONewport RolandFrasier

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 130: Content Commerce + Growth Strategies For Online Retailers

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 131: Content Commerce + Growth Strategies For Online Retailers

Source InternetRetailercom

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 132: Content Commerce + Growth Strategies For Online Retailers

Source InternetRetailercom

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 133: Content Commerce + Growth Strategies For Online Retailers

Source InternetRetailercom

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 134: Content Commerce + Growth Strategies For Online Retailers

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

YPONewport RolandFrasier

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 135: Content Commerce + Growth Strategies For Online Retailers

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like NatureBoxcom does

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 136: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

YPONewport RolandFrasier

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 137: Content Commerce + Growth Strategies For Online Retailers

BirchBoxcom Holiday Promo Copy 2x Referrals + 2x Referral Saleshellip

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 138: Content Commerce + Growth Strategies For Online Retailers

Source RetentionSciencecom

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 139: Content Commerce + Growth Strategies For Online Retailers

DollarShaveClubcom On Brand Message 2x Sales

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 140: Content Commerce + Growth Strategies For Online Retailers

Source RetentionSciencecom

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 141: Content Commerce + Growth Strategies For Online Retailers

Source RetentionSciencecom

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 142: Content Commerce + Growth Strategies For Online Retailers

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 143: Content Commerce + Growth Strategies For Online Retailers

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

YPONewport RolandFrasier

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 144: Content Commerce + Growth Strategies For Online Retailers

Source Boston Retail Partners

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 145: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Free Shipping Speedy Delivery

YPONewport RolandFrasier

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 146: Content Commerce + Growth Strategies For Online Retailers

Shipping To Compete

bull Targetcom Free shipping for $50 minimum order $25 outperformed significantly so minimum lowered to $25

bull BlueAproncom + StitchFixcom Free shipping

bull Choxicom Partnered with ShipStationcom ShipWorkscom + SkuVaultcom to offer best shipping options

YPONewport RolandFrasier

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 147: Content Commerce + Growth Strategies For Online Retailers

Source Trendwatchingcom

Amazon Dash Echo Prime Now + Lockers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 148: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2O

YPONewport RolandFrasier

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 149: Content Commerce + Growth Strategies For Online Retailers

O2O Online To Offline Meets Offline To Online

bull NeimanMarcuscom Site features encourage users to connect with in-store associates Facetime style sessions

bull Nordstromcom Buy onlinepick-up in-store

bull Amazon to launch 100 pop-up stores

bull WarbyParkercom Pop-up Stores Yurts School Bus Stores Retail

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 150: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Charitable Commerce

YPONewport RolandFrasier

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 151: Content Commerce + Growth Strategies For Online Retailers

Charitable Commerce Mixing Charity + Sales

bull Honestcom Supports GirlsWhoCodecom and others

bull AlexAndAni Dedicated jewelry with sales proceeds to fight AIDS

bull DollarShaveClubcom Colon Cancer Alliance

bull Tomscom Pair of shoes to a child in need for each pair sold

YPONewport RolandFrasier

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 152: Content Commerce + Growth Strategies For Online Retailers

Warby Parker Buy A Pair Give A Pair

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 153: Content Commerce + Growth Strategies For Online Retailers

What Good Can Do Through Your Business

bull Donate one of whatever you sell for every sale you make

bull Donate a portion of the proceeds from whatever you sell

bull Find a charity that aligns naturally with your business that

your company can support

YPONewport RolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169
Page 154: Content Commerce + Growth Strategies For Online Retailers

