White Paper: Mobile Advertising

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Learn five simple ways to measure mobile advertising performance.


  • 1.Mobile advertising spend is up approximately 80% over the last year, but sales generated from mobile remain low, representing one percent of all commerce. With such low performance, why do retailers continue to invest? The fact is the data is deceiving. The impact that mobile advertising has on retail is actually much higher than what is reported. The analytics tools that we use to measure mobile performance are unable to report its full impact. By understanding how consumers use mobile devices in their daily lives we are able to see the true impact of mobile advertising. According to an IPSOS/Google study, 90% of consumers use more than one device before they make a purchase, however our analytics fail to show how people move from one device to another before they convert. Without this data, were measuring the performance of each device against one another instead of how they influence each other. The analytics that we have today arent measuring the impact of mobile on sales because they cant capture the full shopping experience. In the next year there will be more mobile devices connected to the Internet than desktop. In the next two years, 50% of Internet traffic will come from mobile devices (Millenia Media). If mobile isnt working for you today, it will be a growing issue for you in the future. Retailers must figure out how to invest, measure, and optimize mobile, and it starts with understanding consumer behavior. Here are five ways retailers can measure the influence of mobile advertising on their business today: 1. Make it easier to check out The average mobile device has 24 clicks or form entries. This poor customer experience has resulted in a 97% cart abandonment rate for mobile (IPSOS/Google), compared to 67% for desktop (Baymard Institute). Mobile shoppers are also wary. Only 40% of consumers think its safe to make a purchase on a mobile device. The latest More on the evolution of mobile advertising on our blog: www.adlucent.com/blog The Rise of Mobile Consumers spend 30% of their time on mobile devices and that figure continues to grow. Retailers have responded by investing more in mobile advertising. Initial performance results have been unimpressive, but are the numbers telling the full story? Well take a look at how retailers can measure the influence that mobile has on their bottom line. By Michael Griffin, CEO, Adlucent DOES MOBILE ADVERTISING ACTUALLY WORK? Five simple ways to measure mobile advertising performance

