1. E-Commerce Case Studies

2. Why us? We have the experience of working for the biggest e-stores, which allows us to offer our clients a unique offer and knowhow. We are one of the few to charge according to the comission payment models. We connect innovations and technology with knowledge on traditional commerce. 2

3. Case Studies 3

4. Travelplanet.pl Business optimization and new projects Usability optimization New projects np. zingtravel.pl 4

5. Solar Complex e-commerce implementation Microsoft Navision integration Opening conversion rate 2,21% High average order value 68% purchases made during the rst visit 15,9% purchases via SEO after a month from the opening 5

6. TUI Complex stable service Recommendation system Analysis and design Quantity tests SEM 6

7. TUI Complex Service New users Loyalty Conversion Lowering the average CPC from 0,73 to 0,61 RTB remarketing As much as 16% paid reservations requires at least 12 contacts! + 150% growth thanks to usability improvements We do our best to deliver the effects as soon as possible. 7

8. Unizeto Complex implementation The biggest electronic signature provider in Poland Complex e-commerce implementation covering: virtual products, real products and services Integration with internal systems (ERP, CRM,) It took us a long time to nd the right partner that will cover a wide array of both markeitng and technological skills. Divante connects these two areas and, what is more, works in the win-to-win model which accounts for mutual satisfaction. Now, while developing our e-commerce channel, we are certain that there are great experts available at our hands all the time, including usability, buzz marketing, social media campaigns, as well as software development and administrators. Additional value is Divantes leading positoin on the Polish e-commerce stage, which is also benecial for us. - Pawe Montwi, Mass Products Sales Director, Unizeto Technologies SA 8

9. Grupa Edukacyjna Complex e-commerce implementation SAP integration Satellite e-stores Sales support SEM An average ROI in Google AdWords in August (the most important month as far as sales are concerned) was 3000%. In the peak moments of the campaign, ROI Google AdWords exceeded 9000%. Thanks to the continuous optimization we managed to lower the cost of the clicks by 55%. The campaing was the rst trafc source and the second revenue source in the e-store. Google AdWords conversio was 60% bigger than the organic trafc. Weve chosen Divante because of its holistic approach to e-commerce. The company supports us in all the key aspects of our ebusiness. - Artur Myski, Sales Planning and Support Director, Grupa Edukacyjna 9

10. AGD Media Complex online sales channel implementation Fully automated operator Integration with ERP Gardens system 10

11. TIM SA B2B and B2C Complex e-commerce B2C implementation Complex e-commerce B2B implementation Integration between internal systems via BizTalk Testing and optimization of B2B system Online shopping spending in Europe constituted only 8% of total retail sales value. The biggest level was in Great Britain (12%) Germany and Switzerland (9%), the lowest in Poland (3%) and Italy (1%). It shows the potential of ecommerce and this is only the beginning. So I hope this sector will considerably inuence our revenue. declares Krzysztof Folta, CEO in TIM SA. 11

12. Money.pl Sales section - Direct User tests Navigation optimization Conversion optimization Increase in the number of applications 12

13. Bank Zachodni WBK Usability optimization in sales and transactional sectors continuous framework cooperation since 2010 Mobile applications (#1 place in polish business appstore in 1st week) E-marketing 13

14. Were experienced in B2B Raiffeisen Bank PW Moda ATM SA IC Partners EKO Holding Navo AB SA Logintrans TelForce One Benet Systems 14

15. Key business sectors Finance Bank Zachodni WBK PKO BP Inteligo Deutsche Bank Raiffeisen Bank Bank Pocztowy LUKAS Bank Money.pl Inwestycje.pl Aviva Retail INTERSPORT Polska Praktiker SOLAR Company TUI Rainbow Tours Vobis Empik Willsoor abka EKO Holding Aquael ZOO RUCH 15

16. Key business sectors Pure Players and Media Merlin.pl Militaria.pl Gazeta.pl Travelplanet.pl Polskapresse Point Group Medical Tribune Harvard Business Review Zinamon.pl Manufacturers and Distributors TelForce One Almirall Viessmann TIM SA Amica Grupa Edukacyjna PWN Utilities / Telecommunications Energa Tauron Orange Netia 16

