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11
Gearing up for the Holiday Shopping SeasonSeptember 27th
2
Webinar information
•Audio instructions – listen via computer speakers or dial into the conference call at the numbers listed in the email you received from [email protected]
•Still can’t hear the webinar? Tell us please!
Webinar Information
33
Presenters
[ Tal Kedar ]Director of Emerging TechnologiesSears Holdings
[ Jennifer Barrett ]Client Services DirectoriProspect
[ Aaron Goldman ]CMOKenshoo
[ Will Martin-Gill ]General ManagerKenshoo Enterprise and Local
[ Kate Stonich ]Director of Client EducationKenshoo
44
Agenda
2011 Lessons
2012 Insights
Portfolio Bid Optimization/KPO
Google Shopping/PLA
More Best Practices
55
2011 Holiday Shopping Season Lessons
6
Key Insights from Kenshoo Retail Client Performancein 2011 (Global YoY Data)
7
Key Insights from Kenshoo Retail Client Performancein 2011 (Global YoY Data)
8
Key Insights from Kenshoo Retail Client Performancein 2011 (Global YoY Data)
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Key Insights from Kenshoo Retail Client Performancein 2011 (U.S. YoY Data)
10
2011 Key Dates – U.S.
• Season begins early• Mondays are big online
shopping days• Don’t ignore last minute
shoppers
11
2011 Key Dates – U.K.
• No uniform kick-off date but last week in November marks rise in sales
• Mondays also big in UK• Plenty of post Christmas
opportunities
12
Want more information?
Kenshoo.com/2011OnlineRetailHolidayReports
1313
2012 Insights
14
Key calendar dates will have a heavy impact on shopping activity
• 2 extra days this year in US due to earlier Thanksgiving.
• 5 full weekends between Thanksgiving Day and Christmas Eve -- 1 more weekend than last year.
• “Free Shipping Day” is Dec 17th, a Monday
15
Competition will be fiercer than ever
Volume metrics have been normalized to a factor of 1 based on the initial quarter of data. Data points from subsequent quarters are based on a multiplier from the first quarter. Eg, 1.49 means that volume is 49% greater than volume in initial quarter measured.
Kenshoo Global Search Advertising Spend For Existing Clients Up 22% YOY in Q3 2012
16
Cost-per-click rates will be relatively stable
Kenshoo Average Global Search Cost-Per-Click (CPC) Rates Per Existing Client Down 12% in Q3 2012 from 18-month high of $0.52
17
More activity will take place via mobile devices
Kenshoo Aggregate U.S. Client Metrics Q3 2012
1818
Portfolio Bid Optimization and Kenshoo Portfolio Optimizer (KPO)
Various SEM bidding mechanisms
Keyword-Based Portfolio-Based
Human Decisioning
Algorithmic Decisioning
Advanced Search Bid Management
Keyword Rules Bid Management
Not Feasible
Kenshoo Portfolio OptimizerTM
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IF
THEN
SCHEDULE & AUTOMATE
Advanced Search Bid Management
• Human-decisioning bid management solution
• Works at the keyword level
• No optimization goal – only a numeric goal
• User engineered and run
20
Powerful and Flexible Options to Meet Your Goals
Keyword-Based Portfolio-Based
Human Decisioning
Algorithmic Decisioning
Advanced Search Bid Management
Keyword Rules Bid Management
Not Feasible
Kenshoo Portfolio OptimizerTM
21
Keyword Rules Bid Management
• Works at the keyword level• Out of the box for easy use• Runs in bulk• No optimization goal – only numeric• Fully automated with transparency for
review and approval
22
Powerful and Flexible Options to Meet Your Goals
Keyword-Based Portfolio-Based
Human Decisioning
Algorithmic Decisioning
Advanced Search Bid Management
Keyword Rules Bid Management
Not Feasible
Kenshoo Portfolio OptimizerTM
23
Kenshoo Portfolio Optimizer™ (KPO)
• Adaptive historical weighting• Dynamic clustering• Custom seasonality• Performance forecasting
• Marginal ROI calculation• Flexible configuration• Full transparency and control• Scalable to massive keyword volumes
Optimizes to overall business goals
Additional information on bid optimization
Kenshoo.com/BiddingWhitepaper
Meet our guests
Tal KedarDirector, Emerging Technologies
Sears Holdings Corporation
Jen BarrettClient Services Director
iProspect Chicago
What are the advantages of a portfolio based bid management
approach compared to other methods?
