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108 Days Until Black Friday: Everybody Waits for a 100 day countdown. Are you everybody? — Black Friday 2015 Marketing Tips

11 Aug

No need to panic but Black Friday is right around the corner. And as the good little marketers, executives and decision makers that I know you are, I know you’ve put a ton of energy and effort into your holiday planning and you are probably feeling pretty good about it. You have some promotions and special offers that are sure to excite, your social strategy is primed and ready to start conversations with the faithful, and IT is ready to handle the crush.

Time to feel good?  Of course not, there is more to do! Let’s talk numbers:

Highlights from Black Friday 2014:

2014 Black Friday online sales were up 9.5% over 2013, peaking at 8:55 a.m. PST.

>>> Pump those special offers via social media to less peak times to maximize revenue throughout the day and minimize website performance issues.

 

  • Historic Mobile Milestone Spurs Online Shopping: Thanksgiving Day mobile traffic accounted for 52.1 percent of all online traffic – the first time mobile devices have outpaced their PC counterparts for online browsing. Black Friday mobile traffic reached 49.6 percent of all online traffic, an increase of 25 percent over last year. Black Friday mobile sales accounted for 27.9 percent of total online sales, up 28.2 percent over 2013.

>>> If your website isn’t mobile friendly, shame on you. Mobile is the wave of the future (and if you attend any conferences, it has been for the last ten years…sorry omni-channel you are so-ooo 2000). But with Google promising to penalize websites that aren’t mobile friendly and using it as a ranking factor in search, there really isn’t any excuse.

 

 

  • Thanksgiving Eats Into Black Friday Sales: Thanksgiving Day online sales increased 14.3 percent over 2013, with Black Friday up 9.5 percent year-over-year. Average order value on Thanksgiving was $125.25, down 1.8 percent over 2013; Black Friday was $129.37, down 4.4 percent. This trend may indicate that shoppers are becoming more comfortable and digitally savvy in how they use online coupons and rebates to secure the best bargains. Black Friday online sales were 63.5 percent higher than Thanksgiving Day. This is a decrease from 2013, however, when it was 70 percent higher as Thanksgiving online sales continue to eat into Black Friday shopping.

>>>After turkey, people sit down on the couch and plan out their Black Friday shopping. And then they start shopping when they realize they really don’t want to line up at 4am to get a $5 toaster. So plan on reaching out a little bit earlier this year and consider having a separate strategy for turkey day itself.

  • Top Five U.S. Cities for Online Shopping: New York City claimed the top spot for Black Friday online shopping followed by Washington, D.C.; Atlanta, GA; Los Angeles, CA; and Chicago, IL. New York City shoppers spent on average $121.91 per order on Black Friday.

>>> Do you have geo targeted PPC, social and SEO in place?  Consumers are looking for product, model #, features etc…and looking to get it locally. Think about combining structured data coded onto your site with price, reviews, location, etc to stay visible during the holiday season.

 

  • Smartphones Browse, Tablets Buy:As the new digital shopping companion for many consumers, smartphones drove 34.7 percent of all Black Friday online traffic, more than double that of tablets, which accounted for 14.6 percent of all traffic. Yet, when it comes to mobile sales, tablets continue to win the shopping war – driving 16 percent of online sales compared to 11.8 percent for smartphones, a difference of 35.5 percent. Tablet users also averaged $126.50 per order compared to $107.55 for smartphone users, a difference of 17.6 percent.
  • iOS vs. Android:iOS once again led the way in mobile shopping this holiday season, outpacing Android across three key metrics on Black Friday:
    • Average Order Value:iOS users averaged $121.86 per order compared to $98.07 for Android users, a difference 24.3 percent.
    • Online Traffic:iOS traffic accounted for 34.2 percent of total online traffic, more than double that of Android, which drove 15 percent of all online traffic.
    • Online Sales:iOS sales accounted for 21.9 percent of total online sales, nearly quadruple that of Android, which drove 5.8 percent of all online sales.

>>> Your website should be optimized for the device being used by your visitors. Responsive or adaptive design (your choice, don’t get me in that mess) means better user experience and better conversions. Don’t let those visitors bounce!

