View
216
Download
0
Category
Tags:
Preview:
Citation preview
Member Station Affiliate ProgramMember Station Affiliate Program
22
• Our award-winning products provide an outlet for retail partners to generate revenue and support PBS
• PBS Video aggregates many of the great programs that have aired on public television and distributes them through a wide assortment of distribution channels
• PBS business extends from traditional retail to direct-to-consumer channels
– Product supported by new mass retail distribution partner, Paramount– PBS Direct-to-Consumer distribution with new partner GSI Commerce – PBS Educational Video extensions
• 250 Unique on-air DR campaigns viewed by millions of people per year• 500+ new releases each year• PBS acquires 3rd party titles that appeal specifically to the PBS
demographic• Dedicated staff focused on sales, marketing and merchandising
33
• Over 4,000 products carried in store
• Over 50 special interest categories
• History• Arts • Issues & Events
• Over 300 PBS Kids products across 10 properties
• Plush dolls• Bedding • Personalized products
• Wide selection of program related merchandise
• Books• CDs
• Over 500+ new products added per year
PBS Ecommerce Merchandising
Q1’07
This is a sku intensive business, driven by This is a sku intensive business, driven by volume to make moneyvolume to make money
37%
34%
19%
6% 3% 1%
Arts
History
News, Science &Religion
Nature, Health & Travel
Business & Home
Kids
44
PBS has three distinct direct-to-consumer distribution channels that have enormous reach and potential
– PBS Home Video Catalog • 8M Circulation• Promote membership
– ShopPBS Online– PBS On-Air offers
PBS Direct-to-Consumer Distribution Channels
Integrated across channels to ensure a holistic customer experience
ShopPBS was named one of the top 400 ecommerce sites by Internet
Retailer
55
2007
Online StoresOnline Stores50+50+
Net Merch SalesNet Merch Sales$$1,000,000,000+1,000,000,000+
VisitorsVisitors795,000,000795,000,000
Pages ServedPages Served11,170,000,00011,170,000,000
Active SKUsActive SKUs 3,170,0003,170,000
Unique Images & Unique Images & DescriptionsDescriptions6,800,000+6,800,000+
OrdersOrders14,700,00014,700,000
GSI’s Leading Retail Partners
66
GSI Commerce Company Overview
• Three fulfillment centers in KY (~1,500,000 sq. ft. )
– Purpose-built for multi-category direct fulfillment
– Expect to ship 32.7 million units in 2007
– Manage a ~600 drop ship network
• Two customer contact centers in Florida and Wisconsin
– 500+ seats each, with category-trained CSRs
– Associates drive 10-30% of partners’ direct revenues
– Expect to manage 12,000,000 contacts in 2007+
• GSI International based in Barcelona, Spain
– 12 languages, 10 currencies, 43 countries
– GSI International partners include HP, Skype, Logitech and Iomega
– Planned Asian language support in 2008
• Headquarters in King of Prussia, PA; (NASDAQ: GSIC)– 2,400+ employees across the organization; ~475 in
technology– Common Engine™ and Technology Services teams
77
Function
Technology • Invested $60M in technology in 2006• Leading edge usability design and implementation• ShopPBS.com to be re-launched with Best-in-class technology
in 2007
Customer Service • Manages over 12,000,000 contacts per year• 24X7 Operations• Multiple 500+ seat Call Centers
Fulfillment • 1,500,000 Sq ft of warehouse space• Process & Ship over 30,000,000 orders per year• Multiple shipping methods offered to customers
Merchandising • Manage over 3,170,000 active SKUs• Sophisticated inventory management tools (JDA, Arthur
Planning, Retail Decisions)
Marketing • Over 100,000 Affiliates in our network• Dedicated in-house Interactive Design and Usability Agency
Services Provided by GSI Commerce
88
ShopPBS.com Features
Layout & navigation• Daily updates• Boutiques• Top Sellers• Recently Featured• Fully Integrated Promo Engine• Features & Benefits Tables
Personalization• Targeted messaging• User registration/login • My Account• Order History/Tracking• Personalized
recommendations• Wish list• Email A Friend• Address book
Search• Filtering• Spell check/stemming• Advanced indexing• Synonym mapping
Shopping & Merchandising• Comprehensive