2. There are two ways retailers can improve the checkout experience: 1. The main culprit here is the credit card and account creation process. The majority of consumers want to be able to check out in a couple of clicks. Until you have a broad user base that can easily login and checkout with their own payment credentials, the biggest improvement were seeing is when people implement a third party payment system like Paypal Express and Google Instant Buy. With 120 million accounts, Paypal has a huge share of the payment processing market. Retailers like Crutchfield are reporting a 20-30% increase in CVR when offering Paypal (PayPal study). Google Instant Buy should not be confused with Google Wallet. The free service fills out consumer data and the retailer then processes the transaction. 2. A second option is biometric checkout which allows for fingerprint and voice authentication. Devices such as wearables (like Google Glasses) will only become more complicated to transact on so finding new ways to allow shoppers to convert quickly is imperative. 2. Help facilitate the movement between devices Retailers must make the shopping experience easier for the 40% of consumers who browse on a mobile device but make a purchase on a desktop (Comscore). When shopping online, consumers will access a product theyre interested in through three ways: email, going directly to the website, or through search. One way to simplify this process is through add an email me this link button on each landing page. Many retailers give shoppers the option to email a link to a friend but most people will simply email the link to themselves. Less than 40% of retailers currently do this. A tracking code should be added to each email thats generated so you know which mobile ad led to the sale. ASOS is a retailer thats currently doing this well. 3. Change analytics from device and channel view to customer view Googles success depends on being able to track value across multiple devices. In October 2013, they rolled out Estimated Total Conversions to deliver a better picture of how Adwords drives conversions that take multiple devices to complete. In one Google study, advertisers in the travel industry were able to measure 8% more conversions than they were able to before, and 33% more conversions that originated on a mobile phone. It will be interesting to see how this impacts retailers. Retailer Perspective: Mobile unlocks incredible opportunities and gives you access to your customers that youve never had before. Think about how your customer moves across all devices. Remember that we dont have it all figured out, there is still a lot to learn. Sarah Rose, SVP of Product and Growth, Modcloth Retailers to Watch Modcloth Best Buy Nordstrom Sephora Target 3. 4. Use geographic parting to test the impact of mobile on online and offline sales At Adlucent, we use geographic parting to run a variety of tests for our customers, and its especially useful for measuring the value that mobile advertising has on online and offline sales. Retailers should start by splitting the United States into two even segments, taking into consideration demographics, shopping behaviors, and any other factors that may result in different buying behavior. Next youll split campaigns into two groups and turn mobile advertising off in one region and allow it to run in the second. Measure performance based on direct sales on mobile and indirect lift on online and offline sales by region. Watch the impact mobile advertising has on other parts of your businessonline sales, offline sales, catalog, telephone purchases, and more. 5. Expand the definition of success According to Nielsen, 77% of smartphone-based purchase activity occurs in store. RadioShack has led the way in tracking the influence that mobile has on brick and mortar stores. They have a store within five miles of 90% of people in the United States, totaling 5500 stores. They found that 40-60% of people who clicked on a store locator with a mobile device actually visited a store. Furthermore, 85% then made a purchase. There is no more guessworkthey can assign a value to every ad that results in the clicking of a store locator. Technology providers like RetailNext, Placed, and Euclid are doing great work around in-store analytics and heat mapping. Retailers can and should measure the impact of microconversions like this to understand the true value of mobile. Other actions you can assign a value to include calling a unique phone number linked to an advertising campaign, downloading an app, or registering as a user. Fashion apparel retailer Modcloth uses their mobile site to encourage new user registration. They use IDs to understand how customers who are signed in interact with them over time and across devices. Instead of focusing purely on driving sales on mobile devices, they are interested in driving new registrations through mobile ads. Once the user is registered, they can follow up with that customer using email to convert them into a paying customer. They are then able to assign value to the mobile ads that generated the registration because theyre able to track the likelihood of that visitor becoming a paid customer. Mobile Search Tips: 1. Study Buyer Behavior 2. Optimize for Device 3. Develop a Customer Acquisition Strategy 4. Test a Portion of Your Products then Refine 4. Modcloth doesnt look at traditional metrics like conversions per visit, rather they look at revenue per unique shopper. They are then able to invest in building the community and activities to get the biggest share of closet. Ultimately metrics like lifetime value of a customer is more valuable than mobile transaction numbers. Does mobile adverting translate to revenue? The results are lukewarm if we just look at mobile transactions as a result of mobile advertising, but if you look at the full picture of how consumers are using their mobile devices, it becomes a much more interesting story. Understanding how your customers shop and engage with your brand puts the numbers in context. Your customers use mobile devices as a step in the process and no step can be looked at in isolation. Mobile usage is soaring and it will overtake desktop as the primary way to interact with your brand in the next couple of years. To prepare for this future, we believe a shift in mindset is whats necessary. Look at the value generated per unique shopper, not per visit. Its a simple shift, but a powerful one. Rather than looking at performance of any device in isolation, whats required is that we look at performance of our customers regardless of what device or channel they use to shop and it just so happens that mobile devices are becoming your customers favorite way to find and shop with you. Get deeper insights with Applied Shopping Analytics At Adlucent, we use Applied Shopping Analytics to help leading retailers understand their customers and to apply the learning to todays modern online advertising infrastructure. If youre interested in learning more advanced methods for measuring mobile advertising, we can arrange a time for you to chat with an Adlucent digital marketing expert. Simply visit www.adlucent.com to get started. About the Author: As the founder of Adlucent, Michael is a leading thinker and innovator with over 12 years of experience in strategic search engine marketing (SEM), bid optimization, consumer demand intelligence and retail analytics. An active member of the Shop.org Research Committee, Michael participates in driving industry research and sharing results with retailers. Michaels work and perspective have been featured in major media outlets, including The New York Times, Inc. Magazine, the Search Insider and TechCrunch. Lets Chat w: adlucent.com/buyerpath p: 1-800-788-9152 e: solutions@adlucent.com


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