 

  • The Desktop is Not Dead: When consumers did choose to use their PC or desktop, they spent more with an average order value of $135.33 compared to $116.02 for mobile shoppers, a difference of 16.6 percent.

>>> When the real big dollar items need to be purchased, and multiple sites need to be reviewed and compared, the desktop wins.  If you are selling big ticket items, or products that are routinely reviewed, neglect the desktop user at your peril!

 

  • Social Influence – Facebook vs. Pinterest:As marketers continue to rely on social channels to drive brand loyalty and sales, IBM analyzed trends across two leading sites on Black Friday – Facebook and Pinterest. Facebook referrals drove an average of $109.94 per order compared to $100.24 for Pinterest, a difference of nearly 10 percent. Facebook referrals converted online sales at more than twice the rate of Pinterest

>>>Loyal customers also serve as brand advocates, engaging with your brand online and speaking well of it offline. These customers drive 33% more sales and 18% more traffic than regular customers so engage them regularly with quality content tailored to them.

  • Less Frequent, More Targeted Email Promos*:Retailers sent an average of 5.3 emails on Black Friday 2014, decreasing more than 11 percent over the same period in 2013, as retail marketers continue to send more targeted — and less frequent — messages to shoppers. Open and click-through rates – when someone opens an email and clicks at least one link – were 12.9 percent and 2.4 percent, on Black Friday and Thanksgiving Day, compared to 15.4 percent and 2.8 percent respectively, last year.

>>>For the love of all that is decent and good, stop cramming emails down your customers’ throats. One great email tailored to one customer/segment is far more productive than mass emailings indiscriminately spraying the intertubes with your product juice.

Perform some analysis on your customers. Think about the ones who have spent the most or bought most frequently, or simply those who have been long-time supporters of your company. Send them a targeted, segmented email explaining that they are VIPs to your company and that you are doing something special just for them.

 

The four hottest retail categories this past holiday season:

  1. Department Stores: Black Friday online sales grew by 22.9 percent over 2013, with mobile percentage of sales increasing by 25.7 percent. Average order value was $143.16, a decrease of 2.5 percent year-over-year.
  2. Health and Beauty: Black Friday online sales grew by 56.9 percent over 2013, with mobile percentage of sales increasing by 31.8 percent. Average order value was $72.78, an increase of 9.8 percent year-over-year.
  3. Home Goods: Black Friday online sales grew by 43.2 percent over 2013, with mobile percentage of sales increasing by 3.8 percent. Average order value was $238.46, an increase of 6.8 percent year-over-year.
  4. Apparel: Black Friday online sales grew by 22.6 percent over 2013, with mobile percentage of sales increasing by 25.2 percent. Average order value was $114.96, a decrease of 6.8 percent year-over-year.

>>> My prediction for this holiday’s hottest categories? Pet rocks and tea cozies!black-friday

Google Changes…a Webinar That Probably Won’t Suck

14 Jun

I get asked daily …well hourly, really…what’s going on with Google, err Google Shopping, err Google Product Listings, err Froogle, err Google Base, etc.

I’ve lost track of how many marketing budgets I’ve helped forecast the past 2 weeks!

Well, Google reps were at the Mercent booth at IRCE last week and we’ll be doing a webinar with actual information (*cough unlike some some company’s webinars where I used to work *cough ryhmes with ‘Panel Advisor’* *cough* fluff*).

So if you want  the most up to date info available, here you go: *warning crass commercial message ahead* Mercent pays most of my bills these days now that I play poker infrequently*

Making Sense of New Google Shopping

Date: Thursday, June 28th (Add to your calendar)
Time: 1:00PM (PDT)/4:00PM (EDT)
Day of event go to: https://www2.gotomeeting.com/join/479237698
Call in number: (510) 443-0604 Access Code: 479-237-698
Meeting ID: 479-237-698

Hello,Join a panel of Google Shopping experts from Mercent and Google as they discuss the five things you need to know about the changes to Google Shopping – and more important – how you can prepare for those changes in time to capitalize on the 2012 holiday shopping season.Regardless of your current approach to Google Shopping and Product Listing Ads, you’ll come away with specific sales strategies and immediate actions you can take to boost profitability and make the most of Google Shopping.
RSVP and add to your calendarQuestions? Want more info?
Contact Mercent at 206.832.3971 (hell no that’s not my direct line) or hello@mercent.com

