2010 Holiday Marketing Webinar – “November is the New Black…Friday”

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Rob GattoSVPPointRoll

Vikram SharmaCEOShopLocal, Retail Division of PointRoll

November is the New Black… Friday…and other tips and tricks to maximize

revenue this holiday season

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Christmahannukwanzikah• Spending Trends for All Holidays

Leave the Sleigh at Home• Delivering engaging experiences across the digital

landscape

Dear Santa… • Q&A

Today’s Agenda:

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Retail Sales Up in August

Source: Retail Sales Jumped in August, Wall Street Journal 9/14/2010

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Consumers More Comfortable with Small Ticket Items

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Consumers Feeling Better, but Still Apprehensive

The Conference Board Consumer Confidence Index® • Declined in July, improved moderately in August

• Currently stands at 53.5 (1985=100), up from 51.0 in July

• The Present Situation Index decreased to 24.9 from 26.4

• The Expectations Index increased to 72.5 from 67.5 last month

Lynn Franco, Dir. of The Conference Board Consumer Research Center: • Consumer confidence posted a modest gain in August, the result of an improvement in

consumers’ short-term outlook

• Consumers’ assessment of current conditions, however, was less favorable as employment concerns continue to weigh heavily on consumers’ attitudes

• Expectations about future business and labor market conditions have brightened somewhat

• but overall, consumers remain apprehensive about the future

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65% Start Holiday Shopping/Research by October

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Consumer Loyalty has Decreased Over Past Two Years

Q. Please indicate how you are cutting your shopping expenses

July 2008

Oct2008

April 2009

April 2010

July 2010

% Chg (07/08 to 07/10)

Reducing gift spending 41% 51% 59% 57% 56% +15%

Shopping at different retailers 20% 25% 30% 33% 32% +12%

Buying different brands (including generic brands) 52% 51% 58% 57% 62% +10%

Shopping online for deals 24% 25% 33% 32% 32% +8%Signing up for retail point programs or customer loyalty programs 22% 22% 27% 29% 29% +7%

Using coupons more often when making purchases 59% 62% 68% 64% 66% +7%

Shopping only when there are sales (i.e. one day sales) 40% 43% 41% 43% 44% +4%

Shopping at secondhand stores, garage sales, etc. 30% 33% 30% 31% 33% +3%

Shopping less frequently 68% 71% 70% 72% 69% +1%

Buying in bulk at warehouse/discount retailers like Costco, Sam`s Club, BJ`s etc. 27% 28% 31% 28% 28% +1%

Shopping at auction sites such as ebay.com 13% 14% 14% 13% 13% 0%

Only shopping for basic necessities 66% 67% 60% 62% 65% -1%

Source: comScore Surveys – July & October 2008, April 2009, April & July 2010

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How is the current economic climate affecting the way you shop?

NCR 2009 Self Service Consumer Research, 2009

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2009 Holiday Season: E-Commerce Daily Sales

1-Nov

-09

3-Nov

-09

5-Nov

-09

7-Nov

-09

9-Nov

-09

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27-N

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29-N

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1-Dec

-09

3-Dec

-09

5-Dec

-09

7-Dec

-09

9-Dec

-09

11-D

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13-D

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15-D

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17-D

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$-

$100,000,000

$200,000,000

$300,000,000

$400,000,000

$500,000,000

$600,000,000

$700,000,000

$800,000,000

$900,000,000

$1,000,000,000

Online Spending by DaySource: comScore, Inc.

Black Friday

“Green" Monday

Cyber Monday

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Your First Gift: Growth!

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Market Share is Shifting: Multi-Channel vs. Pure-Play

Q1 2008 Q2 2008 Q3 2008 Q4 2008 Q1 2009 Q2 2009 Q3 2009 Q4 2009 Q1 2010 Q2 20100%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

52.8%48.9%

55.7%51.4% 55.2% 55.4% 57.5% 59.9%

64.0% 58.7%

47.2%51.1%

44.3%48.6% 44.8% 44.6% 42.5% 40.1%

36.0%41.3%

Multi-ChannelPure-Play

Pure-play retailers have gained market share over the past two years. Multi-channel retailers have lost share

Multi-channel vs. Pure-play: Share of Quarterly U.S. e-Commerce Sales

Source: ComScore

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‘09 Holiday Season Set a Record for Retailer Deals

Source: ShopLocal data for the circulars of top US retailers

1 3 5 7 9 11 13 15 17 19 21 23 25 27 29 31 33 35 37 39 41 43 45 47 49 51 53150

200

250

300

350

400

450

Weekly Offers Per Store

2007

2008

2009

2010

Week

…’10 year-to-date is running at or ahead of ‘09

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2009 Promotion around Black Friday was an all-time high. Will 2010 be a repeat?

Source: ShopLocal data for the circulars of top US retailers

-10

-9 -8 -7 -6 -5 -4 -3 -2 -1 0 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17150

200

250

300

350

400

450

500

Daily Offers Per Store

2006

2007

2008

2009

Days BEFORE and AFTER Black Friday

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Think Outside the Box!

