Testing and Optimising Offers & Vouchers

June 2012

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About Savoo

• Savvy shopping (deals, vouchers)• Strong online and social marketing

capability• Fastest growing deal community• Backed by Savings.com technology and

team in the US• Launched Savoo.de in Germany this month• Driving over £300m in sales globally per

year

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The problem & opportunity: Deal Performance

• We have experienced that retailers don’t often have deal

strategies via their affiliate channel

• Retailer voucher technology that is able to vary, then test

voucher codes and deals has typically been limited, overlooked

or not seen as important

• Retailers have a blind spot (no visibility), which is what is

happening when consumers arrive at an affiliate landing page

• Affiliates don’t tend to share their data with retailers

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The solution – Deal intelligence & reporting

• We recognised that retailers want to know what is happening

on affiliate websites• We have invested a huge amount of time in developing

proprietary technology to track sales on a deal level• We then share these reports with retailers on a weekly/

monthly basis • Our landing pages have also been built to optimise all deal

positions every 2 hours

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Example Fashion Retailer

• Large high street UK

fashion retailer

• Wanted to work with

Savoo to understand

deal by deal conversion

• Then experiment by

varying deal conditions

(e.g. 20% off if you

spend x)

• Over a 1 month period

Savoo Dedicated Landing Page

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The results – Best Deal for Click Through to Retailer

Deal Title Offer Type Click Through Rate Conversion Rate Sales Volume Daily Sales VolumeFree Standard Delivery on Orders Over £75 DEAL 0.83% 41.67% £405.84 £25.37 Free Next Day & Nominated Day Delivery on Orders Over £100 DEAL 1.53% 37.78% £1,601.64 £100.10 10% Off Any Order VOUCHER CODE 35.10% 32.83% £5,451.61 £1,362.90 Full Price Items 20% Off VOUCHER CODE 38.80% 30.47% £9,537.50 £2,384.38 Free Delivery On All Orders VOUCHER CODE 20.17% 28.15% £3,380.85 £845.21 Exclusive Free Standard Delivery on All Orders VOUCHER CODE 5.53% 27.41% £2,217.51 £246.39 All Delivery Options Half Price DEAL 7.85% 25.93% £197.50 £49.38 Get 15% Off Full Price Orders With Our Voucher Code VOUCHER CODE 59.71% 22.71% £11,490.73 £2,298.15 Students Save 10% on All Orders DEAL 7.68% 22.56% £8,996.34 £187.42 Exclusive £10 Off Your £80+ Order On Full Price Products VOUCHER CODE 13.44% 17.32% £13,149.27 £1,195.39 Exclusive £15 Off Your £100+ Order On Full Price Products VOUCHER CODE 18.61% 16.17% £12,934.14 £1,293.41 Save Up To £25 On Selected Items DEAL 38.13% 15.09% £453.34 £453.34 Students Save 20% on All Orders DEAL 12.36% 13.24% £2,332.46 £179.42 £30 Off Trans-Seasonal Pieces DEAL 29.66% 11.67% £7,501.63 £577.05 Clearance Page Savings DEAL 4.60% 11.23% £3,674.99 £60.25 New Arrivals Updated Daily DEAL 1.53% 10.06% £1,273.34 £20.87 Spring Sale Is Now On DEAL 3.42% 6.25% £904.17 £30.14 Total       £85,502.86  

Best deal for Click Through Rate is:

“Get 15% Off Full Price Orders With Our Voucher Code”

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Deal Title Offer Type Click Through Rate Conversion Rate Sales Volume Daily Sales VolumeFree Standard Delivery on Orders Over £75 DEAL 0.83% 41.67% £405.84 £25.37 Free Next Day & Nominated Day Delivery on Orders Over £100 DEAL 1.53% 37.78% £1,601.64 £100.10 10% Off Any Order VOUCHER CODE 35.10% 32.83% £5,451.61 £1,362.90 Full Price Items 20% Off VOUCHER CODE 38.80% 30.47% £9,537.50 £2,384.38 Free Delivery On All Orders VOUCHER CODE 20.17% 28.15% £3,380.85 £845.21 Exclusive Free Standard Delivery on All Orders VOUCHER CODE 5.53% 27.41% £2,217.51 £246.39 All Delivery Options Half Price DEAL 7.85% 25.93% £197.50 £49.38 Get 15% Off Full Price Orders With Our Voucher Code VOUCHER CODE 59.71% 22.71% £11,490.73 £2,298.15 Students Save 10% on All Orders DEAL 7.68% 22.56% £8,996.34 £187.42 Exclusive £10 Off Your £80+ Order On Full Price Products VOUCHER CODE 13.44% 17.32% £13,149.27 £1,195.39 Exclusive £15 Off Your £100+ Order On Full Price Products VOUCHER CODE 18.61% 16.17% £12,934.14 £1,293.41 Save Up To £25 On Selected Items DEAL 38.13% 15.09% £453.34 £453.34 Students Save 20% on All Orders DEAL 12.36% 13.24% £2,332.46 £179.42 £30 Off Trans-Seasonal Pieces DEAL 29.66% 11.67% £7,501.63 £577.05 Clearance Page Savings DEAL 4.60% 11.23% £3,674.99 £60.25 New Arrivals Updated Daily DEAL 1.53% 10.06% £1,273.34 £20.87 Spring Sale Is Now On DEAL 3.42% 6.25% £904.17 £30.14 Total       £85,502.86  