 

 

Speaking of Internet Retailer….in Chicago

31 May

Want to hear about the new changes and get free drinks at the same time? Well, Google and Mercent executives will be at the 2012 Internet Retailer Conference & Exhibition (IRCE) held next week June 5-8th in Chicago at McCormick Place West.  Executives will be on hand at the Mercent Booth #529 at to discuss today’s announcement. In addition, Google is an exclusive panel participant at the private retail executive event Mercent is hosting Tuesday June 5th at Chicago’s legendary Shedd Aquarium following the IRCE Welcome Reception.

If you have an interest in learning more or in , free drinks, free food or you have a fish fetish…let me know @ jeff.buechler@mercent.com and I’ll see what I can do about getting you in.

So what the Hell does the Google Shopping Change Mean?

31 May

The cold hard truth is: Merchants pay more. But, smart merchants will do better that dumb ones; and I mean dumb in both the *not smart* and the lack of speech and by extension ability to communicate. Data feed, data quality and management, done in tandem with other Google products (ppc, Product extension ads, etc) is going to more important than ever before. Mercent  (warning!! shameless plug for the company I work for) has already rolled out support for the new changes (hey advance warning is whats what you get when they like you).

Important stuff:

This is a product ad program, There are no keywords, no keyword bidding. Keywords have been replaced by the product catalog. There are 4 crucial factors for Google Shopping: High quality content, product segementation, tracking and promotions. (all pretty good reasons you shouldn’t have this under your PPC business)

Google Product Search (prior GoogleBase, and originally Froogle) will fade from existence. Following a three-month testing and roll-out phase, Google will transition all product listings to a pay-for-placement model controlled through the Google Product Listing Ads (PLA) program. The new program is collectively branded Google Shopping. Read Google’s announcement here.

 

PLA is a unique program that shares characteristics of Comparison Shopping Engines (CSE), paid search, and SEO. PLA is different than paid text ads and, therefore, much different than paid search. Unlike AdWords, PLA rewards higher quality catalog data that essentially replaces the keyword library in determining the ad.

Given the size of this channel for most retailers, there is no time to lose in preparing for Google’s changes. Opportunities and risks abound. Mercent was a beta partner of Google Product Listing Ads at the origin of PLA two years ago. (hey if you  Since PLA widely launched last January we have led the industry in establishing best practices and developing industry-leading technology to extract the most retail advertising performance from the program. In fact, last night we deployed our latest release of the Mercent Retail platform which includes our newest feature, Mercent Retail for Google Shopping. This new feature was built via our close partnership with Google, and is specifically designed to enable efficient, high performance management of PLA.

Mercent is ready.

It is natural to first consider the loss of low-cost traffic that Google’s change will cause. While we lament the loss of Google Product Search as a major source of ecommerce traffic with no attached media spend, there are several reasons to be optimistic about the evolution. From a consumer point of view, Google is reducing clutter and low-quality “spam” listings from fringe advertisers. For retailers, the pay-for-performance hurdle will reduce competition and increase the signal-to-noise ratio for legitimate product listings. This change also creates a more level playing field for smaller retailers and brands to compete against bigger rivals whose sheer size may have provided a leg up in relevance.

Importantly, note that the volume of highly qualified shopper traffic on Google is still as large after this change as it is now. In fact, we believe the overall demand generation opportunity for retailers on Google will grow beginning this fall as Google has greater incentive to expand the program. It boils down to this: like the launch of PLA last January, this change presents a great opportunity to drive sales from Google. It will not be free, but to those ready and willing this is a golden opportunity to beat your competitors to the consumer.

To keep your sales on Google Shopping and, better yet, to steal share from your competitors this holiday, here’s what we recommend you do to prepare:

1. Send/continue to send your feed to Google via Mercent. Continue to optimize your feed content. Continue to improve feed quality. PLA performance is founded first and foremost on the quality, accuracy, and timeliness of your product data. These are all core competencies of Mercent and they are necessary conditions for success in PLA.