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Delivering Engagement… Everywhere

AUDIENCEOpen, Agnostic

CREATIVEElements, Features,

Functionality

PROMOTIONS/MESSAGING

Products, Offers, Inventory

Mobile Social Brand Site Digital OOH

Dynamic Display Ads

Vibrant / Search

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Understand Your Audience Find Your Audience

Serve the Right Creative (Engage your Audience)

Primary Dashboard Integration

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Delivering Engagement… Everywhere

AUDIENCEOpen, Agnostic

CREATIVEElements, Features,

Functionality

PROMOTIONS/MESSAGING

Products, Offers, Inventory

Mobile Social Brand Site Digital OOH

Dynamic Display Ads

Vibrant / Search

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Op

tim

izat

ion

En

gin

e

Data

Demographics

Geography

Products & Messaging

Hyperlinked to view creative

Targeted Holiday Ad

Dynamic Ads Targeted. Personalized. Engaging.

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Dynamic Ads

Banners and expandable panels are adjusted on the fly!6 x 3 x 5 x 30 x 4 x 8 = 86,400 versions that you don’t have to create or traffic!

6 videos5 rich media

features 3 Calls to

Action

30 locations 8 price points4

backgrounds

Create Multiple Versions across all Formats by Swapping in Elements Including:

Backgrounds, Offers, Terms & Conditions, Logos, Copy Points, Calls to Action, Videos,

Click Through URLsRich Media Features such as polling, send to a

friend and data collection

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Convert by allowing users to choose items within the ad and buy them online or in-store

Why? 80% of internet users research products online.

The question is, what percentage actually make it to your site?

Create an interactive holiday shopping experience in a rich media ad-unit

Holiday Inspiration

*Source: eMarketer, Retail E-commerce Update, November 2008

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Holiday Inspiration

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Holiday Inspiration

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Yahoo! Homepage Takeover

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Social Add-Ons/Features – Extend Your BrandExtend your brand message and add social functionality to existing campaigns

Reach into the social sphere with Twitter and Facebook buttons, enable users to post comments, chat with the brand and more

Measure activity within the ad unit or implement site event view through reporting to track activity on the site driven from ad activity

Posting/Blogging

Twitter

Customer Posts/ Feedback

Social Toolbar / Polite

Real Time Messaging

Facebook

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Email

E-CircularCoupon

s

Gaming Video

Features Drive Engagement

Dynamic Data

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Analysis of Features

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Delivering Engagement… Everywhere

AUDIENCEOpen, Agnostic

CREATIVEElements, Features,

Functionality

PROMOTIONS/MESSAGING

Products, Offers, Inventory

Mobile Social Brand Site Digital OOH

Dynamic Display Ads

Vibrant / Search

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Bring Your Brand to Consumers Anywhere

• Fully interactive rich media and video• Tap to expand video to full screen• Click-to-call• Coupon downloads• Geo /mapping• In-ad purchase• Surveys• Integrated performance tracking

Native AppBrowseriPad

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Native iPhone AppsReach Shoppers with Your Local Promotions Via WAP Enabled Websites and Smart Phone Applications

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Delivering Engagement… Everywhere

AUDIENCEOpen, Agnostic

CREATIVEElements, Features,

Functionality

PROMOTIONS/MESSAGING

Products, Offers, Inventory

Mobile Social Brand Site Digital OOH

Dynamic Display Ads

Vibrant / Search

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Capture Consumer Attention On-the-Go

Digital Out of Home:• In-Store Kiosks• Digital billboards• Elevators – captivate• Gyms/coffee shops• Gas stations

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Delivering Engagement… Everywhere

AUDIENCEOpen, Agnostic

CREATIVEElements, Features,

Functionality

PROMOTIONS/MESSAGING

Products, Offers, Inventory

Mobile Social Brand Site Digital OOH

Dynamic Display Ads

Vibrant / Search

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Deals #1 reason consumers "like" brands on Facebook

Motivation to "Like" Company or Brand on Facebook Facebook Motivations % of Respondents Receive discounts and promotions 40% Show support for the company 37 Get a "freebie" 36 Stay informed about company 34 Get updates about products 33 Get updates on upcoming sales 30 Fun and entertainment 29 Access to exclusive content 25 Recommended 22 Learn about company 21 Source: ExactTarget, August 2010

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Retailers see the opportunity on Facebook

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All You Have to Do is Ask! (…your entire network)

SmartCircular

Facebook news feed

“Gift Me This”: Push Products to

Facebook News Feed

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“Holiday Gift Ideas” widget for Facebook Fan Page

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Delivering Engagement… Everywhere

AUDIENCEOpen, Agnostic

CREATIVEElements, Features,

Functionality

PROMOTIONS/MESSAGING

Products, Offers, Inventory

Mobile Social Brand Site Digital OOH

Dynamic Display Ads

Vibrant / Search

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MSN: Local Deal Center

Circulation = 124MM

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Deliver an Engaging Brand.com Experience

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Delivering Engagement… Everywhere

AUDIENCEOpen, Agnostic

CREATIVEElements, Features,

Functionality

PROMOTIONS/MESSAGING

Products, Offers, Inventory

Mobile Social Brand Site Digital OOH

Dynamic Display Ads

Vibrant / Search

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Questions?

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Check out our blog for continuing coverage of how to succeed this holiday season!

http://blog.pointroll.com

Thanks for attending!

Contact your PointRoll Sales Rep or email info@pointroll.com today!