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How can the latest tech trends help your business? Wondering how tablets can help you boost sales? Curious to see how video or a more dynamic website can grow profits? Whether you manage a website and want to see the latest trends or just want to be better able to discuss e-commerce with your customer, this presentation is sure to be an eye-opener.
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5 E-Commerce Trends to Try Out
Us: Whereoware
Online strategy, design, development + marketing
The stats: • Thirteen years in the business • Work with B2B product, B2B services, +
B2C
About me: Teya Flick, Director of Marketing – with Whereoware for 4+ years
Twitter: @Whereoware
Agenda
8.15.2011 | Page #
• History of e-commerce • The shrinking B2B + B2C gap • Top trends
• Dynamic site experience • Mobile/tablet shopping • Video • Search • Sophisticated merchandising
• Key takeaways
History of e-commerce
Twitter: @whereoware
The B2B + B2C gap is closing
2003
2006 Comparing two leaders in their industries:
B2B + B2C e-commerce companies are becoming more and more alike.
The B2B + B2C gap is closing
1996
2011
B2C: ETHAN ALLEN
2000
The B2B + B2C gap is closing
1996
2011
B2C: ETHAN ALLEN
2000
The B2B + B2C gap is closing
1996
2011
B2B: UTTERMOST
2000
The B2B + B2C gap is closing
1996
2011
B2C: ETHAN ALLEN
2000
The B2B + B2C gap is closing
1996
2011
B2B: UTTERMOST
2000
Looking ahead to 2012
What is popular in B2C now will make its way to
B2B tomorrow…
Looking toward the future
Tablets
Video
Search
Personalized shopping
Sophisticated merchandising
Personalized shopping
• Personalized + targeted content improves conversions and reduces abandonment.
• Almost 12 years ago, Amazon started this with personalized product recommendations.
Personalized shopping
B2B translation: personalized portals
Personalized shopping
Tablets
Improving shopping + selling • Tablet shoppers convert at a
higher rate and tend to place bigger orders. (Forrester research)
• Some cite that sales reps are more likely to hit sales targets while using a tablet.
Tablet shopping
TABLET USERS CONVERT
AT A 33-66% HIGHER RATE THAN SHOPPERS USING PCS
(WSJ, 2011)
Tablet shopping
97% of tablet traffic in the US is driven by iPads (ComScore, 2011)
Tablet shopping
40% of mobile traffic is tablets
100% of tablet traffic is from the iPad
127% growth in tablet traffic over the last 6 months
From Whereoware B2B companies…
Tablet shopping
Make your site tablet-compatible
Tablet shopping This image cannot currently be displayed.
This image cannot currently be displayed.
This image cannot currently be displayed.
Make the entire e-commerce experience
tablet-compatible
70% OF SALES REPS WITH A COMPANY-ISSUED TABLET
HIT SALES TARGETS COMPARED TO JUST 62.5% OVERALL*
Tablet selling
*cited by Huthwaite, a sales performance organization
Tablet selling CUSTOMER DATA
SEARCH, FILTER + SORT
CATALOGS
PRODUCT INFO PHOTO CARDS
Video
• Video is the new product image. Instead of just showing an image of a shoe, now you will see someone actually model a shoe.
• Convert more visitors • Rank higher in search results
Video
WEBSITES DISPLAYING VIDEO CONVERT 30% MORE VISITORS INTO BUYING CUSTOMERS ON AVERAGE* *CBS INTERACTIVE BUSINESS NETWORK
Video
VIDEO IS 50X MORE LIKELY TO BE ON THE 1ST PAGE OF GOOGLE RESULTS THAN A TEXT PAGE*
* According to Forrester research: http://blogs.forrester.com/interactive_marketing/2009/01/the-easiest-way.html
Video/audio
Video/audio
Video/audio
Video
PR 5
PR 4
Search
• People are more likely to purchase if they find what they want
• As e-commerce becomes more commonplace, visitors expect more sophisticated ways to find the product they need
Search
80% OF VISITORS WILL ABANDON A SITE IF SEARCH FUNCTIONALITY IS POOR
*(GOOGLE ENTERPRISE, 2010).
Search Make it visible
Search suggestions
Search
Allow for search of both keyword + sku #
Search
Allow for search of both keyword + sku #
Search Allow for filter +
sort
Search Shop from
search
Search Shop from
search
Sophisticated merchandising
• Instead of the standard white grid allow shoppers to purchase directly from the merchandised product shot
• Provides opportunity to cross sell
• Helps the customer visualize what the product will look like in their store
Sophisticated merchandising
Sophisticated merchandising
Sophisticated merchandising
Cross sell
Visualize it in a store
Key takeaways
• B2C e-commerce trends affect B2B trends.
• The next trends are: • Personalized shopping • Tablet shopping + selling • Video • Search • Sophisticated merchandising
• Start off small
Twitter: @whereoware
Questions
Teya Flick [email protected]
Slides available at: www.slideshare.net/whereoware
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MORE INFO
Website: www.whereoware.com Twitter: @whereoware Facebook: www.facebook.com/whereoware Blog: www.whereoware.com/blog