cross-sell/up-sell• Back-order/pre-sell• Product Bundling• Email a friend• Real-time content • Multiple product views• Product Collections• Product Sequencing• Cross-Category Product Population• Back-Order Management• Pre-Sell Management• Related content
Cart & checkout• Gift Card Redemption & Purchase• Persistent Cart • Accept Multiple Forms of Payment• Standard & Expedited Shipping• Canada• Ship Windows by SKU• Delivery Options by SKU• Drop-Ship Management• Real-Time Tax Calculations• Real-Time Shipping Calculations • Local tax calculator• Secure checkout• Gift Wrapping & Messaging
99
Phone & email support• 24/7 operations• Skill based routing• Event management• Escalation procedures
Inbound contact• Cross sell/ up sell• Real time inventory view• Transaction history• Corporate/group sales
QA & training• Remote monitoring• Partner seminars• Rigorous hiring standards• Training rooms and auditorium• Online training tool• Mentoring/feedback ensures
quality service• Integrated performance
appraisals
Interactive voiceresponse• Call re-routing• Sales & service
segmentation• Automated phone orders
Call center access• Basic personal data• Customer profiles• Service history• Previous purchases• Personal preferences
GSI Commerce Customer Contact
Center
Dedicated PBS Customer Contact Team already in place
1010
Receiving & put away• Flexible receiving capability• All SKUs profiled• 7 day/week receiving
Storage• Bin size/location
optimization• Air conditioned facility• Wide variety of
shapes & sizes
Pick & pack• Pick to cart (by order)• Carton size optimization• Multiple systemic QA
checks
Reverse logistics• Returns processing• RTV management• Reconditioning
Inventory control• 4 cycle counts per year• Daily cycle counting• Intensified counting of
high value items
Shipping management• Rate shopping• Zone skipping• Multiple carrier relationships• Product profiling• Shipping windows set at SKU
level
Security• High-value goods stored in
secure storage systems• 24x7 digital security cameras• Security staff at all entry/exit
points
Value-added functions• Gift-wrapping• Gift messaging• Gift cards• Pre-sell management• Product bundling• Package inserts/bounce backs• Bulk orders• Back-order management
GSI Commerce Customer Fulfillment Center
1111
There is an opportunity for member stations to capitalize on the ShopPBS ecommerce solution at no cost or risk and to share in the financial success from the sales of these titles to your viewers
What - Promote commerce to your viewers and earn money on every purchase that comes from them
Why - Stations will generate new revenue and increase member loyalty at no cost to the Station
Affiliate Program Overview
1212
Affiliate Program Goals
INCREASE INCREASE REVENUEREVENUE
Increase Membership Increase Membership & Customer Loyalty& Customer Loyalty
NO SUPPORT COSTSNO SUPPORT COSTS
Our Goal is to present an easy way for all PBS Member Our Goal is to present an easy way for all PBS Member Stations to generate new revenue streams through e-Stations to generate new revenue streams through e-
commerce and to monetize web traffic to benefit the stationcommerce and to monetize web traffic to benefit the station
1313
• Generate new revenue by offering all PBS titles, including DR titles at the same time the national spots are running
• Begin selling other PBS merchandise including a wide selection of popular PBS Kids items
• Best of Breed e-commerce platform leads to high conversions and generates new sales
•Improved user interface helped grow PBS e-commerce revenue by 45%
Affiliate Program Benefits
INCREASE INCREASE REVENUEREVENUE
If you don’t make money, we don’t make If you don’t make money, we don’t make moneymoney
1414
• Large and diverse product offering will produce unparalleled shopping experience. Customers will come back more often to see what is new in your store
• Customers will receive superior support by a dedicated Customer Service and Call Center team
• Happy customers = higher future donations and potential new members
Affiliate Program Benefits
Increase Membership Increase Membership & Customer Loyalty& Customer Loyalty
Your Members are shopping online – they can be Your Members are shopping online – they can be spending their dollars with you!spending their dollars with you!
