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SPARK NEW GROWTH.Monitoring & Measuring eCommerce Success for Manufacturers

Presenter: Damon Pistulka, Exit Your Way

February 23, 2021

Reminder to Mute Your Phone/Mic/Camera

Monitoring & Measuring

eCommerceSuccess eCommerce

MGMT

1-833-BIZ-EXIT (249-3948) | www.exityourways.us 2

MY GOAL TODAY

Provide actionable knowledge


ABOUT ME

• BS Mechanical Engineering• 20+ years manufacturing technical /

leadership positions• Husband, father, son, brother• Business / Digital / eCommerce• Co-Founded Exit Your Way®• Livestream / Podcast / Virtual Event Host


TODAY

• Monitoring & Measuring eCommerce Performance


WHY MONITOR?


WHY MONITOR?

• Gain understanding• Improve communication• Performance feedback• Determine what need’s our attention• Reduce wasted time & money• Improve ROI on efforts


WHAT TO MEASURE?


WHAT TO MEASURE?

• Traffic • Conversion • Operations• Quality• Financial


TRAFFIC


TRAFFIC

AmountSourceDurationPath/destinationWhere did they leave


CONVERSION


CONVERSION

• Conversion percentage• Cost/conversion• $ per order• Profit per order


OPERATIONS


OPERATIONS

• Average order ship days• Average order fulfillment time • Returns• Late Orders


FINANCIAL


FINANCIAL

• Sales• Product costs • Seller Fees• Shipping costs• Return Costs• Margin


USING THE INFORMATION


DASHBOARDS

Communication Tools

E- Commerce Company

Week Ending

Total Total YTD 2/28/2019

Goal $3,731,001.00 $485,750.00

Goal Progress 90.99% 94.67%

Total Order Received $ $3,394,683.41 $459,836.55

Total Order Completed $ $3,394,682.41 $459,836.55

Total Refunds $128,269.86 $14,956.00

Total Refund % 3.78% 3.25%

Total Margin $ $1,419,419.49 $199,952.96

Total Margin % 41.81% 43.48%

Total Inventory $7,356,837.55 $7,238,237.91

Week Ending

Warehouse Total YTD

Orders Processed 17,378

Time Per Order (min) 1

Number of Same Day Shipments 15,064

Containers Received 21

Containers Shipped

Containers Expected Next Week

Time Per Container (hours) 2

LTL Orders Shipped 543

Warehouse Space Total (CBM)

Warehouse Space Used (CBM)

Warehouse Space Free (CBM)

Warehouse Space Free % 85.33%

YELLOW Area (CBM)

RED Area (CBM)

PSP Warehouse Used (CBM)

Inventory Accuracy %

Number of Items/Bins Counted 160/595

Number of Count Errors 67/105

Net Value of Changes $3,383.22

Customer Service Total YTD 2/28/2019

Calls Received 8,751 1,062

Calls Answered 8,664 1,055

Calls Lost 80 7

Lost Call % 0.91% 0.66%

Avg Call Length (min) -Talk Time 1 0

Emails Received ~ 63,638 0

Chat Received 2,718 403

Chat Answered 2,649 394

Chat Lost 69 9

Amazon Negative Feedbacks 2

Ebay Negative Feedbacks 0

Chargebacks 4

Google Positive Feedbacks 14

Phone Orders Count 99

~~Phone Orders Total $ $421,769.57 $58,484.32


MEASURING PERFORMANCE

Traffic & Advertising



Operational Performance



Customer Service Performance



Channel Contribution



Financial Performance


The Management Meeting


The Management Meeting

• Set expectations• Responsibility• Celebrate the good • Come with ideas & solutions• Agree on action(s)• Future innovation


NOW WHAT?

What to monitorMeasure weeklyReview & executeRinse & repeat

CONTACT INFORMATION

Please reach out If you have any questions or would like to discuss

Damon Pistulka 425-654-7757

[email protected]

www.ExitYourWay.us

mailto:[email protected]

http://www.exityourway.us/


REMINDER: Listen On DemandDate SPARK NEW GROWTH SERIES Presenter

DownloadSession 1

eCommerce & Digital Disruption is Driving Digital Transformation for Manufacturers Faster than Ever

Jeffry Graham

DownloadSession 2

Inbound Marketing for Manufacturers: A Modern Approach to Lead Generation and eCommerce Sales

Josh Curcio

DownloadSession 3

7 Things Manufacturers Should Do to Automate Marketing, Get More Ecommerce Sales and Boost SEO

Jeff Long

Download Session 4Manufacturers Going Global with eCommerce Ray Ziganto

Download Session 5Monitoring & Measuring eCommerce Success for Manufacturers Damon Pistulka


YOUR NEXT STEP: REGISTER!Date Session Presenter

Mar 4, 18 + Apr 1

SALES DEEP DIVE: Improving Virtual Sales Skills Training Series for Illinois Manufacturers

Mark Roberts, OTB Solutions

Mar 9, 12, 16, 19, 23, 26

INCREASE ONLINE SALES: Role for Manufacturers in the eCommerce Marketplace 6-Part Series B2Btail partners

Mar 18EXPAND YOUR REACH:Insider Ways To Use Facebook & LinkedIn to Increase Your Manufacturing Sales Webinar

Strategic & Creative Marketing


UPCOMING VIRTUAL EVENTS

March 248:00am-Noon

March 30 & 318:30am-12:30pm


UPCOMING EVENTS: FEBRUARYDate Session Presenter

Feb 24 PROTECT YOUR TEAM:Maintaining Workplace Safety through COVID-19 Virtual Workshop IMEC

Feb 25 EMBRACE NEW TECH:Getting Started with Autonomous Mobile Robots Webinar

Waypoint Robotics

Feb 25 Danville/Champaign Regional Manufacturing Roundtable IMEC + EDCs

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