future forward series: drjays.com webinar case study
Post on 21-May-2015
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Mauricio Rubio, Director of Business
DevelopmentDrJays.com
Veronika Sonsev, CEO
inSparq
Presented by
Using Social to Showcase Trends and
Optimize Merchandising
2
Agenda
• Why Social?
• About inSparq
• DrJays.com Case Study
• Q & A
3
Social as a Referral Channel
• Referral traffic from Facebook, Twitter, Pinterest and YouTube increased 41.8% from 2012 to 2013, driving 51.5MM unique monthly visitors
• Revenue from those visitors increased 63% to $2.7B in 2013
Source: 2014 Internet Retailer Social Media 500
4
Problem: shoppers are overwhelmed with options…
…which is why less than 5% convert online
5
Trends can help consumers deal with the overwhelm to find the best
stuff
6
Social Data is the Key to Make Trends Work
Social Data = Aspirational Wants
Website Data = Day-to-day Needs
Maximizes consumer demand
7
inSparq Social Merchandising Suite
Trending Products
Feed
Trending Products Module
Sharing & Rewards
8
inSparq Client Examples
DrJays.com Case Study
10
The DrJays.com Story
• Website launched in 1999
• DrJays.com is a pioneering retailer of urban and fashion-forward apparel, trendsetting streetwear and popular American heritage clothing.
• Top 300 internet retailer
• Constant innovation and high customer satisfaction
11
Challenge
• Make site more social
• Showcase “hottest” items in their constantly changing product assortment
• Help customer with “product overwhelm” and leverage social data to provide a curated shopping experience
12
Three Social Innovations
Trending Product Recommendations
Sharing & Rewards
Trending Badges
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Dedicated Trending Products Feed
14
Technology to Turn a Flat Product Listing into a Vibrant Social Experience
SHARE Drives referrals to
create brand advocates
ENGAGEBuilds a brand
community of loyal customers
TRENDSReal-time activity
as influencers
15
Homepage Trending Products Module
16
Sharing & Rewards Makes It Easy to Reward Shoppers for Spreading the Love
17
Sharing & Rewards Makes It Easy to Reward Shoppers for Spreading the Love
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Trending Product Badges
19
DrJays.com Results
• Over 6% lift in gross sales
• 4% lift in AOV site wide
• 25% higher AOV for engaged customers
• Over 2X increase in social sharing across website
• 30% increase in conversion for engaged customers
• 3.2% increase in add-to-cart
20
Takeaways
• Trending Product Recommendations are an effective form of merchandising • Works for recommendations and landing
pages• Social data is key to maximizing consumer
demand
• Social is also a great way to turn customers into brand advocates
• Badging makes trends integral to the shopping experience
Questions?
Thanks for listening!
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