How did you choose your goals?
Tal Kedar, Director Emerging Technologies Sears Holdings Corporation
How has portfolio based optimization performed for SHC?
“35% increase in ROAS during the Sears KPO test conducted in April
2012.”
Tal Kedar, Director Emerging Technologies Sears Holdings Corporation
Jenn Barrett, Director of Client Services, iProspect
Tell us about how portfolio optimization, specifically how KPO
has freed up more time for you and your team?
Use forecast reports to find the optimal budgets for your bid portfolios
Get going before the holiday season
Learning Period Seasonality Pattern Recognition
Retain control, don’t just set it and forget it
•Use revenue multipliers to increase aggressiveness of the algorithm
•Should be based on expected revenue per click variation
❙Rev/Conv. and Conv. Rate
Learn from the algorithm
• View all suggested bid changes at the keyword level to see what the algo is doing and generate insights you can apply to other campaigns
33
iProspect holiday preparation
• Reviewing and reflecting
• Identifying what worked (and didn’t!)
• Cross-engine coverage
• Messaging and copy for holiday
• Evergreen approach
• Mobile preparation
34
3535
Google Shopping and Product Listing Ads (PLA)
36
Google Shopping/PLA: Great real-estate
37
What they look like and what you control
38
Why PLA? Significant volume!
39
Why PLA? Better results!
• Kenshoo client PLA ads outperform text ads
Source : 1.5+ million clicks aggregated from Kenshoo clients comparing PLA to standard search text ads for similar product/keyword campaigns
40
Kenshoo's patent-pending PLA offering delivers benefits for Google Shopping
• Control and Efficiency: manage and track PLA in the Kenshoo UI
• Improved Performance: Kenshoo’s custom rules-based bid policies for PLA and negative keyword suggestions drive stronger results
• Holistic Attribution and Reporting: measure the entire Path-to-Conversion and understand PLAs’ contribution to your ROI
41
Kenshoo's patent-pending PLA offering delivers benefits for Google Shopping
• Control and Efficiency: manage and track PLA in the Kenshoo UI
42
Product Listing Ads in Kenshoo
❙Download/Upload/Bi-Directional Sync
❙Assign performance and view in the grid
❙Create, view, edit status, edit promotion text
❙Copy campaign
❙Bulk import/export support
❙Suggest negative keywords
❙Schedule actions
❙Product-level tracking
1
2
3
4
5
43
• Improved Performance: Kenshoo’s custom rules-based bid policies for PLA and negative keyword suggestions drive stronger results
Kenshoo's patent-pending PLA offering delivers benefits for Google Shopping
Kenshoo Average Global PLA Bid Optimization Results
$
44
Kenshoo's patent-pending PLA offering delivers benefits for Google Shopping
• Holistic Attribution and Reporting: measure the entire Path-to-Conversion and understand PLAs’ contribution to your ROI
Social Ad Click
Search Text Ad Click
Product Ad Click
Purchase
45
PLA Reports through Kenshoo
46
4 steps to take advantage of PLA in Kenshoo
1Connect your product
feed in the Google Merchant Center
2Connect your Merchant Center account to your
AdWords account
3Sync Kenshoo and AdWords
4Manage, optimize and report on PLAs directly
in Kenshoo UI
4747
Best Practices for the Holidays
Ad and Keyword Management
Mobile Targeting
Social Campaigns
Budget Management
Reporting
4848
Ad and Keyword Management
49
Automate bulk ad copy and landing page changes on important dates with Scheduled Actions
1
2
50
Use Pre-Built Templates to Manage High Volumes of Individual Campaigns/Locations
5151
Mobile Targeting
52
Create separate campaigns and set different KPIs for different devices
MO
BILE
PH
ON
E
* *
*Actual data taken from Kenshoo 2011 Online Retail Holiday Shopping Report
Create New or Replicate Existing Activities
Define Targets and Goal
Manage & Optimize
52
53
Run Device/OS segmentation reports to generate insights
5454
Social Campaigns
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Run Facebook Sponsored Stories to extend word-of-mouth
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Run Facebook Sponsored Stories to extend word-of-mouth
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Keyword 1
Green T-ShirtGreat PricesT-shirt.com
Blue T-ShirtGreat PricesT-shirt.com
Keyword 2
Red T-ShirtXL Size Available
T-shirt.com
Keyword 3
T-Shirt Sale – Shop NowT-shirt.com
Shop our stylish selection of t-shirts. Large selection of colors, sizes, and prices available.