2. Closely examine your budget and, if possible, increase your budget for PLA / Google Shopping.

a. First, we are happy to help you work through this as we know this is a major wrench in everyone’s forecast and budget plans. Nevertheless, setting or resetting your budget for Google Shopping is a necessary step.

b. Begin ramping this budget (to replace and/or grow GPS) in July and expect it to be fully scaled for Q4 and the holiday shopping season.

c. Use PLA performance history to guide expected efficiency.

d. In setting budget, also consider how much of your forecast GPS sales you want to replace or surpass. We believe the volume potential is large.

e. As much as possible view this budget as *incremental* to your CSE and paid search text ad budget. We have not seen material cannibalization between PLA and paid text ads to date. It makes every sense for Google to manage these programs so that there is no cannibalization.

3. Ensure your PLA program is properly set up on Mercent. If you rely on Mercent’s marketing management services, your marketing manager has already done this. If you are an advised Mercent software subscriber, our Client Training and Enablement team will be reaching out to you to schedule a review. In any case – never hesitate to call or email us for help

4. Remember that PLA is different than paid text ads. Just because the traffic comes from Google does not mean “PLA is paid search.” That’s like saying SEO is paid search, or GPS is paid search. PLA is a unique program that shares characteristics of Comparison Shopping Engines, paid search, and SEO. It must be managed with an expert understanding of those unique requirements. Mercent leads the market in PLA expertise, and we can manage your program autonomously on your behalf or in partnership with you or other vendors or partners. We are flexible, and as your partner we want to be sure you are as prepared as possible for this change.

Since I’m writing this on company time, I have to add, “if you’d like to learn more, email me jeff.buechler@mercent.com”. What I don’t have to say is, if you are going to IRCE, email and we can get drinks and talk about it…all on the company dime….suckers.

Google Shopping to become…well, Google Shopping.But, no more free for you!

31 May

OK so technically it’s Google Product Search (but that’s called Google Shopping sans paid in some countries)that’s becoming Google Shopping…but since Google Shopping already exists…well, close enough for blog work!  In October, only merchants that pay will be listed. This is the first time (but unlikely to be the last time) that  Google will phase out a previously free search product.  The company announced the change will improve the searcher experience. *of course adding a metric crap ton of additional spend from merchants is nice as well*

From Search Engine Land:

Starting Now: Experiments

Beginning today, Google will run a variety of experiments on Google.com, for a small percentage of searchers at first, that merge listings from Google Product Listing Ads and Google Product Search together. To understand better, consider this “before” example:

You can see that Google has its traditional AdWords text ads above and to the right of the main results. Also above are Product Listing Ads, which were launched at the end of 2010 and allow advertisers to show small images next to their ads, as well as purchase on a CPA (cost per action/sale) basis, rather than the more common CPC (cost per click) basis. Product Listing Ads sometimes appear to the right of the main results, as well.

The screenshot also shows the “free” listings that Google provides, those that come from Google crawling the web, as well as those from Google Product Search. The listings from Google Product Search come from Google’s web crawl as well as from data feeds that merchants send to Google.

In contrast, below is an example of how one of the new experiments may look:

Rather than the Product Listing Ads and Google Product Search results being separate, both will be combined into a single Google Shopping box. Here’s another example, with a close-up on the Google Shopping box:

The example below shows how, at times, only one product might appear and to the side of the main results:

Again, here’s a different example, with a close-up on the box:

Goodbye Google Product Search & Free Listings

As said earlier, Google Product Search currently gets its listings from Google crawling the web or by retailers submitting product data and feeds through the Google Merchant Center. There has been no charge for either. Indeed, Google has never charged for being in its shopping search engine since it began back in December 2002 and was called Froogle.

That’s ending. There’s no firm date on exactly when the free ride will be over, other than it should happen by the fall of this year.

Merchants may continue to be listed within Google’s free web search results. That’s not changing. But those wanting to appear in a dedicated shopping search engine — and in the Google Shopping boxes that will appear as part of Google’s regular results — will need to pay.

Hello Google Shopping & Paid Inclusion

The forthcoming Google Shopping will operate on what’s been known in the search industry as a paid inclusion model. That’s where companies pay to be listed but payment doesn’t guarantee that they’ll rank well for any particular terms.