17. Complex Service 17

18. March 2010 The beginnings of e-commerce in Praktiker March 2011 The beginnings of working with Divante March 2012 OMG e-commerce! 18

19. Strategy Loyalty New users Cart value increase Conversion Immediate effects 19

20. Conversion- recommendations Home page recommendations Product page recommendations 20

21. Recommendations Quartic 12% sales increase 15% customers increase A/B test Half of the users (group A) visitng Praktiker.pl was presented with the recommendations generated by Quartic while the other half (group B) saw standard recommendations. 21

22. Product descriptions The crucial element of any product page Product description Product photos Additional description, e.g. dimensions, weight Sale or special offers Information whether a product is availale in stationary stores The possibility to ask a question about a product Opinions and notes by other buyers The possibility to recommend a product Suggested similar product chosen by other users Product name and EAN Others Suggested most popular products 22

23. Product description Complex continuous support Recommendations system Analysis and designing Quantity tests SEM 23

24. Writing product descriptions Laminated oor panels Elegance bubinga by Kronopol work great in public-use spaces, such us shopping malls or ofce buildings. However, they will be also suitale for private houses or apartments, being both children- and animal-proof. No worries that they will get scratched or stained. Their durability is guaranteed thanks to its 7 mm thickness and AC3 class. The width is 193 mm and the length 1380 mm. White Classic in-doors by Windoor connect traditional look with modern solutions. The frame. made from 44mm MDF board, is lled in with stabilizing honeycomb insertion. HDF covering painted with white Gori paint and the white PCV inner frame create stand for good quality and perfect looks. The doors open to the right. They are 80 cm long. 24

25. Floor panels categories Quantity (All visits) Quantity (All visits) Quantity (Organic trafc) Quantity (Organic trafc) Akcja specjalna Special action Product revenues 25

26. Trafc Visits Visits Exit rate Bounce rate The users see and read the Uytkownicy widz tre, content czytaj Visits Average visit time 26

27. Organic trafc increase Visits (All visits) Visits (All visits) Visits (Organic trafc) Visits (Organic trafc) Akcja Special specjalna action 27

28. Product descriptins results One month after adding Divantes product descripitions was enough to increase organic Google trafc by 120% based on the chosen key words. Simultaneously with the trafc, the chosen products sales increased from X k z in July to 3X z in August. 28

29. E-mail Marketing 29

30. E-mail Marketing 30

31. E-mail Marketing with recommendations E-mail marketng conversion is 34,17% bigger than average A single e-mail marketing visit value is bigger than the average visit value by 51,01% 31

32. ROPO Poorly described products Too small font No colours The most common opinions about the website Less products presented than the actual offer in stores Lack of small products (nails, etc.) No weekly ad paper 32

33. Online ad paper 33

34. Online ad paper 34

35. Online ad paper The popular ash-based solutions have serious weaknesses: They do not work on most mobile devices They are a tough nut to crack for SEO Our ad paper is THE solution: Mobile Transparent for search engines A way to the future 35

36. Online ad paper Online availability Availability in stores Current price Detailed description Photo gallery 36

37. Online ad paper 1. The paper 2. The list 3. The cart 37

38. Mobile Full mobile availabilty of all e-mail marketing and ad papers 38

39. ROPO! = 22x 39

40. Strategy synergy of communication OOH buy online! TV + OOH + radio Maciek Gajwer and the washcloth TV + OOH + radio Maciek Gajwer and the shower cabin TV + OOH + radio Maciek Gajwer and the lawn mower 40

41. Mobile support for sales 41

42. Generating value 42

43. Testimonials In my opinion, there are two basic things that differ Divante from others. First of all: passion. The people who Ive had a pleasure to work with are experts in the eld of both Polish and international e-commerce, always looking for new tools, trends and the best examples. What is more and this is another thing that I appreciate so much they are eager to share their knowledge and passion, with full engagement, to help companies like Praktiker develop their online retail channels. But most importantly, everything is planned to achieve the nal goal i.e. increase of sales and the return of investment. That is why for me, working with Divante follows the win-win model. They know that their clients success is their own success, too. Krzysztof Wodarczak, E-marketing Manager, Praktiker 43