1515
• No inventory costs
• No IT costs
• No capital expenditures
• No customer service costs
• No overhead
•NO HEADACHES
Affiliate Program Benefits
NO SUPPORT COSTSNO SUPPORT COSTS
A $1Billion e-commerce infrastructure at your A $1Billion e-commerce infrastructure at your disposaldisposal
1616
Affiliate Program Business Terms
Revenue Share OpportunityRevenue Share Opportunity
Participants in the Member Station Affiliate Program will receive a revenue share of 12% of sales. (This is Net Revenue to the station!)
Your level of participation determines your level Your level of participation determines your level of profit of profit
Standard Affiliate Commission 10%
Local Station Affiliate Commission 12 %
1717
•Member Stations market titles and merchandise to your viewers:• On air • Online • In outbound emails to member base• Within program guides• Direct mail• Other
•Member Stations receive 12% of all sales resulting from customers that were referred by the Member Station
•There are no minimum sales requirements to earn commissions
•Member Stations are provided an online reporting tool to monitor sales activity through LinkShare
Overview
1818
•A new revenue stream for participating Member Stations
•Opportunity to venture into e-commerce without diverting precious funds from programming or from your station’s content website
•Opportunity to provide your viewers the best products and service
•Increased member loyalty as your station becomes the viewer’s main resource for all things PBS
•Monetization of web traffic
World Class Store = Happy Customers = Happy World Class Store = Happy Customers = Happy MembersMembers
Summary of Benefits
1919
Affiliate Program Overview
On-Air Spots
On-line Promotions
Email Marketing
Program Guides
Member Station
Process Orders
Fulfill Orders
Customer service
PBS & GSI
Merchandise and Manage Web Store
The PBS Affiliate Program enables you to be The PBS Affiliate Program enables you to be
profitable from profitable from Day One!Day One!
2020
Next Steps
• All parties sign PBS/Member Station Online Affiliate Contract
• Member Station signs LinkShare Affiliate Network agreement available on the website
• Kickoff marketing meeting to discuss implementation and strategies for increasing revenues for the station.
2121
AppendixAppendix
2222
On-air PromotionsOn-air Promotions
•PBS will produce generic spots promoting e-commerce that can be localized by Member Stations
•Member Stations will run spots in local inventory
•Spots have a call to action to purchase, driving traffic to your website or your unique store URL
(e.g. www.memberstation.org/shop)
Now you can combine tune-in and sale messages Now you can combine tune-in and sale messages and monetize your local airtimeand monetize your local airtime
Marketing to Viewers
2323
•Member Stations integrate promotions for video titles on your station website or e-mail newsletter:
• Product Modules • Banners• Buttons• Link in navigation bar
•PBS will provide template graphics
•GSI will track customers that come in from Member Stations’ websites so that Member Stations get credit for sales
On-line PromotionsOn-line Promotions
Marketing to Viewers
Our Online Marketing infrastructure will provide Our Online Marketing infrastructure will provide you with the tools to be successfulyou with the tools to be successful
2424
•Member Stations will include full page advertisements in Program Guides directing customers to your web site or unique shop URL
•Contextual mentions of your site within program articles and visual tags on programs available for sale within on-air guides
•Include your site URL in all direct mailings
•Remind your members of their special discount in their pledge fulfillment acknowledgements
Program Guides & Direct MailProgram Guides & Direct Mail
Marketing to Viewers
With new items to promote every month, your With new items to promote every month, your marketing messages remain freshmarketing messages remain fresh
2525
JOIN US TODAY!JOIN US TODAY!http://www.pbs.org/remotecontrol/basic/shoppbs.html http://www.pbs.org/remotecontrol/basic/shoppbs.html
FAQ FAQ http://www.shoppbs.org/affiliate/index.jsp http://www.shoppbs.org/affiliate/index.jsp
Recommended