In particular, Google says advertisers will provide data feeds or create product listings through Google AdWords, in campaigns that are set to run on Google Shopping. It will work very similar to how Product Listing Ads work now. Merchants won’t bid on particular keywords but rather bid how much they’re willing to pay, if their listings appear and get clicks or produce sales. Getting a top ranking will depend on a combination of perceived relevance and bid price.

As part of the changes, Google Shopping will incorporate Google Trusted Stores badges into the listings, for those merchants who participate in the program. Google has already beentesting the use of these within AdWords.

Google also says the new Google Shopping listings will be able to show if merchants have any special deals or offers, though presumably only those offered through Google’s own Google Offers service.

Product Listing Ads as a product will be phased out when Google Shopping takes over, but Google says using the PLA system now is the best way for merchants to prepare for the Google Shopping change. That’s why Google is offering two incentives to get merchants going with them now, if they’re not already:

  • All merchants that create Product Listings Ads by August 15 will receive 10% credit for their total PLA spend through the end of the year
  • Existing Google Product Search merchants will get a $100 AdWords credit if they fill out a form before August 15

Google provides more details about this and the forthcoming transition here. We’ll also be following-up with more transition advice and details as they become known.

Didn’t Google Hate Paid Inclusion?

The paid inclusion model will be familiar to many merchants, who know it’s commonly used with other shopping search engines. But it’s new to Google. In fact, it’s a model that Google once fought against, even to the degree of characterizing it as evil. Those days are over. Google Shopping will becomes the fourth “vertical” or topically-focused search engine from Google to use paid inclusion.

Once Deemed Evil, Google Now Embraces “Paid Inclusion” is my column from yesterday at our sister site Marketing Land. It explains the history of Google’s past opposition to paid inclusion and its reversal over the past year. Of that history, I’ll highlight this part of Google’s 2004 IPO filing, which specifically talked about paid inclusion being bad in terms of shopping search:

Froogle [what’s now called Google Product Search and will be called Google Shopping] enables people to easily find products for sale online. By focusing entirely on product search, Froogle applies the power of our search technology to a very specific task—locating stores that sell the items users seek and pointing them directly to the web sites where they can shop. Froogle users can sort results by price, specify a desired price range and view product photos.

Froogle accepts data feeds directly from merchants to ensure that product information is up-to-date and accurate. Most online merchants are also automatically included in Froogle’s index of shopping sites. Because we do not charge merchants for inclusion in Froogle, our users can browse product categories or conduct product searches with confidence that the results we provide are relevant and unbiased.

I bolded the key part. Eight years ago, Google viewed paid inclusion in general as some type of evil the company should avoid and in particular something that could cause shopping search to have poor relevancy or be biased.

What happened to cause such a change?

Reversing Its Stance

For one, Google’s official line seems to be that it hasn’t changed its mind about anything. That’s because it’s changing the definition of what paid inclusion is, to effectively claim that it’s not doing it. This is the statement I was sent after my column appeared yesterday:

Paid inclusion has historically been used to describe results that the website owner paid to place, but which were not labelled differently from organic search results.  We are making it very clear to users that there is a difference between these results for which Google may be compensated by the providers, and our organic search results.

As I did yesterday, I’ll disagree again. Paid inclusion has been historically used to describe when people pay to appear in a search engine’s results but without any guarantee of prominent placement. What’s happening with Google Shopping is classic, textbook paid inclusion. It matches up precisely with the US Federal Trade Commission’s own definition of paid inclusion:

Paid inclusion can take many forms. Examples of paid inclusion include programs where the only sites listed are those that have paid; where paid sites are intermingled among non-paid sites; and where companies pay to have their Web sites or URLs reviewed more quickly, or for more frequent spidering of their Web sites or URLs, or for the review or inclusion of deeper levels of their Web sites, than is the case with non-paid sites.

Again, I’ve bolded the key part, a part that defines exactly what’s going to happen with Google Shopping.

The fact Google considered paid inclusion evil in the past is an embarrassment that some will have a good chuckle about. But companies do change stances. The bigger issue in all this is whether the shift is good for searchers and publishers.