44. Strategy New users Loyalty 11,45% sales powered by email marketing 120% trafc from the new product descriptions Conversion Sales increase by 12% thanks to recommendations Quick effect! 44

45. Success-Fee 45

46. Intersport INTERSPORT is the worlds biggest sports equipment retail sales group, owning over 5400 stores in 40 countries, whose profts exceed 10 billion euro. In Poland, INTERSPORT is the leader among sports equipment chain stores, with 32 salons in 21 of the biggest Polish cities. The company gets awarded every year for dynamic development, increasing its market value and as a reliable business partner. 46

47. The starting point An active e-store based on a dedicated solution Usability problems Low speed problems Advanced integrations The plan Marketing optimization Conversion increase Optimization of technological solutions 47

48. Project goal The project covered a number of e-commerce areas. Our major goal was to increase sales by means of the online sales channel. Our plan included: 1. Conversion optimization in the e-store divided into recommendation concerning the current store design and a total redisigning of the stores mask. 2. Increasign e-commerces reach via SEM, e-PR, social media preparing grounds for future sales marketing. 48

49. Testing What is importnant for the customer? 1. Brand reliability 2. A wide array of branded products including the stores own brands 3. Product presentation 4. Easy purchase process Apart from the wide offer, a quniqe added value is the possibility of personal pickup in stores or express delivery. 49

50. Home page Re-designed information architecutre Re-designed menu Horizontal two-level bookmark menu 50

51. Product page Two product page layouts horizontal and standard ROPO support availability in stores Availability Free personal pickup in stores 51

52. Shopping process Simplication Less steps to make when placing an order Easy payment and delivery choice options 52

53. Shopping process No-registration shopping Benets from registration Registration made part of placing an order 53

54. Access to brands Highlighting the brands Brand-based search engine 54

55. Additional mechanisms Members of the loyalty program are given discount coupons which later can be used by simply picking them from the list. Information about free delivery appears together with the delivery options at the right place and time. 55

56. Effective recommendations Because of the type of business and the way the products are searched, we introduced product rcommendations. The boxes recommend alternative products based on the historical user data. We used Quartic recommendations system. 56

57. What results have we achieved? Conversion rate increased by 46,21% Pages per visit increased by 21,24% Server use decreased by 70% with the same trafc rate Loading speed increased by 40% for the end user according to Google Analytics For some pages, the loading speed increased even by 90% 57

58. AdWords Google AdWords campaign lasted from mid-December 2011 to the end of April 2012. The revenue was 11 time bigger than the spending costs. Search engine campaign reached CTR 16,60%. The average click cost was between 0,15-0,19 zl. The campaign has become the second biggest sales prot source in the e-store. After the campaign Intersport decided to continue working with us. The company proposed a payment model based on the netto prot margin, which satised both parties Marek Bugajski, Stores Management Director INTERSPORT Polska S.A. 58

59. Revenue ROI according to GA (Income / Cost) 500% - 2000% Long-tail campaign progress Budget Time Purchase decision Customer Acquisition Cost (CAC) Optimization Trafc quality decrease Business protability Konwersja Usability optimization Quartic recommendations Conversion Rate (CR) Loyalty + Lifetime value (LTV) Building contact list eMail Marketing by Sendingo Social Media 59

60. Range of works Complex service E-marketing strategy Ad creations Analysis and design Social Media SEO and SEM Internet auctions E-commerce implementation E-weekly ad 60

61. Strategy New users Loyalty E-mail marketing 11 x bigger revenue than cost Conversion + 46% increase thanks to usability optimization More effects in less time! 61

62. Success-fee What you pay = sales provision CLIENT Realization of orders Marketing budget DIVANTE Technology Optimization E-marketing SCALE EFFECTS Constant increase Creativity Risk-free increase Constantly motivated partner Focus on the offer Scalable business Long-term learning process Long-term investment planning No need to control Cooperation between our clients 62

63. Contact http://divanteltd.com