Best for Conversion Rate but very poor Click Through Rate is:

“Free Standard Delivery on Orders Over £75”

The results – Best Converting Deal

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Deal Title Offer Type Click Through Rate Conversion Rate Sales Volume Daily Sales VolumeFree Standard Delivery on Orders Over £75 DEAL 0.83% 41.67% £405.84 £25.37 Free Next Day & Nominated Day Delivery on Orders Over £100 DEAL 1.53% 37.78% £1,601.64 £100.10 10% Off Any Order VOUCHER CODE 35.10% 32.83% £5,451.61 £1,362.90 Full Price Items 20% Off VOUCHER CODE 38.80% 30.47% £9,537.50 £2,384.38 Free Delivery On All Orders VOUCHER CODE 20.17% 28.15% £3,380.85 £845.21 Exclusive Free Standard Delivery on All Orders VOUCHER CODE 5.53% 27.41% £2,217.51 £246.39 All Delivery Options Half Price DEAL 7.85% 25.93% £197.50 £49.38 Get 15% Off Full Price Orders With Our Voucher Code VOUCHER CODE 59.71% 22.71% £11,490.73 £2,298.15 Students Save 10% on All Orders DEAL 7.68% 22.56% £8,996.34 £187.42 Exclusive £10 Off Your £80+ Order On Full Price Products VOUCHER CODE 13.44% 17.32% £13,149.27 £1,195.39 Exclusive £15 Off Your £100+ Order On Full Price Products VOUCHER CODE 18.61% 16.17% £12,934.14 £1,293.41 Save Up To £25 On Selected Items DEAL 38.13% 15.09% £453.34 £453.34 Students Save 20% on All Orders DEAL 12.36% 13.24% £2,332.46 £179.42 £30 Off Trans-Seasonal Pieces DEAL 29.66% 11.67% £7,501.63 £577.05 Clearance Page Savings DEAL 4.60% 11.23% £3,674.99 £60.25 New Arrivals Updated Daily DEAL 1.53% 10.06% £1,273.34 £20.87 Spring Sale Is Now On DEAL 3.42% 6.25% £904.17 £30.14 Total       £85,502.86  

Best performing deal by Sales Volume is:

“Exclusive £10 Off Your £80+ Order On Full Price

Products”

The results – Best Deal for Sales Volume

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Deal Title Offer Type Click Through Rate Conversion Rate Sales Volume Daily Sales VolumeFree Standard Delivery on Orders Over £75 DEAL 0.83% 41.67% £405.84 £25.37 Free Next Day & Nominated Day Delivery on Orders Over £100 DEAL 1.53% 37.78% £1,601.64 £100.10 10% Off Any Order VOUCHER CODE 35.10% 32.83% £5,451.61 £1,362.90 Full Price Items 20% Off VOUCHER CODE 38.80% 30.47% £9,537.50 £2,384.38 Free Delivery On All Orders VOUCHER CODE 20.17% 28.15% £3,380.85 £845.21 Exclusive Free Standard Delivery on All Orders VOUCHER CODE 5.53% 27.41% £2,217.51 £246.39 All Delivery Options Half Price DEAL 7.85% 25.93% £197.50 £49.38 Get 15% Off Full Price Orders With Our Voucher Code VOUCHER CODE 59.71% 22.71% £11,490.73 £2,298.15 Students Save 10% on All Orders DEAL 7.68% 22.56% £8,996.34 £187.42 Exclusive £10 Off Your £80+ Order On Full Price Products VOUCHER CODE 13.44% 17.32% £13,149.27 £1,195.39 Exclusive £15 Off Your £100+ Order On Full Price Products VOUCHER CODE 18.61% 16.17% £12,934.14 £1,293.41 Save Up To £25 On Selected Items DEAL 38.13% 15.09% £453.34 £453.34 Students Save 20% on All Orders DEAL 12.36% 13.24% £2,332.46 £179.42 £30 Off Trans-Seasonal Pieces DEAL 29.66% 11.67% £7,501.63 £577.05 Clearance Page Savings DEAL 4.60% 11.23% £3,674.99 £60.25 New Arrivals Updated Daily DEAL 1.53% 10.06% £1,273.34 £20.87 Spring Sale Is Now On DEAL 3.42% 6.25% £904.17 £30.14 Total       £85,502.86  

Most Efficient deal and winner based on daily sales volume:

“Full Price Items 20% Off”

The results – Most Efficient Overall Deal

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How did we do by optimising landing page deals?

Site Conversion Rate Average Order Value

Savoo 17.25% £74

Deal Site 1 10.21% £64

Deal Site 2 11.90% £63

Deal Site 3 11.50% £62

Deal Site 4 10.05% £73

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Summary

• Having deal intelligence should be essential for your

deal design strategy• Work with your affiliates to receive this feedback (if

they offer this)• Test test test• Use these learnings across the rest of the affiliate

channel, and other channels

Any questions?