skimspiration 2015: using virtual environments to optimize the online shopping process
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e-Commerce: 5 tips to improve your online sales figuresMini Kalivianakis, John Ashraf | 4 June 2015
In Europe, online retailers are expanding14 times faster than conventional outlets
Mature markets
Mid range markets
Source:http://www.retailresearch.org/onlineretailing.php
Online sales
9.5% or more of domestic retailing
Online sales
6.5% - 9.5% of domestic retailing
2
3
It is crucial to adapt to an Omni-channel sales environment
In the past companies needed
to optimize their sales only in
“real stores”
Now it is crucial to optimize the
assortment also for online retail channels
and to think about both online and
mobile devices
PASTIn-store optimization
CURRENTCross-platform
optimization
0%
20%
40%
60%
80%
100%
2011 2012 2013 2014 Aug-14
Mobile retail traffic
Desktop retail traffic
4 Source: ComScore 2014
Mobile retail traffic is exceedingdesktop traffic
Source:http://www.retailresearch.org/onlineretailing.php
5
SKIM is expert in e-Commerce
and has been helping clients by
replicating online retail
environments
Our experienceand expertise
6
Real Amazon website
SKIM Amazon AppReal Amazon AppSKIM Amazon website
7
SKIM Shopping Environments
8
Search result
overviewMore details on
product page
Zoom in function
to evaluate packProduct added
to the basket!
Show the Flow
9
Search result
overviewMore details on
product page
Zoom in function
to evaluate packProduct added
to the basket!
Example questions that we can answer
How should I set
my price online?
How influential are
customer ratings?
How should I design my
photos and benefits?
Should I show my full
assortment online?
What are the drivers
behind consumer choice?
5 key learnings from our studies that can help you optimize your
assortment for e-Commerce
5 Key Learnings
Impact
of Sorting
Search
Positioning
Mobile
shoppers
have a short
time span
Creative
Imagery
Reviews &
pricing
The #1 organic listing is still clicked on most often (32.8%)
Organic listings lower on the search list (especially positions 2-4) are clicked
on more often in 2014 than in 2004
People are viewing more search results listings during a single search session
(and they spend less time to view each of the search results)
Key Learning 1: Search position is important, but less important than it was 10 years ago
#1
Google investigated the importance of search output in 2005 and in 2014
11
0%
2%
4%
6%
8%
10%
12%
1 4 7 10 13 16 19 22
Pro
ba
bili
ty o
f C
ho
ice
Order in the Search List
Yet, the search position stillimpacts the probability of choice
HIGHSEARCHPOSITIONING
INCREASED
VISIBILITY
CUSTOMERCONSIDERATION
Desktop shopping
13
Mobile devices can
only display a
limited number of
products at once
Mobile devices have
conditioned
searchers
to scan vertically more
than horizontally
Key Learning 2: For mobile it is even more important to be in the top of search resultsPeople have a short time span
0%
2%
4%
6%
8%
10%
12%
1 4 7 10 13 16 19 22P
rob
ab
ility
of ch
oic
e
Order in the search list
Mobile
PC
Often online retailers sort items by
popularity or “best sellers”
14
Key Learning 3: Use of sorting changes your competitive environment
41%
42%
23%
18%
42%32%
Landing page After sortingby price
After sortingby ratings
Percent of products chosen according to their search rank
Rank #1
Ranks #2-5
Ranks #6-15
Rank #16+
15
ONLINE STOREHelp shoppers see the benefits
of the product
Key Learning 4: Products clearly showing benefits have higher probability of choiceOnline there is more freedom to play with creative imagery
REAL STOREThere is only the “real
product”
ONLINE STOREHelp shoppers see the benefits
of the product
Fresh
cream
16
Key Learning 5: Good reviews command a higher price
-80%
-40%
0%
40%
80%
120%
160%
5 6 7 8 9
Impa
ct on
pre
fere
nce s
ha
re
Average review score
base price
+10%
+20%
If your review score
increases with 2.5, you
can increase your price
with 20% without losing
preference share
5 key learnings from our studies that can help you optimize your
assortment for e-Commerce
Summary
Impact
of Sorting
Search
Positioning
Mobile
shoppers
have a short
time span
Creative
Imagery
Reviews &
pricing
In-conclusion
• eCommerce is becoming
more and more important
• We hope our 5 tips will help
you optimising your online
portfolio
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