Listrak Presentation For MTL + ECOMMERCE

©2015. All rights reserved. This presenta7on may not be recorded, copied, distributed or used without wri@en consent from Listrak.

Omni-Channel Personalization

Presented by: Ross Kramer

@ross_kramer

Contact Steve Wade: [email protected]

Our Clients

Integrated Digital Marketing Platform

The Customer Journey

Benchmarks

Broadcast Campaigns Triggered Campaigns

Transac2onal Campaigns

Direct Traffic Paid Search

Organic Search Social Media

Display Advertising Affiliates

Benchmarks

Email Marketing Revenue

25%

75% All other digital marketing revenue

Benchmarks

Broadcast Emails

66% Triggered Emails 33%

Benchmarks

Broadcast Campaigns • Open rate – 13.8% • Unique click rate – 1.56% • Conversion rate – 3.69% • Rev per email - $.05

0.00%

2.00%

4.00%

6.00%

8.00%

10.00%

1 6 11 16 21 26 31 36 41 46 51 56 61 66 71 76 81 86 91 96 101 106 111 116 121 126 131 136 141 146 151 156 161 166 171 176 181 186 191 196 201 206 211 216 221 226 231 236 241 246 251 256 261 266 271 276 281 286 291 296 301 306 311 316 321

1.56%

Sample: 500 retailers that sent over 2M emails in 2014

Broadcast Campaigns

Distribution of Click-Through Rate

$-‐

$0.10

$0.20

$0.30

$0.40

$0.50

$0.60

$0.70

$0.80

1 4 7 10

13

16

19

22

25

28

31

34

37

40

43

46

49

52

55

58

61

64

67

70

73

76

79

82

85

88

91

94

97

100

103

106

109

112

115

118

121

124

127

130

133

136

139

142

145

148

151

154

157

160

163

166

169

172

175

178

181

184

187

190

193

196

199

202

205

208

211

214

217

220

223

226

229

232

More segmentation

Suppress inactives

List building

Send more email

Broadcast Campaigns

Distribution of Revenue Per Email

Sample: 230 retailers that sent over 5M email in 2014

Benchmarks

Welcome Campaigns • Open rate – 35.1% • Unique click rate – 7.47% • Conversion rate – 11.72% • Rev per email - $.97

20%

Broadcast Campaigns

Benchmarks

Browse and Abandon • Open rate – 37.3% • Unique click rate – 8.86% • Conversion rate – 4.11% • Rev per email - $.43

Benchmarks

Shopping Cart Remarketing • Open rate – 29.9% • Unique click rate – 8.02% • Conversion rate – 21.73% • Rev per email - $2.39

1 # Campaign Revenue

Benchmarks

Post Purchase • Open rate – 30.82% • Unique click rate – 5.74% • Conversion rate – 7.82% • Rev per email - $.48

10%

Broadcast Campaigns

Benchmarks

Replenish • Open rate – 21.51% • Unique click rate – 3.63% • Conversion rate – 28.59% • Rev per email - $1.12

1 # Conversion Rate

Benchmarks

Back In Stock • Open rate – 17.84% • Unique click rate – 9.34% • Conversion rate – 4.53% • Rev per email - $6.50

1 # Revenue per email

Benchmarks

Recurring Automated Campaigns • Open Rate – 10.74% • Unique Click Rate – 1.31% • Conversion Rate – 3.32% • Rev per email - $.05

Personalize all campaigns

Recurring Automated Campaigns

23%

Broadcast Campaigns

77%

Increase in email program revenue 29%

Recurring Automated Campaigns

bit.ly/Listrak2015

More retailers are using shopping cart remarketing campaigns

Personalization

More messages

Don’t rely on discounts

Retailers are missing opportunities to engage customers on mobile devices

16.5% Responsive Site

6.4%

Responsive Emails

Top 500

16.5% Responsive Site

3.8%

Responsive Emails

Second 500

Test. Test. Test.

Send Time Testing

Send Time Testing

Send Time Testing

Send Time Testing

11AM

11PM

Test what matters - timing

Test what matters - timing

Benchmarks

Broadcast Campaigns Monday Tuesday Wednesday Thursday Friday Saturday Sunday

Send Count 1,723,221,384 1,771,087,014 1,673,987,629 1,885,412,631 1,641,154,967 1,070,032,263 1,179,109,636

Open Count 241,178,333 249,091,486 236,083,787 243,308,760 217,690,301 146,081,684 155,757,535

Open Rate 14.01% 14.14% 14.33% 13.02% 13.41% 13.92% 13.25%

Visit to conversion rate

3.75% 3.42% 3.41% 3.14% 3.54% 3.60% 3.64%

Benchmarks


Send Count 1,723,221,384 1,771,087,014 1,673,987,629 1,885,412,631 1,641,154,967 1,070,032,263 1,179,109,636

Open Count 241,178,333 249,091,486 236,083,787 243,308,760 217,690,301 146,081,684 155,757,535

Open Rate 14.01% 14.14% 14.33% 13.02% 13.41% 13.92% 13.25%


3.75% 3.42% 3.41% 3.14% 3.54% 3.60% 3.64%

Benchmarks


Send Count 1,723,221,384 1,771,087,014 1,673,987,629 1,885,412,631 1,641,154,967 1,070,032,263 1,179,109,636

Open Count 241,178,333 249,091,486 236,083,787 243,308,760 217,690,301 146,081,684 155,757,535

Open Rate 14.01% 14.14% 14.33% 13.02% 13.41% 13.92% 13.25%


3.75% 3.42% 3.41% 3.14% 3.54% 3.60% 3.64%

Benchmarks


Send Count 1,723,221,384 1,771,087,014 1,673,987,629 1,885,412,631 1,641,154,967 1,070,032,263 1,179,109,636

Open Count 241,178,333 249,091,486 236,083,787 243,308,760 217,690,301 146,081,684 155,757,535

Open Rate 14.01% 14.14% 14.33% 13.02% 13.41% 13.92% 13.25%


3.75% 3.42% 3.41% 3.14% 3.54% 3.60% 3.64%

Modal Lightbox

Free Gift With Purchase

Exit modal

Exit Modal Welcome Series

New subscriber sources

Entrance modal 86%

Exit modal 14%

Average Impact

16% List Growth

10%

Welcome Series Revenue Growth

Welcome Series

Shopping cart abandonment campaign

Email 1 – sent 3 hours after abandonment

Shopping cart abandonment campaign

Email 1 – sent 3 hours after abandonment Email 2 – sent 2 days after email 1 Email 3 – sent 5 days after email 2

Shopping cart nurturing campaigns


Day 1 Day 2 Day 3 Day 4 Day 5 Day 6

Same three remarketing messages…


Day 1 Day 2 Day 3 Day 4 Day 5 Day 6

With three new messages


Browse Abandon: Triggered Email #1





In-‐Store Browse Abandon Triggered Email with Instagram images

Recap • Be better than the benchmark • Test, Test, Test • Experiment on the weekends • Acquire and convert • Take abandonment retargeting to the

next level

Contact Steve Wade: [email protected]

Sales

Listrak Presentation For MTL + ECOMMERCE