Calibrate your attribution model to measure the true impact of social on search and vice versa
57
58
Keyword 1
Green T-ShirtGreat PricesT-shirt.com
Blue T-ShirtGreat PricesT-shirt.com
Keyword 2
Red T-ShirtXL Size Available
T-shirt.com
Keyword 3
T-Shirt Sale – Shop NowT-shirt.com
Shop our stylish selection of t-shirts. Large selection of colors, sizes, and prices available.
6 0 %2 5 %1 0 %5 %
Attribution Models
Linear Ratio
U Shaped
Distribute Evenly
Single Click Only (First or Last)
Custom
58
Calibrate your attribution model to measure the true impact of social on search and vice versa
59
Keyword 1
Green T-ShirtGreat PricesT-shirt.com
Blue T-ShirtGreat PricesT-shirt.com
Keyword 2
Red T-ShirtXL Size Available
T-shirt.com
Keyword 3
T-Shirt Sale – Shop NowT-shirt.com
Shop our stylish selection of t-shirts. Large selection of colors, sizes, and prices available.
4 0 %1 0 %1 0 %4 0 %
Attribution Models
Linear Ratio
U Shaped
Distribute Evenly
Single Click Only (First or Last)
Custom
59
Calibrate your attribution model to measure the true impact of social on search and vice versa
60
Keyword 1
Green T-ShirtGreat PricesT-shirt.com
Blue T-ShirtGreat PricesT-shirt.com
Keyword 2
Red T-ShirtXL Size Available
T-shirt.com
Keyword 3
T-Shirt Sale – Shop NowT-shirt.com
Shop our stylish selection of t-shirts. Large selection of colors, sizes, and prices available.
2 5 %2 5 %2 5 %2 5 %
Attribution Models
Linear Ratio
U Shaped
Distribute Evenly
Single Click Only (First or Last)
Custom
60
Calibrate your attribution model to measure the true impact of social on search and vice versa
61
Keyword 1
Green T-ShirtGreat PricesT-shirt.com
Blue T-ShirtGreat PricesT-shirt.com
Keyword 2
Red T-ShirtXL Size Available
T-shirt.com
Keyword 3
T-Shirt Sale – Shop NowT-shirt.com
Shop our stylish selection of t-shirts. Large selection of colors, sizes, and prices available.
1 0 0 %0 %0 %0 %
Attribution Models
Linear Ratio
U Shaped
Distribute Evenly
Single Click Only (First or Last)
Custom
61
Calibrate your attribution model to measure the true impact of social on search and vice versa
62
Keyword 1
Green T-ShirtGreat PricesT-shirt.com
Blue T-ShirtGreat PricesT-shirt.com
Keyword 2
Red T-ShirtXL Size Available
T-shirt.com
Keyword 3
T-Shirt Sale – Shop NowT-shirt.com
Shop our stylish selection of t-shirts. Large selection of colors, sizes, and prices available.
1 0 %1 0 %1 0 %7 0 %
Attribution Models
Linear Ratio
U Shaped
Distribute Evenly
Single Click Only (First or Last)
Custom
62
Calibrate your attribution model to measure the true impact of social on search and vice versa
63
Calibrate your attribution model to measure the true impact of social on search and vice versa
6464
Budget Management
65
Create visual indicators for KPIs to easily identify over/under-performance
66
Set automatic rules for managing budgets across multiple campaigns and/or locations
6767
Reports
68
Track your sales on important days using live conversion tracking
69
Create dashboards for saved reporting views that update automatically
70
Find keyword gaps with SEM/SEO performance reports
72
Immediate Opportunity
For a select group of 10 clients, Kenshoo will undertake a retail holiday analysis to identify ways to further optimize your program
Kenshoo audit by our retail experts:– Google Shopping/PLA– Timeline and Scheduling– Forecasting– Promotional Strategy
Call 1-877-536-7462 or email [email protected]