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Thank you

YPONewport RolandFrasier

  • Slide Number 1
  • Slide Number 2
  • Slide Number 3
  • Slide Number 4
  • Slide Number 5
  • Slide Number 6
  • Slide Number 7
  • Slide Number 8
  • Slide Number 9
  • Slide Number 10
  • Slide Number 11
  • Slide Number 12
  • Slide Number 13
  • Slide Number 14
  • Slide Number 15
  • Re-Inventing Models + Markets
  • What Is Your Business Model
  • Deep Dive Your Competitionrsquos Business Models
  • Slide Number 19
  • Disruption = Applying Different Business Models To Your Industry
  • Experiment With Different Pricing Models
  • Slide Number 22
  • Slide Number 23
  • Slide Number 24
  • Slide Number 25
  • Slide Number 26
  • Slide Number 27
  • Slide Number 28
  • Slide Number 29
  • Slide Number 30
  • Slide Number 31
  • Slide Number 32
  • Slide Number 33
  • OPP = Other Peoplersquos Platforms
  • Slide Number 35
  • 3 Primary Growth Models
  • The Growth Grid
  • Can You Find The Constraint
  • How To Remove Constraints
  • Successful Leverage Playshellip
  • Slide Number 41
  • Big Mission Statements
  • What Is Your Bigger Mission
  • Slide Number 44
  • Slide Number 45
  • Slide Number 46
  • Slide Number 47
  • Slide Number 48
  • Order Uber Through Messenger
  • Shop For Handbags Through Messaging App
  • Shop For Pens Chatting With Amazon Echorsquos Alexa
  • Shop For Cosmetics With Snapchat Shoppable Stories
  • Slide Number 53
  • Provide Experiences (And Products) That Amazon Does Not
  • Slide Number 55
  • Master One Niche Then Expand Into Related Niches
  • An Example Of How We Do This With Our Companies
  • Slide Number 58
  • Create Source amp Sell Your Own Branded Products
  • Selling Your Own Products Improves Margin Measurably
  • How can you use this in your business
  • Slide Number 62
  • Wayfairrsquos Fair View App
  • Slide Number 64
  • Slide Number 65
  • Slide Number 66
  • Slide Number 67
  • Use Personalized Email To Improve Conversions
  • Use Personalized Email To Improve Conversions Like Honestcom
  • Slide Number 70
  • Use Dynamic Websites To Improve Engagement Like Zulilycom
  • Slide Number 72
  • What Personalized Experience Can You Deliver
  • Personalized Service Via App
  • Slide Number 75
  • Slide Number 76
  • Slide Number 77
  • Personalized Web Experience
  • Slide Number 79
  • Slide Number 80
  • Slide Number 81
  • Slide Number 82
  • Slide Number 83
  • What Personalized Experience Can You Deliver
  • Pop-up Stores
  • TheStoreFrontcom
  • Slide Number 87
  • What Traffic Channels Do Your Competitors Use
  • Slide Number 89
  • Slide Number 90
  • Slide Number 91
  • Slide Number 92
  • Slide Number 93
  • Slide Number 94
  • Slide Number 95
  • Social Commerce + UGC = Higher Conversions
  • Fastest Growing E-Retailers Drive Traffic With Social
  • Slide Number 98
  • Remove Friction + Encourage Social Engagementhellip
  • Slide Number 100
  • Slide Number 101
  • Slide Number 102
  • Slide Number 103
  • Slide Number 104
  • Slide Number 105
  • Slide Number 106
  • Slide Number 107
  • Slide Number 108
  • Slide Number 109
  • Add Social Commerce To Your Marketing Mix
  • Slide Number 111
  • The 25 Fastest Growing Retailers Spend 4x More On Paid Search
  • How Do Small Retailers Compete With Top IRrsquos Spend
  • Slide Number 114
  • Slide Number 115
  • Fastest Growing Companies With Subscription Revenue
  • Subscription Revenue
  • Slide Number 118
  • Slide Number 119
  • Slide Number 120
  • What Is Your Recurring Revenue Plan
  • Slide Number 122
  • Are You Riding Current Trends
  • Slide Number 124
  • Slide Number 125
  • Slide Number 126
  • Slide Number 127
  • Slide Number 128
  • Is Your Business Model ldquoOn Trendrdquo
  • Slide Number 130
  • Continually Iterating Data-Driven Products
  • Slide Number 132
  • Honestcom Provide Value + Get Valuable Feedback
  • Slide Number 134
  • How Is Your Customer Feedback Loop
  • Slide Number 136
  • Mobile Traffic + Sales Continue Growing
  • Reduce Mobile Buying Friction
  • Deep Linking Biometrics + 1-Click Sales
  • Slide Number 140
  • Slide Number 141
  • Slide Number 142
  • Are You Maximizing Mobile Traffic Opportunities
  • Slide Number 144
  • Slide Number 145
  • Slide Number 146
  • Slide Number 147
  • Slide Number 148
  • The Benefits Of Bundlinghellip
  • What product andor service bundles can you create
  • Slide Number 151
  • Slide Number 152
  • Slide Number 153
  • Slide Number 154
  • Slide Number 155
  • Slide Number 156
  • Referral Programs
  • Slide Number 158
  • Slide Number 159
  • Slide Number 160
  • Shipping To Compete
  • Slide Number 162
  • Slide Number 163
  • O2O Online To Offline Meets Offline To Online
  • Slide Number 165
  • Charitable Commerce Mixing Charity + Sales
  • Slide Number 167
  • What Good Can Do Through Your Business
  • Slide Number 169