Paid Relationships Can Be Good

When it comes to searchers, Google’s view is that by having a paid relationship, it can better ensure the quality of what it lists in Google Shopping.

“We believe a commercial relationship with partners is critical to ensuring we receive high quality product data, and with better data we can build better products,” Samat told me.

Today’s blog post from Google reflects the same view:

We believe that having a commercial relationship with merchants will encourage them to keep their product information fresh and up to date. Higher quality data—whether it’s accurate prices, the latest offers or product availability—should mean better shopping results for users, which in turn should create higher quality traffic for merchants.

A good example of the potential here is something we covered last November. Google had warned merchants in Google Product Search to include tax and shipping costs in their feeds. But well past Google’s deadline, merchants were still flaunting those rules.

Potentially, those merchants risked being kicked out of Google Product Search. But being a free service, it possible the merchants might come back in another way. There was a low barrier to entry. That low barrier also means much more has to be policed.

When payment is involved, it’s harder to be abusive. Merchants risk losing their accounts, along with any trust built up to those accounts. In addition, when they’re paying by the click or by the sale, there’s more incentive to ensure listings are relevant.

But There Was No Other Way?

Still, this is an unprecedented move by Google. The company has never eliminated a search product that had free listings and shifted to an all-paid model.

I couldn’t think of any examples of this in the past, and Google confirmed this was a first. At best, it offered that Boutiques.com — purchased in 2010 and integrated into Google Product Search in 2011 — had a similar pay-to-play model. But Boutiques.com wasn’t an existing service that was shifted from free to fee.

For a company with such a long history of trying to be inclusive, it’s shocking. It’s more so whenBing Shopping accepts free listings. Google couldn’t find a way to do what Microsoft does?

“We’ve looked at a number of different aspects to approach this, but we have to evolve our experience. We believe consumers have a higher expectation of shopping online,” Samat said.

Will It Stay Comprehensive?

One thing I’ve generally loved about Google Product Search is that if I couldn’t find some odd product on Amazon (which tends to be a pseudo-shopping search engine for me), Google seemed able to ferret it out. But with the change to a paid inclusion model, will the ability to get into the nooks and crannies of the retail web be lost?

Google told me that it currently has tens of thousands of merchants listed in Google Product Search for free. I asked if the company had any idea how that might change when payment is required or if there would be an impact on comprehensiveness?

“We really want all kinds of merchants to participate,” Samat said. But he also said, ”It’s hard to speculate on how this will play out. Our objective here is to deliver a better experience. We are doing a number of things to help the users’ experience get better.”

Going Forward

In the end, Google is shifting to what’s been the industry standard when it comes to shopping search, to have a paid inclusion program. The curious can take a look here at SingleFeed for a rundown on who offers paid plans or here at CPC Strategy. Most shopping search engines do. Even Bing, which is listed as being free, also does paid inclusion through a partnership with Shopping.com, saying that doing this will increase visibility.

One thing about the change is that it will probably cause all the shopping search engines out there to better disclose the paid relationships they have. As I covered in my column yesterday, the FTC has seemed to ignore that some don’t have any disclosure at all, as required. Google’s move has the potential to raise the bar here, and that’s sorely needed.

For searchers, Google’s trying to find the balance between having incredibly comprehensive results and the noise that can harm relevancy when there’s too much junk and not enough signal, it seems. As I said, it remains to see if they’ll get that balance right.

For publishers, there’s a whole lot of worry here. If Google can turn one search product to an all-paid basis, nothing really prevents it from doing the same for others. Could Google News only carry listings from publishers that want to pay? Will Google Places, already just transformed into a part of the Google+ social network, be changed to a pay-or-don’t play yellow pages-style model?

Even web search could be threatened. All the arguments about wanting to get better data and filter out noise are just as applicable to web search. The main reassuring thing here is that there’s little likelihood that Google could get hundreds of millions of web sites to do paid inclusion at the risk of not being listed. Pure paid inclusion works better in the world of vertical search, where there are only thousands of companies you’re dealing with.

Meanwhile, with Google Play selling content, will Google eventually decide that Google Shopping should make the next logical step and provide transactions, the way that Amazon does? At some point, Google the search engine that is supposed to point to destinations may turn into too much of a destination itself.

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