future forward series: drjays.com webinar case study
DESCRIPTION
Learn how to maximize revenue from your social data. With every Facebook Like, Pin and Tweet about your brand, you are activating your customers and creating a massive pool of social data. Discover how to harness this data to drive significant increases in revenue. In this presentation, Mauricio Rubio from DrJays.com, will show you how social data can be used to create shopping experiences that improve conversion of customers on your site and create higher average order value from their sales. DrJays.com partnered with inSparq and is seeing a 6% increase in revenue.TRANSCRIPT
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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
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Agenda
• Why Social?
• About inSparq
• DrJays.com Case Study
• Q & A
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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
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Problem: shoppers are overwhelmed with options…
…which is why less than 5% convert online
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Trends can help consumers deal with the overwhelm to find the best
stuff
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Social Data is the Key to Make Trends Work
Social Data = Aspirational Wants
Website Data = Day-to-day Needs
Maximizes consumer demand
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inSparq Social Merchandising Suite
Trending Products
Feed
Trending Products Module
Sharing & Rewards
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inSparq Client Examples
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DrJays.com Case Study
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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
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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
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Three Social Innovations
Trending Product Recommendations
Sharing & Rewards
Trending Badges
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Dedicated Trending Products Feed
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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
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Homepage Trending Products Module
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Sharing & Rewards Makes It Easy to Reward Shoppers for Spreading the Love
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Sharing & Rewards Makes It Easy to Reward Shoppers for Spreading the Love
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Trending Product Badges
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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
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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
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Questions?
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Thanks for listening!